National Account Manager

Pinnacle Propane•Irving, TX

About The Position

Pinnacle Propane, LLC, a leading provider in the propane industry, is on the hunt for a dynamic and driven National Account Manager to join our growing team. If you are passionate about building relationships, identifying new business opportunities, and driving growth, we want to hear from you! Why Join Pinnacle Propane? At Pinnacle Propane, we pride ourselves on delivering safety, reliability, and exceptional customer service. Our commitment to innovation and sustainability positions us as a trusted partner for residential, commercial, and industrial propane solutions. Join us in making a difference in our community by providing top-notch propane services that power homes and businesses. The National Account Manager is a hunter-focused role, responsible for prospecting, landing, and developing large, multi-site national accounts. This position requires continuous outbound activity, including cold calling, prospecting, and executive-level engagement, to identify and close National Accounts. Once an account is secured, the NAM owns the national commercial relationship, ensuring centralized negotiations, consistent pricing and terms, coordinated expansions, and contract renewals across multiple states and locations.

Requirements

Minimum of 2 years of B2B sales experience
Demonstrated hunter mindset with comfort in cold calling and outbound prospecting
Strong communication and negotiation skills
Ability to manage complex, multi-location opportunities
Comfortable engaging with senior and executive-level stakeholders
Proven ability to identify, qualify, and close multi-location national deals
Experience with centralized contracting and national account management
Commercial/financial literacy (pricing, margin, discounting, forecasting)
Program management across functions (Sales, Operations, Legal, etc.)
CRM fluency (Salesforce or similar)
Data-driven decision-making
High activity cadence and resilience
Ownership mentality and proactive issue resolution
Clear, concise communication for executive audiences

Nice To Haves

Experience in propane, fuels, energy, or industrial B2B sales
Strategic pricing and contract economics experience
Renewal and expansion playbook development
Partner/channel collaboration experience
Advanced CRM/reporting skills
Familiarity with sales process methodologies (e.g., MEDDICC, BANT)
Experience with contract lifecycle management tools
Matrix leadership of virtual teams
Change management experience
Multi-state regulatory awareness
Customer success orientation (governance, QBRs, scorecards)

Responsibilities

Actively hunt and prospect large, multi-site, multi-state customers.
Perform continuous outbound outreach, including cold calling and targeted prospecting.
Identify and engage decision-makers at the executive, procurement, and operations levels.
Lead discovery, qualification, negotiation, and closing of national account agreements.
Develop and execute annual strategic account plans, outlining growth targets, expansion opportunities, and risk mitigation strategies for each national account.
Participate in ongoing training and industry forums to stay current on best practices in strategic account management and relevant market trends.
Own the national relationship once the account is closed.
Serve as the single point of accountability for the customer at a national level.
Build long-term executive relationships to ensure retention and growth.
Serve as the escalation point for complex customer issues, coordinating with service, operations, and technical teams to ensure timely resolution and customer satisfaction.
Ensure all national account agreements comply with company policies, legal requirements, and industry regulations; maintain accurate records of contracts and communications.
Liaise with internal teams regarding national pricing, commercial terms, and contract structures.
Ensure a single, unified negotiation when customers add new locations.
Coordinate national expansions while avoiding fragmented local agreements.
Lead cross-functional project teams for major account implementations, expansions, or renewals, ensuring alignment across sales, operations, legal, pricing, and marketing.
Centralize and manage national contract renewals.
Monitor account performance and consumption trends.
Proactively address churn risks across all locations.
Leverage CRM and analytics tools to track account health, identify trends, and forecast future needs; present actionable insights to leadership and cross-functional teams.
Work closely with RAMs, Service Centers, Legal, Pricing, Operations, and Marketing.
Ensure local execution aligns with national agreements and strategies.
Act as the “quarterback” for national accounts, coordinating efforts across sales, operations, legal, pricing, marketing, and customer service to deliver a seamless client experience.
Regularly convene cross-functional meetings to align on account strategies, share updates, and resolve issues.
Serve as the voice of the customer internally, relaying client needs and feedback to relevant teams for continuous improvement.
Communicate internal constraints or changes (e.g., product updates, policy shifts) back to the client in a transparent and proactive manner.
Provide guidance and support to local account managers (RAMs), service centers, and field teams to ensure local execution aligns with national agreements.
Document and share lessons learned, success stories, and process improvements with peers and leadership to foster a culture of continuous improvement.
Participate in regular business reviews with internal teams to assess account performance, identify risks, and develop action plans for improvement.

Benefits

Great Benefits: Including medical, vision, dental insurances, amongst others.
Life Insurance: Financial protection for you and your family.
Community Volunteering Day: A paid day off to give back to the community and make a difference.
Paid Time Off: Generous PTO and company holidays to relax, recharge, and spend time with loved ones.
Retirement Savings Plan: Employer contributions to help you save for the future.

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