National Account Manager (US West Coast)

DuPont•Tucson, AZ

1d•Remote

About The Position

At DuPont, our purpose is to empower the world with essential innovations to thrive. We work on things that matter. Whether it’s providing clean water to more than a billion people on the planet, producing materials that are essential in everyday technology devices from smartphones to electric vehicles, or protecting workers around the world. Discover the many reasons the world’s most talented people are choosing to work at DuPont. Why Join Us | DuPont Careers At DuPont, we are working on things that matter; whether it’s providing clean water to more than a billion people on the planet, producing materials that are essential in everyday technology devices from smartphones to electric vehicles, or protecting workers in this global pandemic. If you would like to be a part of a premier multi-industrial company that is delivering sustainable solutions that bring real purpose and value, of a company with collaborative spirit because it believes that we work best when we work together as a team and values the diversity of thought, then DuPont is the company for you! WHY JOIN US? Our purpose is to empower the world with essential innovations to thrive. We work on things that matter! Get to know our Purpose and make it yours by bringing innovations to market that improve the world, share a commitment to sustainability that makes our planet better and give back to communities in which we work and live. Get to Experience a collaborative environment where teamwork is celebrated with flexibility that enhances balance and an inclusive atmosphere that is welcoming to all! Have the Opportunity to chart your own course, challenge yourself, and acquire new capabilities to build a rewarding and fulfilling career. We reward employees with competitive pay and incentives to recognize skills, competencies, and contributions to business results. Role Description : The National Account Manager (NAM) is responsible for selling and promoting DuPont Tyvek® and Tychem® protective apparel products through national distributors. This will be accomplished by developing and executing robust distributor account plans including corporate-level and field-level initiatives and contact strategies. To increase our brand power and channel leverage, the NAM will ensure that our portfolio is appropriately merchandised and supported within our distributors’ safety portfolios. They are responsible for the corporate strategy including new product additions, cooperative marketing programs, contract, and pricing negotiation, etc. They also develop and lead implementation of our field strategy for national distributors, including coordination with district managers, technical specialists, and manufacturer’s rep firms to ensure adequate field-support for corporate initiatives. This role must be proactive about creating and strengthening relationships to reinforce the value that DuPont provides to the market. By establishing lasting, long-term relationships, the NAM will be viewed as a key problem-solving resource by members of the distributor’s organization. The NAM is proactive in contacting key decision makers in the distributors organization and building the contact strategy and connection points throughout DPT and with our outside manufacturer’s representation to reinforce the importance of this route to market relationship. Location Preference: US West Coast (CA, AZ, WA) Remote/Home Based 35-40% travel

Requirements

Bachelor's degree in related field such as marketing or business
5+ years of sales experience
Strong background in managing large strategic accounts
Experience selling finished products through distribution
Approximately 50% travel (can be home office based)
Sales Skills – Strong demonstrated competency in strategic account management. Strong knowledge and application of the sales process from lead identification, account targeting, needs assessment, value proposition, sampling, testing, trials, financial analysis, negotiation, and business close. Uses tools such as Salesforce.com, forecasting, sales reporting, etc. to manage the customer interface and account team. Works closely with marketing to gather / share VOC and provide feedback & guidance on the development of value propositions and programs. Strong knowledge of agreements and contracts. Ability to influence and negotiate effectively with individuals. Comfortable with inserting productive tension while maintaining a strong relationship.
Customer Relationships – Can develop and maintain strong relationships with distributor corporate and field personnel, internal DuPont staff, business partners, and key industry influencers. Seeks information to understand customers' circumstances, problems, expectations, and needs. Shares information with customers to build their understanding of issues and capabilities. Builds rapport and cooperative partnering relationships with customers and finds the synergies to drive win/win solutions. Considers how actions or plans will affect customers; responds quickly to meet customer needs and resolve problems; avoids over-commitments. Implements ways to monitor and evaluate customer concerns, issues, and satisfaction and to anticipate customer needs. Strategically and proactively considers when additional DuPont leadership connects/engagements are required at the account.
Business Acumen – Able to quickly understand the organization’s business model, competitive position, and financial goals. Can quickly develop a deep knowledge of our external value chain, customers and market dynamics, as well as our internal structure, systems, functions, and business processes; how the business operates, including its planning processes and decision-making channels; information systems; how products and services are developed, sold, and delivered to customers. Can track the changing needs and expectations of external customers; identifies links between internal demands and external needs; works to understand business priorities to achieve greater success. Uses business terminology when communicating with others.
Communication & Collaboration - Demonstrated ability to effectively communicate (both oral and written) at all levels with external and internal stakeholders. Strong interpersonal skills. Highly skilled in negotiation and influence management. Able to deliver a tough message. Possesses excellent interpersonal skills with ability to work well with others in a team environment. Works closely with district managers and rep firm sellers to coordinate field support. May work with manufacturer’s representatives to co-manage corporate initiatives at select distributors.
Analysis & Judgment - Strong computer skills including proficiency in MS Office, SalesForce.com, SAP Business Warehouse. Ability to turn transactional sales and point-of-sales data into actionable insights. Ability to recognize issues or opportunities, gather information, generate alternatives, involve others, choose appropriate path, and commit to action. Possesses keen judgment to get the heart of the matter.
Managing for Productivity – Strong planning & organization capabilities. Ability to multi-task and to form actionable plans given objectives. Clearly self-motivated to be effective with limited direct supervision and capable of aggressively competing in a dynamic market that has significant competitive pressures. Highly motivated and capable of getting results by delivering on commitments, including closing new business and maintaining existing business

Nice To Haves

Technical knowledge of DuPont™ Tyvek® & Tychem® protective apparel products.
Experience with personal protective equipment / safety category
Experience with industrial / MRO distribution channel

Responsibilities

Develop & lead execution of the distributor account plan including corporate-level and field-level initiatives and contact strategies.
Create, manage and negotiate custom sales and marketing programs to intentionally grow share of distributor
Facilitate relationships from top level distributor corporate leadership to regional field sales managers, as well as strategic end-users who purchase from assigned distributors
Negotiate contracts, price changes, sales deals & other programs consistent with our segment and channel strategy
Coordinates all resources working with the distributor to accomplish objectives and drive initiatives, including our field sales organization, manufacturer’s rep firm partners, technical specialists, and internal functions.
Maintains all key account information in SFDC (account plan, opportunity pipeline, call reports)