National Account Manager

Liquid Brand•Irving, TX

About The Position

The National Account Manager is responsible for achieving revenue and profit plans and goals by cultivating long-term relationships with the Company’s largest national account customers, with a focus on retention and growth within an existing customer base. The role manages customer relationships and sales activity across national accounts, develops account and territory plans, negotiates contracts and renewals, and identifies opportunities to expand use of the Company’s products and services. The position also leads implementations of new locations or lines of business and coordinates customer expectations across the organization.

Requirements

Bachelor’s degree or equivalent.
Four years of outside business-to-business sales experience, including at least two years of multi-location, regional, or national account sales experience in the restaurant, grocery, or retail industry.
A consistent record of attaining monthly, quarterly, and annual revenue plans or goals, including actual assigned plans or goals.
Experience managing accounts in a national sales territory, with strong time and territory planning skills.
Experience creating and executing annual, quarterly, monthly, and weekly sales territory plans.
Success managing large accounts with annual revenue of $100,000 or more per account and 15–500 or more locations per account.
Significant experience conducting sales appointments and success obtaining appointments by telephone.
Comfort and experience using consultative selling skills.
Strong understanding of the sales cycle for large, multi-location accounts.
Experience and success in account-penetration sales across departments, locations, divisions, and products or services.
Experience creating and leading account growth and management strategies, including penetration, service, maintenance, and retention, while serving as the primary manager of customer relationships.
Demonstrated success with short, medium, and long business-service sales cycles.
Demonstrated success leading new sales program implementations in multi-location accounts.
Thorough understanding of, and previous formal classroom training in, consultative, professional, strategic, or tactical selling skills, account management, or other formal business-to-business sales skills training; must be able to name the training.
Team-selling experience as the selling team leader.
Exceptional listening skills.
Strong proposal and presentation development and delivery skills.
Strong written and oral communication skills.
Professional appearance and demeanor, with a conversational approach to prospects and customers.
Experience achieving weekly sales activity guidelines.
Attention to detail and strong organizational skills.
Ability and willingness to travel 25–50% within the United States.

Responsibilities

Build and maintain professional business relationships with executive decision-makers and other coaches, implementers, and influencers in current national accounts.
Create, deliver, and present Quarterly Service Reports and Company updates to assigned accounts.
Negotiate contracts and contract renewals.
Use consultative selling to understand customers’ businesses, marketplaces, service needs, and decision-makers’ needs; position LES products and services and identify additional applications.
Move decision-makers toward desired decisions and next steps in the sales cycle.
Develop enhancements or updates to existing LES services management programs to meet customer or prospect needs.
Prepare and present value propositions, services management program proposals, presentations, price quotes, and RFP responses that address customer needs and position LES services profitably.
Return customer calls and emails within four hours of receipt.
Develop, update, maintain, and execute an approved territory sales plan, including target prospects, sales cycle plans, projected revenue, decision dates, and implementation or first-service dates.
Schedule sales appointments to maintain an average of six in-person sales meetings per week, with objectives tied to sales cycles or customer relationships.
Use the Company CRM tool to document sales activity and manage the pipeline.
Lead and manage implementations of new locations or lines of business, coordinating customer expectations throughout the LES organization to support successful rollouts.
Submit weekly sales call plans, sales call results reports, target account updates, and monthly sales plan updates.
Follow Company pricing, product, and service guidelines, as well as Company policies, procedures, and handbook guidelines.
Build and maintain strong relationships with field operations and corporate support staff.
Perform other duties reasonably within the scope of the role.