National Account Sales Manager

ITW • Troy, AL

20h • Hybrid

About The Position

This position will report to the Director – Sales & Business Development. The incumbent will plan, organize, direct and control activities to achieve total revenue and profit goals with assigned Key National Accounts. This role involves interfacing with internal and external senior-level management, ITW Food Equipment Group (FEG) product development and product service personnel, as well as contacts within assigned Key Accounts, ITW FEG sales organization, and the field service organization. The individual will direct the activities of the assigned Key Accounts through effective field sales engagements, account management, and developing end-user relationships. The incumbent will also have the responsibility of coaching, mentoring, and developing some assigned National Account Managers. This role supports the development of strategic and tactical programs conducive to increasing Hobart’s service presence and competitive share in the U.S. Market, ultimately driving profitability. ITW is a Fortune 200 global multi-industrial manufacturing leader with seven industry-leading business segments, offering career development and learning opportunities in over 50 countries. The company is committed to investing in its people and supporting their growth through unique and relevant development opportunities. ITW's decentralized, entrepreneurial culture empowers employees to think and act like business owners, aspiring for everyone to perform to their full potential and valuing diverse perspectives. The ITW Business Model guides focus, and the company is grounded in values of Integrity, Simplicity, Trust, Respect, and Shared Risk.

Requirements

• Bachelor’s degree in Business, Sales, Marketing, or related fields
• At least 5 years extensive sales experience
• Requires up to 30% travel.
• Strong oral and written communication skills
• Strong organization and project management skills
• Experience with Microsoft office
• Self-motivated and ability to adapt to change
• Strong customer orientation
• Data analysis skills
• Understanding of the consultative sales process
• Experience at building value-based proposals
• Experience at presenting at the C-Level
• Experience with D365, CRM systems

Nice To Haves

• National account sales experience
• Food service / Food retail experience
• Management experience

Responsibilities

• Develop annual strategic plans and complete account profiles on all assigned active accounts.
• Develop strategies to support the protection of existing account revenue as well as driving organic revenue and margin growth.
• Manage accounts, contacts, opportunities, and other required critical information in CRM on a consistent and timely basis.
• Escalation management including evenings and weekends.
• Manage the gathering of analytic information needed to support accounts, sales, ROI, and other initiatives.
• Update leadership consistently on account status/changes especially those that could have an impact our relationship, revenue, or probability.
• Coordinate with National Accounts Customer Care in the effort of delivering positive customer satisfaction in aligned accounts.
• Partner closely with the equipment sales National Account Manager(s), attend each other’s meeting / QBRs and plan to support each other’s initiatives.
• Coordinate all key account service sales activity for all assigned accounts.
• Implement pricing strategies, quotes, and action plans with all assigned key accounts, to ensure that proper margins are maintained in accordance with overall service business strategy.
• Conduct service sales presentations in assigned accounts sales that addresses issues, promotes initiatives, and drives incremental service contract revenue.
• Develop specific solutions in assigned National Accounts to win new business and maintain service contract renewal business through customized programs that will ultimately enhance profitability.
• Represent Hobart Service on various projects including managing and attending customer and industry trade shows as necessary.
• Coaching, mentoring, and developing some assigned National Account Managers.

Benefits

• Career development and learning opportunities
• Investing in our people and supporting their growth through unique and relevant development opportunities
• Decentralized, entrepreneurial culture
• Empowerment to think and act like a business owner
• Support for growth through unique and relevant development opportunities at each stage throughout the employee life cycle.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 1-10 employees