National Accounts Manager

Bunzl Distribution NA•Morton Grove, IL

14h•$100,000 - $120,000

About The Position

The National Account Manager’s (NAM’s) primary role is to provide leadership and management to assigned client programs and relationships. The NAM is responsible for meeting or exceeding expected client service levels on assigned client accounts. The NAM is the primary point of contact for the client, and any challenges within the operation of an account are escalated to the NAM for resolution. The NAM role is focused on proactive management of assigned accounts, to ensure that each client’s program is managed and operates with maximum efficiency. This position proactively performs random data checks to ensure accuracy levels. The NAM works closely with their Senior Director/Director of National Accounts (DNA) to identify and convert opportunities for program expansion or improvement. The NAM must be capable of strategically analyzing the profitability of the account and identifying value added services for the client.

Requirements

High school diploma or GED equivalent required
8 plus years of management and sales experience, with at least 5 years of experience selling business services/programs to national accounts
Customer accounts remain profitable, with revenue retained or expanded
Assigned customer accounts maintain margins that meet or exceed budget expectations
Travel will be required

Nice To Haves

Bachelor's degree preferred
Financial skills a plus (reading P&Ls, Forecasting)

Responsibilities

Follow and enforce BRS’s documented Sales best practices
Follow established process and procedures related to entire sales process and on boarding of new client programs
Proactive outreach to existing clients regularly to seek feedback on client satisfaction and to answer any open questions; timely documentation of key points and/or deliverables to confirm mutual expectations in writing
Follow established process and procedures relating to sales travel, expense reporting
Assist with sales calls and other outreach to qualified leads as assigned by Leadership.
Ensure contractual obligations are upheld by BRS and customer; mitigate scope creep; document establish and process changes to account operations
Provide accurate client reporting using BRS’s defined standard menu, propose exceptions only when necessary and with relevant context for informed decision making.
Understand and enforce all established best practices with respect to JANUS and customer data fields (price, store address, skus, etc.)
Understand and execute all aspects of each customer agreement
Proactively provide expertise to team members
Develop, maintain and share an understanding of technical and business challenges prospects and clients face
Identify opportunities to increase program scope of products and services that meet identified challenges or market needs
Initiate meetings with clients to present new technology and other solutions as they become available, with attention to presenting benefits to each client
Proactively build strong relationships with clients and prospects that expand program revenue, and guide problem resolution discussions to mutually beneficial conclusions that protect margin and relationship.
Grow contacts broadly in client organizations to successfully cross sell and reduce risk due to contact departure
Stay current on professional knowledge and retail trends
Manage and proactively consider customers’ current needs to anticipate future needs, matching organizational capabilities and recommending new ones
Maintain knowledge of specialized programs and services such to effectively guide clients and liaison with specialized teams
Follow-up on deliverables and drive to completion (customer and interdepartmental)
Maintain master list for assigned accounts and track all change requests
Escalate key account information to Bunzl leadership and maintain transparency with supervisor