National Accounts Manager
About The Position
The National Accounts Manager owns a portfolio of high-profile, strategically important accounts and develops plans to grow revenue and achieve sales targets. The role builds qualified account pipelines, cultivates relationships with senior client decision-makers, and serves as a trusted advisor by delivering tailored solutions and strategic insights. The manager leads account sales strategies and business plans, pursues expansion through cross-selling and upselling, and negotiates high-value contracts and complex deals. The position also analyzes industry and competitive trends, oversees customized solution development and delivery, monitors account performance, and drives continuous improvement and client satisfaction. The role represents Binks at major industry events, trade shows, and conferences. It includes travel of up to 60% of the time, primarily in the U.S., followed by Mexico and Canada. Initial success milestones include learning Binks products and processes, completing technical training, shadowing sales representatives, meeting internal stakeholders, visiting key accounts, mapping account contacts, and presenting plans to grow each key account by 10% year over year.
Requirements
- Bachelor’s degree in science or engineering, or equivalent.
- At least 10 years of industrial sales experience, including successful management of key or national accounts.
- Proficiency with basic hand tools, Microsoft Office (Word, Excel, and PowerPoint), and CRM systems.
- Strong mathematical skills for calculating discounts, margins, and ROI.
- Excellent presentation skills and experience with public speaking.
- Ability to read and interpret technical data, blueprints, and charts.
- Strong communication skills and ability to work collaboratively in a team environment.
- Willingness to travel up to 60% of the time, primarily in the U.S., followed by Mexico and Canada.
- Mechanical knowledge of spray finishing equipment used across various industries.
- Understanding of paint and solvent properties and experience with relevant test equipment.
Responsibilities
- Own a portfolio of high-profile and strategically important accounts.
- Develop and execute strategies to increase territory revenue and achieve assigned sales targets.
- Build, maintain, track, and forecast a qualified pipeline for each account in CRM.
- Cultivate relationships with senior executives and key decision-makers, serving as a trusted advisor and providing tailored solutions and strategic insights.
- Lead the development and execution of advanced sales strategies and business plans for key accounts.
- Identify and pursue account expansion and market-share opportunities, including cross-selling and upselling.
- Manage and negotiate high-value contracts and complex sales deals to secure favorable terms and close agreements.
- Analyze industry trends, market dynamics, and the competitive landscape to identify opportunities and threats; use insights to inform strategy and innovation.
- Lead development of customized solutions for client challenges and oversee their implementation and delivery in alignment with client expectations and company standards.
- Monitor key account performance metrics, address performance gaps, and drive continuous improvement and client satisfaction.
- Represent Binks at major industry events, trade shows, and conferences to promote solutions, increase brand visibility, engage stakeholders, and gather market intelligence.
- Complete technical training at the U.S. Training Center, shadow at least two Binks sales representatives, and meet key internal stakeholders during the first 30 days.
- Visit key accounts and establish primary contacts and regional contact maps during the first 60 days.
- Develop strategies to grow each key account 10% year over year and present them to key internal stakeholders during the first 90 days.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
