Director, National Commercial Account Sales

Nichiha-posted 2 days ago
Full-time • Director
Johns Creek, GA
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The NCA Sales Director is responsible for developing and executing sales strategies for major national brand clients such as Burger King, Wendy’s, and Starbucks. This role focuses on building long-term relationships, driving strategic initiatives, and ensuring effective cross-functional execution to expand brand adoption and revenue growth.

  • National Account Strategy & Pipeline Development Develop and lead sales strategies for national and corporate accounts (e.g., QSRs, retail chains, healthcare groups). Regularly evaluate strategy effectiveness and modify as appropriate. Oversee and prioritize pipeline activities based on opportunity value, brand alignment, and close probability. Identify new national prospects and collaborate with internal teams to create customized engagement plans.
  • Customer Engagement & Sales Enablement Build deep relationships with national brand accounts with prototype stores and their partners, including brand architects, specifiers, general contractors and installers. Maintain collaborative and partnership approach with strategic accounts through site visits, presentations, and joint planning sessions. Serve as the key escalation contact for high-profile accounts and manage challenges swiftly and effectively. Lead customer-specific initiatives, including custom SKUs, pricing structures, and installation coordination.
  • Team Leadership & Collaboration Support, coach, and develop regional and national sales reps, particularly in closing large multi-site deals. Conduct regular 1-on-1 meetings with team members to review progress, offer mentorship, and drive talent growth. Collaborate with Sales Managers to optimize territory strategies and provide input on team structure and performance.
  • Internal Cross-Functional Alignment Coordinate with Project Coordination, Product Management, Logistics, and Pricing teams to ensure seamless execution of national account initiatives. Lead efforts with production, scheduling and logistics to ensure proper inventory levels are maintained to meet delivery obligations. Conduct biweekly cross-functional meetings to review project statuses, pricing updates, product requests, and pipeline concerns. Work closely with the Business Planning team to institutionalize a consistent sales budgeting and forecasting process.
  • Data-Driven Sales Management Establish and monitor leading and lagging performance metrics and dashboards, including close rate analytics, and market penetration trends. Provide monthly updates and strategic insights to senior leadership on progress and opportunities. Support continuous improvement through lost-deal analysis, pipeline reviews, and customer feedback loops.
  • Customer Service & Support Take offs on architectural drawings, quotes, up-selling, order manager
  • Excellent communication, leadership, and organizational skills.
  • Deep understanding of complex sales cycles, pricing negotiations, and cross-departmental collaboration.
  • Strong presentation and analytical skills.
  • Demonstrated ability to work collaboratively at all levels in the organization.
  • Strong executive experience and working closely with C-Suite executives both internally and externally.
  • Proficiency in CRM tools such as Salesforce.
  • Proficient with Microsoft Office Suite or related software.
  • Bachelor’s degree in Business or related field (or equivalent experience required).
  • Minimum 8 to 10 years of B2B sales experience, with a strong focus on national account or enterprise-level sales.
  • Minimum of 3 to 5 years of sales management experience with proven track record of improving team’s performance.
  • Experience in construction materials, building products, or architectural surfaces industries preferred.
  • Leading a US based sales for an international organization preferred.
  • Understanding of SKU management and pricing structure development preferred.
  • Proven experience engaging directly with corporate clients, architects, designers, and national specifiers.
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