Sr. Manager, Strategic Accounts (RNC)

Lennox International•Richardson, TX

2d•Onsite

About The Position

Driven by 130 years of legacy, HVAC and refrigeration success, Lennox provides our residential and commercial customers with industry-leading climate-control solutions. At Lennox, we win as a team, aiming for excellence and delivering innovative, sustainable products and services. Our culture guides us and creates a workplace where all employees feel heard and welcomed. Lennox is a global community that values each team member’s contributions and offers a supportive environment for career development. Come, stay, and grow with us. Under limited supervision, this role focuses on driving team success through leadership, coaching, and development of a high-performing team of Strategic Account Managers responsible for the company’s most complex or critical national account partners. The position emphasizes developing team capability, ensuring effective delegation of national account partners, delivering profitable growth, owning program design and executive communication, and maximizing sales opportunities through effective leadership and cross-functional collaboration with executive leadership.

Requirements

Bachelor’s degree or equivalent combination of education and experience
Minimum 8 years of related experience, including team leadership in strategic accounts.
Demonstrated ability to lead complex programs and manage teams to achieve strategic objectives.
Strong business acumen, with expertise in identifying strategic opportunities and driving team success.
Advanced relationship-building, listening, persuasion, negotiation, and time management skills.
In-depth knowledge of marketing strategy, product demonstration, sales techniques, and sales control systems.
Proficient in forecasting, strategic planning, and end-to-end budget development and execution.
Expertise in customer service principles, including needs assessment, quality standards, and satisfaction evaluation.
Proven ability to manage and develop team members to optimize performance.
Effective written and verbal communication skills.
Proficiency with Microsoft Office and Customer Relationship Management software.

Responsibilities

Directs, coaches, and mentors a team of Strategic Account Managers, ensuring alignment with organizational goals, effective delegation of the largest and most complex national account partners, and maximization of team performance in account strategy, negotiation, margin discipline, and consistent execution of sales processes.
Oversees the team’s efforts to maintain and grow profitable, sustainable partnerships with critical national account partners while delivering exceptional customer experience and trust-based relationships.
Cross-Functional Collaboration: Facilitates collaboration across marketing, supply chain, finance, field sales, and acquired business units; drives alignment on new distribution/OEM strategies and rapidly adapts team processes to organizational and marketplace changes.
Program Leadership & Innovation: Owns the design, continuous improvement, and rollout of national account program guidelines, playbooks, pricing structures, and incentives; proactively identifies and implements innovative approaches to adapt programs to acquisitions, new OEM and distribution capabilities, CapEx projects and changing market conditions.
Strategic Communication: Creates and gains approval for all critical channel communications to internal and external stakeholders in the channel; national account partners, individual contributors and executives across the organization as examples.
Sales Growth Initiatives: Recommends and implements creative, forward-thinking team strategies and programs to increase profitable sales and share-of-wallet with priority national account partners in response to internal growth and external market shifts.
New Business Development (National Account Partners) Drives the team’s new-business efforts by setting clear and profitable growth targets for acquiring new national account partners. Owns the annual new-business target (volume, margin, and number of new national account partners), builds and maintains a robust prospect pipeline, assigns highpotential opportunities to team members, and provides active coaching and oversight to ensure successful closure and onboarding of new partnerships