National Accounts Manager

National Account Manager

We've been leading the Weiler way for four generations, creating value-enhancing solutions for cleaning, grinding, cutting, deburring and finishing. It's not just what we do, but how we do it. If you have the passion and energy to spark success and are bold enough to see the possibilities, join us to help build our future, and we'll help build yours.

Position Summary:

The National Account Manager position will develop and implement strategies for assigned National Accounts to accelerate revenue and increase profitability in support of the organization's annual operating plan and long-range plan. The NAM will manage the lead relationship with each assigned National Account, negotiating and establishing joint objectives, priorities, strategies, and plans that are mutually beneficial for Weiler Abrasives Group and the National Account. The NAM will coordinate the execution of those objectives and work plans through the Director of National Accounts, Director of Sales East/West, field sales force, and other key internal co-workers. The NAM is responsible for growing existing account revenues through executing elements of the Weiler Value Package, implementing, and designing unique commercialization activities in conjunction with the broader Weiler Commercial Team. The NAM is responsible for following the Weiler Leadership Behaviors and contributing to a High-Performance Culture in all aspects of their responsibilities.

Essential Job Functions and Responsibilities:

Sales Goal Attainment:

• It is a requirement that the NAM meet or exceed overall annual sales and profitability goals within the assigned book of business.

Exemplify Superior Sales Leadership:

• Position Weiler Abrasives and the Sales Team at the forefront of positive, market-driven change and drive strategies to stay ahead of the changing business environments.
• Communicate consistently throughout the organization at all levels to ensure alignment on the most attractive growth opportunities, but also face the most difficult, challenging situations head on.
• Deliver on the desired outcomes in support of the organizational strategy through an intense focus on personal accountability.

Professional Development:

• Consistent with the Learn behavior in Leading the Weiler Way, work effectively in the face of ambiguity, shifting priorities and rapid change while actively developing the skill sets necessary to deliver on district commitments.
• Demonstrate a personal commitment and deliver a positive outcome in developing around the Weiler Leading the Weiler Way

Corporate Strategy / Business Plan Development:

• Communicate the Weiler Vision, Long Range Plan, Annual Operating Plan and Priority Message to each assigned National Account.
• Communicate and work directly with the Weiler field sales team to expand revenue, drive branch-level penetration and end user penetration.
• Communicate and work directly with assigned national account stakeholders (Executive Leadership, Regional Leadership and other Corporate or local Stakeholders) to expand Weiler Abrasive, market share.
• Develop an annual sales plan that outlines the national objectives for the year; the annual sales plan will tie into the Weiler Abrasives Group Vision and Strategy.

Account Management:

• Maintain all aspects of account management focusing on the short term strategic nature of the relationship while also building out long-term growth plans.
• Develop, execute and measure account plans/strategies within assigned book of business.
• Program leadership should reflect scorecard performance for each customer and will be communicated internally as well as externally to the respective customer.
• Implement key marketing initiatives such as new product launches, promotions, price increases and programs to drive revenue.
• Identify competitive threats and product gaps in the portfolio that may help increase account penetration and support the overall Weiler strategy.
• Identify opportunities within each account that can contribute to short and long-term revenue growth.
• Operate with a sense of Urgency with priority deliverables and projects.
• Build, develop and formalize marketing plans by account maximizing ROI alignment with company objectives.
• Identify, understand and evolve accounts digital or ecommerce strategy.

Collaborative Teamwork:

• Work closely with the Commercial Team to manage customer programs, RFP's and other key initiatives that drive strategic objectives.
• Consistently quarterback and lead cross function collaboration, bringing direction and recommended path forward.
• Align with Director of National Accounts and National Account Managers on growth objectives to ensure channel conflict is minimized.

Training & Show Events:

• Work with Channel Marketing to develop impactful sell-in and sell-through programs as needed.
• In collaboration with Channel Marketing develop and execute strategic plans to drive targeted leads and awareness during trade shows, customer training events and customer specific marketing programs.
• Lead all communication efforts and planning related to assigned trade shows in conjunction with Channel Marketing

SalesForce.com:

• Utilize Weiler Corporation's CRM tool to manage opportunities through an accelerated sales process.
• Work with Director, National Accounts to ensure pertinent information is kept up to date, accurate, and all relevant activity is accounted for in salesforce.com.
• Actively participate on Chatter, share best practices, suggestions, success stories, competitive information, and constructive feedback.

Education and Experience:

• Bachelor's degree from an accredited college/university required
• 8-10+ Years of commercial sales experience a plus
• Background in Consumer Goods, Consumables - Commercial Construction, Oil & Gas, Welding, or Industrial Channels a plus
• Strong strategic planning and analytic skills
• Superior teamwork skills
• Excellent written & verbal communication skills
• Superior communication / presentation skills
• Conflict management / composure
• Planning & organizing / attention to detail
• Negotiation skills, persuasiveness, listening skills
• Organizational agility / getting things done
• Financial and business management aptitude
• Ability to achieve monthly, quarterly and yearly company sales goals/objectives
• Proficient in Microsoft Office Suite Skills Word, Excel, Outlook, PowerPoint, and PowerBI
• This position requires extensive travel, estimated at 75%.

Working Conditions and Physical Requirements:

This job may require you to be in situations which requires the use of safety shoes and glasses.

Qualifications

Experience:

8-10 years: 8-10+ Years of commercial sales experience a plus

Background in Consumer Goods, Consumables - Commercial Construction, Oil & Gas, Welding, or Industrial Channels a plus

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.