Manager, National Accounts
Responsibilities
To perform this job successfully an individual must be able to perform each duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Prospect, identify, qualify, and target accounts fitting the national account profile.
- Develop strategies which enable Stryten to approach national customers with a unified sales and service program.
- Serve as the primary contact to the field by providing personal sales visits, resolving issues, and communicating information regarding assigned national accounts.
- Ensure coverage of accounts through OEM and Regional Managers as well as internal support staff.
- Establish and monitor adherence to National Accounts pricing and procedures guidelines as the primary coordinator for those accounts.
- Help tailor products and programs to the needs of national accounts.
- Assist to control working capital, including overdue accounts receivables.
- Operate within an acceptable sales-to-expense ratio.
- Forecast and track sales activity for assigned accounts.
- Advise in the development of national sales tools.
- Complete projects and reports in a timely fashion.
- Perform additional tasks and functions as determined by your leadership; examples include, but are not limited to, representing Stryten at trade shows, helping train new national accounts manager, and presenting at sales meetings.
Qualifications
Education, Experience, Certifications :
- BS Degree in business or a related field preferred
- Five (5) years of previous Major Accounts selling, preferably in material handling industry
Competencies, Skills, Knowledge :
- Well-developed sales management skills
- Strong written, communication and interpersonal skills are essential
- Excellent computer skills with Microsoft Office, Excel, Word, PowerPoint, Outlook and Internet
- The ability to develop talent and motivate employees in a fast-paced, changing environment.
- An outstanding track record of leading others, influencing decisions and making a positive impact.
- Energy, initiative, and results orientation.
- A progressively responsible career history and demonstrated success in territory sales or key account management.
- A high level of business acumen and the quantitative / analytical capacity to understand complex sales processes.
- Skills to effectively use CRM tools in managing opportunities, win / loss of projects, and target objectives
- Collaboration with National Account team and execute the National Account strategy and programs in the region
- Strategic selling skills, effective negotiating skills, and commitment to customers are required.
- Knowledge of the Transportation market is a plus.
- Strong communication and interpersonal skills.
- Collaborative work style, one that solicits ideas and shares information to develop creative solutions and winning strategies across the Stryten sales organization.
- Resourcefulness and creativity, with excellent time management and organizational skills.
- Technical competency and be PC proficient, including standard business software and the Internet.
- Integrity, team orientation and desire to over-achieve are of the utmost importance.
Travel, other requirements :
- Estimated overnight travel for the position is 60%.
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