Job Type

Full-time

Description

Job Title: National Account Manager

Reports To: Director of Sales

FLSA Status: Exempt

Effective Date: 10.01.2024

Position Summary

The National Account Manager is responsible for building a portfolio of new clients by identifying and closing business opportunities in targeted markets. This role requires expertise in lead generation, prospecting, and developing relationships with potential customers, with a primary focus on organizations that have not yet engaged with the company. The individual must excel in cold outreach, delivering persuasive sales presentations, and negotiating deals while consistently meeting or exceeding sales targets.

The National Account Manager will collaborate closely with internal teams, such as marketing and customer success, to ensure seamless client onboarding and long-term success. Additionally, they will track market trends and competitor activities to tailor strategies, provide valuable insights, and maintain updated reports and forecasts in the CRM. Success in this role requires strong communication skills, adaptability, persistence, and a strategic approach to building a new client base.

The position demands a proactive mindset, with a focus on uncovering client needs, addressing objections, and offering customized solutions, all while driving growth and expanding the company's market presence.

Essential Duties and Responsibilities

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Prospecting & Lead Generation

• Identify New Business Opportunities: Use market research, networking, referrals, and other channels to generate new leads.
• Cold Outreach: Engage in cold calling, emailing, and social selling via platforms like LinkedIn to reach potential clients.
• Leverage CRM Tools: Utilize CRM software to track leads, monitor the sales pipeline, and document all outreach and customer interactions.

Developing Relationships

• Initial Contact and Rapport Building: Establish and nurture relationships with decision-makers, focusing on building trust with new prospects.
• Understand Customer Needs: Ask questions to uncover client pain points, goals, and business needs, tailoring solutions that meet those needs.
• Networking: Attend industry events, conferences, and other networking opportunities to connect with new potential clients.

Sales Presentations & Demos

• Deliver Compelling Pitches: Conduct product or service demos, presentations, and meetings with prospects to showcase value propositions.
• Customizing Solutions: Personalize pitches to address specific client pain points and articulate how your offerings can solve those problems.
• Handle Objections: Address any concerns raised by prospects and counter objections confidently to maintain sales momentum.

Negotiating Contracts & Closing Deals

• Negotiation Skills: Work through contract terms, pricing, and other deal aspects with C.A. Short Executive Team and clients to close the sale.
• Finalizing Sales: Ensure all agreements are completed accurately and work closely with legal and finance departments as needed.
• Follow-Up: Maintain communication after the proposal to ensure the deal moves forward.

Meeting Sales Targets

• Quota Achievement: Consistently meet or exceed monthly, quarterly, and annual sales quotas.
• Performance Tracking: Use sales data and reporting to track personal performance against key performance indicators (KPIs) and adjust strategies as needed.

Collaboration & Internal Communication

• Cross-Departmental Collaboration: Work closely with marketing, customer success, and product teams to ensure new accounts receive the best onboarding and customer experience.
• Feedback Loops: Provide feedback to internal teams regarding customer needs, market trends, and competitor insights to refine the sales process.

Market & Competitive Analysis

• Monitor Market Trends: Stay informed on industry trends and competitor activities to better position products and identify new opportunities.
• Competitive Strategy: Develop competitive strategies to position your company's offerings effectively against the competition.

Reporting & Forecasting

• Sales Forecasting: Provide accurate sales forecasts and reports to management, detailing the likelihood of deals closing.
• CRM Updates: Ensure that all prospecting, communication, and deal progress is accurately documented in the CRM.

Supervisory Responsibilities

This position does not have any supervisory responsibilities.

Requirements

Education

Bachelor's degree in Sales, Business Administration, or related field.

Skills/Experience

• Required: Sales experience or equivalent combination of education and experience
• Required: Strategic selling skills and business planning
• Preferred: Experience within complex selling environments
• Required: Ability to quickly gain credibility and respect with internal/external customers
• Required: History of success maintaining & developing key relationships
• Preferred: Proficient user of Microsoft Office Suite
• Preferred: Proficient user of Dynamics or related CRM
• Preferred: Possess strong communication skills, both oral and written
• Required: Strong organizational, interpersonal, and creative skills are necessary to meet the demands of the position
• Required: Be a team player - willing to work for the improvement of the team and its goals
• Preferred: Independent initiator with strong self-management skills
• Required: Ability to manage multiple projects at a time
• Preferred: Attention to detail
• Preferred: Demonstrates C.A. Short Company's values by acting with integrity, respect, and trust
• Required: Intermediate ability to create and/or update spreadsheets, and other company documents of various types
• Required: Intermediate ability to demonstrate accuracy and thoroughness
• Required: Intermediate ability to multi-task with accuracy
• Required: Expert customer service skills, over the phone and in person, with our customers and internal departments
• Required: Intermediate efficient time management
• Required: Excellent verbal communication skills
• Required: Ability to maintain a calm and polite manner in stressful situations
• Required: Professionalism

Travel

Travel up to 30%

Core Competencies

Creativity

• Comes up with a lot of new and unique ideas
• Easily makes connections among previously unrelated notions
• Tends to be original and value-added in brainstorming settings

Perspective

• Looks toward the broadest possible view of an issue/challenge
• Has broad-ranging personal and business interests and pursuits
• Proposes future scenarios
• Thinks globally
• Can discuss multiple aspects and impacts of issues and project them into the future

Execute Core Values Operating Model

• Operational Excellence- Focus on the customer by doing what we said we would do
• We Collaborate- We collaborate for purpose
• Deliver Exceptional Service- We take care of our customers by exceeding their expectations
• Attention to Detail/Sense of Urgency- We must pull together and get the job done
• Lead with Integrity- We are honest and upfront in our work, with our colleagues and in our dealings with our customers and business partners
• Accountability: "All-In" Accountability

Team Player

• Can quickly find common ground and solve problems for the good of all
• Can represent his/her own interests and yet be fair to other groups
• Can solve problems with peers with minimum noise
• Is seen as a team player and is cooperative
• Easily gains trust and support of peers
• Encourages collaboration
• Be reliable, responsible, and flexible
• Always be ready to help

Communication

• Provides the information people need to know to do their jobs and to feel good about being a member of the team, unit, and/or the organization
• Provides individuals information so they can make accurate decisions
• Can speak and write clearly and succinctly in a variety of communication settings and styles.

Sound Decision Making

• Makes good, timely decisions based upon a mixture of analysis, wisdom, experience, and judgment
• Most of his/her solutions and suggestions turn out to be correct and accurate when judged over time
• Sought out by others for advice and solution
• Consistent logic, rationality & objectivity in decision making
• Makes decisions in a timely manner, sometimes with incomplete information and under tight deadlines and pressure
• Has self-discipline to act on the best alternative

Humility

• Quickly admits flaws and mistakes
• Ask for help when need it
• Is careful to make others comfortable
• Is authentic
• Helps others save face in difficult situations
• Maximizes the contribution of all
• Encourages the expression of viewpoints from all concerned
• Is modest and self-effacing; Respects the views of others

Physical Demands

To perform this job successfully, the physical demands listed are representative of those that must be met by an employee. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit, stand, walk, use hands to handle and feel, reach with hands and arms, talk and hear. The employee may occasionally be required to crouch. The employee may occasionally lift items as heavy as 25lbs. Specific vision abilities may include the employee's ability to see near and far distances.