Description

Job Title:

Director, National Accounts & Sales

Department:

Sales & Marketing

Reports to:

President/COO

Approved by / Date

A. Esposito/October 2024

Supervisory Responsibilities:

Yes

FLSA Status:

Exempt

Position Summary: The Director of National Accounts and International Sales will be responsible for leading both the company's national accounts strategy and the management of the independent sales organizations they lead. The role requires the ability to build robust relationships with key industry leaders, accounts, customers and distribution partners as well as collaboration with internal cross functional teams to drive revenue growth, manage key relationships and accounts, and enhance customer satisfaction.

Key Job Responsibilities:

Sales Leadership

• Achieves sales objective as set forth on a yearly basis by leveraging the sales channel resources available
• Actively sets sales volume goals for sales representatives within distribution networks based on market potential.
• Defines targeted end-users, influencers and channel partners and collaborates with representative organization to ensure appropriate and timely targeting.
• Active participation in field sales call activity with sales channel partners to end-users and specifiers or influencers; to both support selling effort and to assess product knowledge and sales proficiency of sales organization.
• Prepare monthly forecasts, compare results against the goal and develop a sales plan as required.
• Attend tradeshows to provide sales support, generate leads, evaluate sales opportunities, evaluate sales activities strategies and sales activities of the competition and evaluate new market and customer opportunities.
• Manages all additional discounting and competitive job costing that balances the optimizing of company profitability while ensuring competitiveness.

Performance Monitoring

• Identifies growth opportunity by targeting accounts, markets and sectors and measures progress in advancing these sales efforts.
• Monitors national account growth as well as internal organizational operational performance in support of national accounts.
• Maintain performance data and complete analytics to monitor overall sales and national account performance.
• Provides leadership to independent representative organization.
  • Establish expectations and a yearly business plan and goals for each territory.
  • Measure progress toward goal on a month-to-month basis and communicates success or deficiencies in meeting goals.
    • Takes corrective action promptly when sales channel does not meet plan.

National Account Management

• Identify new national accounts to drive continued sales growth while expanding sales within existing national accounts
• Serve as the main point of contact for national account clients, addressing inquiries and resolving issues promptly
• Overall accountability for and ownership of OEM product sales in the United States and Canada.

Collaboration

• Communicates effectively and timely to all team members and support required that may impact performance of sales organization.
• Maintains professional selling networks through regional and or national participation in end-user groups, architectural and or construction specification associations, or any other influencing body that can support the growth in both product specification and sales.

Market Intelligence

• Recommends product lines by identifying new product opportunities, and/or product, packaging, and service related changes; surveying consumer needs and trends and tracking competitors.
• Provides market feedback on competitiveness of product offering.
• Provide ongoing feedback to Engineering, Research and Development and Production on product needs and performance.

Position Requirements:

• Bachelor's Degree in Business, Marketing or equivalent experience.
• Minimum of ten (10) years years of experience in Sales.
• Minimum of three (5) years of sales or national account leadership experience.
• Ability to work and communicate with influencers at all level in the sales process; including C-Suite to the maintenance department.
• Very strong computer skills including; excel, PowerPoint, Word and Outlook.
• Strong technical, mechanical and engineering aptitude, with the ability to understand how Special-Lite products and processes can be adapted to support a myriad of product applications in other yet to be identified markets.
• Up to 65% travel is a requirement of this position.

Primary Physical Requirements:

• Frequently required to use hands and fingers to handle, feel or operate office equipment, and reach with hands and arms.
• Frequently required to talk and hear.
• Frequently required to sit for long periods of time.
• Required to occasionally stand and walk.
• Specific vision abilities required include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

Required Safety Equipment:

• Safety glasses are always required on the production floor.
• Hearing protection is required in designated areas.

Position Requirements

Full-Time/Part-Time
Full-Time

Shift
Days

Drug Screening

Open Date
10/24/2024

Location
Special-Lite, Decatur

EOE Statement
We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status or any other characteristic protected by law.

This position is currently accepting applications.