National Accounts Manager

Key Responsibilities:

Acquire, build and maintain national accounts within Canada, with a principal focus on Canadian owned multi-location manufacturing businesses in the automotive, food & beverage, pharmaceutical, forestry, aggregate & mining industries. The incumbent will use well-developed relationship management & professional selling skills to promote company’s value propositions with an emphasis on Enterprise Solutions, to national account customers’ executive/senior management and their stakeholders at the corporate and plant level.

• Responsible for developing new national accounts.
• Identify and evaluate strategic national account prospects and develop and execute a business development plan to capitalize on those opportunities.
• Engage and work closely with company implementation team and field sales team throughout the sales
• Develop business cases/ROI analysis for both internal and external stakeholders
• Conduct Enterprise Solutions assessment to demonstrate quantified value to customers
• Develop annual plans for national accounts in conjunction with Regional Sales Managers and determine ongoing customer service requirements at the branch            level with Operations Managers and monitor progress.
• Responsible for national accounts customer relationship management at the corporate level.
• Achieve annual plans for assigned national accounts while supporting and collaborating with the field sales team.
• Coordinate the involvement of company’s functions and departments to meet national account performance objectives and customers’ expectations.
• Proactively assess, clarify, and validate customer needs on an ongoing basis and relate this to ability to help/deliver value.
• Work with company’s pricing team and field staff to ensure contractual pricing is maintained accurately and updated in a timely manner.
• Ensure delivery of ongoing cost savings by supporting and collaborating with the field sales team.
• Prepare and present quarterly KPI reports to national accounts senior management according to contractual agreements of customers’ expectations     and corporate objectives.

Required Skills, Knowledge & Attributes in Action:

• Ability to prospect, and find the senior level decision makers within an
• A proven track record of meeting and exceeding sales targets, keeping the funnel full of qualified prospects and move sales opportunities successfully throughout      a proven sales process.
• Excellent communication skills, both written and verbal with the ability to develop strong relationships both internally and externally.
• Fluency in French is an asset.
• Ability to recognize and solve problems of a highly complex nature with a high attention to detail.
• Demonstrate a high level of commitment and follow through to be successful at meeting deadlines.
• Driven, self-motivated and results oriented.
• Experience with CRM tools such as Salesforce.com.
• Excellent presentation skills, with the ability to think quickly, consultatively, and nimbly when presenting to existing clients and prospects (at all management       levels).
• Experience in preparing quality RFPs and proposals, and to present to C-level decision makers.
• Good business acumen, with the ability to understand a prospects business in a variety of industries.
• Proficiency with the MS suite of applications including Outlook, Power Point, Excel and Word.
• Contract Management and Negotiation experience.

Required Experience and Education:

• Experience within the Industrial Distribution environment.
• Experience working in inside sales, sourcing and quotation.
• Strong knowledge of Industrial Distribution and products.

Attributes of a successful candidate:

• College or University Degree in a business or technical discipline
• 10 plus years Sales Experience with a proven track record of growth and managing Pre-Sale through Implementation phases of a program sold to a client.
• Experience in the industrial distribution business is a definite asset.