National Account Manager

National Account Manager

Department: Sales
Reports To: Vice President, Sales

Position Summary

The National Account Manager is responsible for driving profitable sales growth across assigned national accounts while identifying and developing new business opportunities. This role focuses on strategic account management, relationship building, sales performance, and execution of customer growth plans to achieve revenue and profitability objectives.

Key Responsibilities

Account Management & Customer Relationships

• Develop and maintain strong, productive relationships with all assigned national accounts.
• Act as the primary point of contact for customers and escalate any account issues or risks to senior management.
• Build and expand networks of key contacts within customer organizations.
• Maintain comprehensive knowledge of customer operations, management structures, merchandising strategies, and promotional activities.

Sales Performance & Business Growth

• Achieve agreed sales, profit, and margin objectives.
• Develop and execute strategic account plans, turnover reviews, and key performance indicators (KPIs).
• Identify and pursue new business opportunities and competitor conversion opportunities.
• Support new product development (NPD) initiatives and promotional programs within assigned accounts.
• Deliver accurate sales forecasts and volume projections.

Reporting & Administration

• Monitor and report progress against objectives through regular business reviews and performance reporting.
• Contribute to weekly, monthly, and period-end sales reporting.
• Maintain accurate and timely account documentation, including account plans, contact reports, forecasts, expenses, and customer records.
• Submit monthly activity plans with weekly updates outlining customer visits and priorities.

Collaboration & Representation

• Partner with Customer Service, Field Sales Teams, and Principal partners to ensure effective account support and execution.
• Participate in customer meetings, sales reviews, training programs, trade shows, and corporate events.
• Accompany internal teams and principals on customer visits as required.
• Attend principal review meetings and sales meetings as directed.

Financial Management

• Manage advertising, promotional (A&P), and personal overhead budgets within approved spending limits.
• Monitor account profitability and identify opportunities for margin improvement.

Activity Expectations

• Minimum of three customer account meetings per week.
• One head office planning and administration day per week.
• One field accompaniment day per week.
• Maintain detailed time management and activity planning processes.

Qualifications & Skills

Core Competencies

• Account Management
• Sales Negotiation & Closing
• Presentation & Communication Skills
• Business Planning & Forecasting
• Analytical & Financial Acumen
• Time Management & Organization
• Relationship Building
• Customer Focus

Success Measures

• Achievement of sales and profit targets
• Growth and retention of national accounts
• Improvement of account margins and profitability
• Delivery of account plans and promotional initiatives
• Accurate forecasting and reporting
• Successful acquisition of new business opportunities
• Strong customer satisfaction and relationship development

Key Relationships

Customer Service Team
Collaborate daily to support customer requirements and ensure service excellence.

National Account Customers
Conduct regular business reviews and align on objectives, KPIs, and growth initiatives.

Field Sales Team
Partner on account execution, customer visits, and performance reviews.