National Accounts Manager
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Job Description
Commercial National Accounts Manager growing strategic HVAC accounts for Daikin Comfort Technologies. Managing complex contracts, account plans, pricing, forecasting, and national customer relationships.
Responsibilities:
- Establish new accounts and cultivate long-term customer relationships to deliver revenue and profit
- Meet or exceed direct and indirect sales and market-share goals and targets
- Conduct face-to-face meetings with national account principals, management teams, customers, contractors, and sales teams
- Communicate pricing, rebate levels, and program requests
- Guide the strategic direction, coordination, sales, and profitability of assigned commercial national accounts
- Establish and cultivate relationships with national-account executive management teams and purchasing decision-makers
- Ensure high customer satisfaction and facilitate long-term business and revenue growth
- Understand assigned customers’ businesses and provide industry input to develop the company’s value proposition
- Communicate with internal account teams to meet and exceed customer expectations
- Participate in sales forecasting and planning, negotiate client contracts, build project cost models, and execute business-development programs
- Lead strategic account plans and coordinate with sales, operational, executive, and knowledge-expert resources
- Implement account plans and keep the Director of National Accounts informed of progress and account status
- Conduct quarterly Strategic Account Reviews and an annual team strategy meeting for key accounts
- Oversee and evaluate market research and adjust marketing strategy for changing market and competitive conditions
- Provide information on current and future pursuits and pipeline to leadership teams
- Forecast and track growth against established baselines and account plans
- Monitor industry and economic trends, competitor products, and sales and marketing activities
- Provide market intelligence for product research and development
- Develop and recommend product positioning and pricing strategies to win new business
- Provide guidance and training to subordinates
- Perform other assigned tasks
Requirements:
- 3–7 years minimum of progressive responsibility in strategic sales or sales management to mid-size and large customers
- Proven experience providing strategic account management to mid-size and large organizations through matrix environments, requiring multi-million dollar complex contracts
- Proven track record of exceeding customer expectations and anticipating their needs
- Experience developing and managing new and existing accounts and selling within all levels, including C-level, of an organization
- Deep experience utilizing solution selling techniques to identify business needs, develop customized solutions, and measure business problems
- Ability to quickly establish rapport and develop credibility, loyalty, trust, and commitment
- Demonstrated sound decision-making with diplomacy and adherence to company policies and procedures
- Ability to work within a matrix organization and work closely with all business divisions to meet short deadlines, often requiring long periods of continuous work
- Significant knowledge of corporate and field selling environments
- Ability to work well with others, including remotely, and a successful history of leading a diverse group
- Ability to influence others at all organizational levels, including senior managers and decision-makers
- Strategic thinking, risk management, and innovative problem-solving abilities
- Excellent verbal and written communication skills
- Ability to interpret technical information and adapt it for business audiences
- Ability to present information to varied internal and external audiences
- Demonstrated high business acumen and understanding of finance/financial principles
- Knowledge of channel partner models and the local competitive environment
- Ability to travel without restriction domestically and internationally
- Working knowledge of MS Office: Outlook, Word, Excel, PowerPoint; Access is a plus
- Bachelor’s Degree in Business Administration, Engineering, or a related field preferred
- Must be legally authorized for employment in the United States
- Must not require employer-sponsored work authorization now or in the future
Benefits:
- Benefits are effective on day one for all full-time direct hires
- Training programs are available to help guide team members and develop new skills
- Growth opportunities and career development
- Opportunity to be part of a global company backed by Daikin Industries, Ltd.
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