National Account Manager Jobs

Position Summary

The National Account Manager assumes overall business development responsibility for one or more large customers that typically have multiple locations across the United States and/or Canada.

Specific Job Duties And Responsibilities

• Keeps abreast of new products, specifications, and industry trends, competitor strengths and weaknesses and communicates new information to colleagues. Attends industry sponsored trade shows and seminars. Communicates potential opportunities to other Total Safety locations and business units.
• Manages quotations process for their national accounts and reviews pricing on all strategic proposals, ensuring that pricing is consistent with the MSA and that content of proposal is accurate.
• Reviews and analyzes opportunities presented by sales, quotations and customer service and operations staff. Determines whether the customer philosophy fits with TS capabilities, if there are synergies with other products, services and regions and whether account will be targeted.
• Manages corporate level relationships with customer supply chain and safety leaders.
• Works hand in hand with Strategic Account Managers at the local plant level to grow revenue through projects, turnarounds, and adding additional lines of business.
• Teaches staff to seek and identify business opportunities and to identify value-added options to develop customer accounts. Assists staff in building relationships with customers and cultivating accounts into long-term customer alliances.
• Establishes and owns corporate-wide Master Services Agreements and leads the negotiation of terms.
• Works with Operations Team to facilitate response to service quality concerns.
• Sponsors and champions new growth opportunities through alliances, new products and applications.
• Prepares and makes sales presentations both on key customer accounts and with members of sales team, focusing on value to customer and coordinates visits from Total Safety technical staff and upper-level management to customer where necessary. Arranges customer visits to Total Safety facilities and in-house training demonstrations.
• Gains proficiency in delivering the company’s value proposition both internally and externally
• Develops and delivers quarterly to annual stewardship presentations to key customer stakeholders.
• Facilitates communications and coordinates the processes between cross-functional teams (internally and externally) to ensure that issues are addressed and incorporated into agreements, processes, and procedures.
• Ensures that contract templates are followed according to legal and operational procedures.
• Assists with special projects as assigned.

Qualifications

Education: Bachelor’s degree from an accredited university/college in related field preferred or equivalent technical and commercial experience.

Experience: A minimum of five (5) years of Sales Account Management experience with distinguished record of sustained achievement. Track record of successful National contract negotiations, multi-site interfaces and management of complex commercial contracts. Must have comprehensive knowledge of Total Safety products and services offered, capabilities and inter-relationship with other business units / product lines and ability to sell moderately complex technical equipment.

Other Required Skills, Knowledge, or Abilities: Must be proficient in MS Office programs and knowledge of departmental software programs.

Must have knowledge of potential customers within geographical focus area. Knowledge of competitors in target markets, with an appreciation of their strategies, strengths, and weaknesses.

Must have knowledge of external economic factors, market prices, legislation, contract structures and understanding of internal economic factors including cost, margins, and profit impact of decisions.

Ability to develop, implement and manage detailed long-term sales strategies and short-term action plans.

Ability to work independently under limited supervision. Must demonstrate good organization and prioritization skills and consistently meet deadlines.

Demonstrates a high level of interpersonal, communication (verbal, written and listening) persuasion, presentation, and relationship building skills to effectively communicate with all levels of internal and external contacts. Ability to modify communication and presentation style to relate to a variety of people and personalities.

Must demonstrate commitment to compliance with applicable laws and regulations, an unwavering commitment to safety and health and other company policies and procedures. Must possess high ethical standards demonstrated by their approach to business.

Must demonstrate ability to work in a team environment and willingness to assume additional or new responsibilities readily.

Interpersonal Communications: Uses partnering techniques to cultivate relationships with top customer decision makers. Frequent customer presentation. Must be attuned to the issues of customer and Total Safety to communicate and clarify issues regarding the needs and expectations of the customer and constraints within Total Safety.

Physical Demands

While performing the duties of this job, is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. Occasionally required to stand; walk; and stoop, kneel, or crouch. Must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, and ability to adjust focus.

Work Environment

Spends most of time in an office environment. Spends 50% of time in customer office locations. Spends 30% of time coordinating sales activities in market area. Travels up to 70% of time. May be exposed to possible operations hazards including dust, fumes, toxic and caustic chemicals, high pressure, hot or cold work temperatures, slippery surfaces, water and electrical hazards.

Reporting Relationships

Complexity of Duties and Decisions: Responsible for developing strategic plans for assigned area. Work is widely varied and requires the interpretation and application of a variety of policies, procedures and/or precedents used in combination. Diverse issues, involving multiple disciplines must be gathered and analysed to make effective decisions or to establish new policy / procedures. Many issues are time-sensitive and/or multi-faceted.

Technical specifications and contract terms are reviewed by higher level management and legal department, so errors are likely to be detected and corrected before serious damage can occur. Errors in communication with customers can cause problems and impact future business. Revenue and profit margins are directly impacted by errors.

Authority: Receives broad direction from Sr VP, Sales and is expected to work independently to meet objectives, interpret policy issues, develop new business, and resolve unusual problems. Defines and implements strategies, goals, and policies. Creates and leads a diverse organization, with high customer focus and discipline which allows the company to achieve excellence that can be measured and is universally acknowledged by the customer. Manages business expenses against a jointly developed sales budget and completes reporting requirements in a timely manner.

About Total Safety

Total Safety is the world's premier provider of integrated safety and compliance services and the products necessary to support them, including gas detection, respiratory protection, safety training, fire protection, compliance and inspection, comprehensive flare services, industrial hygiene, onsite emergency medical treatment/paramedics, communications systems, engineered systems design, and materials management.

Total Safety operates from 200 locations globally to ensure the safe Wellbeing of Workers Worldwide (W3).

Total Safety is proud to be an Equal Opportunity Employer and will not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status or any other protected status. If you require special assistance or accommodation while seeking employment with Total Safety, please contact Human Resources at (780) 400-9402