National Account Manager (3202)

Job Summary

The primary responsibility of the National Account Manager is to drive business nationwide; to serve as a representative of the company, ultimately acting as our client's agents ensuring they receive premium products with a high degree of customer satisfaction in a manner that is profitable for the company. In this capacity, the National Account Manager is responsible for hunting opportunities in their assigned vertical market (Dewatering, Bypass Pumping, Petrochemical, etc.) including large scale projects and multi-location account opportunities. The National Account Manager will be responsible for key account management for major customers, as well as strategic planning, competitor analysis, and market analysis within their vertical markets. The National Account Manager is always responsible for prompt attention and response to customer inquiries, needs, and desires. Ultimately, the responsibility of the National Account Manager is to drive profitable revenue growth on a national scale through large account creation and management, as well as the production of large projects.

Typical Duties And Responsibilities

• Drive business in major accounts, such as Insituform, Walton Brothers, SAK, etc.
• Develop deep relationships within all levels of organizations; walk the halls.
• Develop a comprehensive quarterly business plan for meeting objectives; research, obtain, organize, analyze, and report sales/marketing data for the respective vertical market, identifying the appropriate customer base to pursue.
• Develop and maintain major accounts within an assigned vertical market, ensuring to capitalize on these opportunities at a national level.
• Execute the rollout of major accounts to all Mersino branch locations, ensuring the branches establish effective relationships with the local customer point of contact.
• Own all major accounts within the assigned vertical market, tracking branch activity to ensure branches are maximizing revenue opportunities, providing feedback and reporting to Branch Managers and RVP’s for underutilized locations.
• Hunt for large-scale project opportunities that are either outside of a typical branch territory or are too large for a branch to pursue independently, partnering with the Inside Sales team for bidding and estimating activities and ultimately handing off to operations for execution.
• Prepare bids as needed and as necessary; attend pre-bids and meet with prospective clients at their office to review jobs, visit job sites prior to bidding, etc.
• Immediately responds to major accounts when they have an issue with an active project, partnering with the operational team to ensure the customers' needs are met.
• Prepare and submit a monthly plan detailing outlining strategies and targets for the month.
• Submit reports detailing every call that is made to prospective customers via the CRM.
• Ensure effective sales pipeline management by Regularly maintaining the CRM to ensure quality information is entered and that proper follow up / follow through occurs in a timely fashion.
• Secures change orders for any work that falls outside of the original scope of work as required, utilizing company resources as necessary.
• Complete the sales cycle by assisting in the collection process to ensure outstanding receivables are collected.
• Plan and execute ongoing strategic and operational sales planning and management activities.
• Evaluate financial and sales management data and prepare relevant analyses and reports.
• Prepare invoices, financial reports, sales reports and analyses in support of market goals and activities.
• Attend industry functions to help promote the image and recognition of the company nationally.
• Ensure that safety programs are adhered to in all activities.
• Ensure that The Mersino Way is a guiding document in all daily activities.

Qualifications

• Bachelor’s degree in Business Administration, Engineering, or equivalent.
• 10 years experience in construction equipment sales or sales management.
• Planning and organizational skills in handling multiple projects.
• Proficient in PC software applications.
• Able to work effectively with others.
• Able to read schematics, blueprints, and/or technical manuals.
• Knowledge of budgeting, cost estimating and bidding procedures.
• Skills in workflow analysis and management.
• Knowledge of contract documents and specifications.

Specific Expectations

• Must demonstrate good business ethics in all activities.
• Must be a team player; puts the Mersino team ahead of self interests.
• A professional demeanor.
• Excellent written and verbal communication skills.
• The ability to work under pressure to meet deadlines.
• The ability to work flexible schedule to meet job requirements.
• The ability to travel up to 75%.
• Requires intermittent periods during which continuous physical exertion is required, such as walking, standing, stooping, climbing, lifting material or equipment, some of which may be heavy or awkward.

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.