National Account Manager

Duties And Responsibilities

• Proactively pursue new business opportunities with current customers as well as drive new account acquisition.
• Find and develop new customer opportunities and drive them to closure.
• Devote 80% of sales effort to growing WNA’s Access Systems, Shelving and Fixtures, Material Handling product categories, and Service.
• Build strong business relationships with prospective customers and manage the sales cycle by continually addressing their current, and anticipating future, business needs.
• Prepare and confidently present sales proposals, including pricing and product/service terms, to key decision makers. Influence, negotiate and close the sale with the best interest of the company and the customer in mind.
• Collaborate with and engage the operations team and product management to ensure the needs of the customer are attainable.
• Communicate regularly and prepare reports on key performance indicators and communication on sales progress within the sales cycle and achievements.
• Intimately know the customer base and area activity and utilize information and data to capitalize on sales opportunities and recommend sales strategies.
• Diligently update CRM reflecting new opportunities and progress toward closure.
• Resolve any issues as they arise and involve subject matter experts and key decision makers as needed to remove obstacles.
• Provides overall account maintenance and customer service to ensure customer needs are met.
• In collaboration with Director of Sales, indirectly lead the Inside-Sales Team dedicated for the assigned market to meet your targets.
• In collaboration with the Customer Service Manager, indirectly lead the Customer Service Representatives dedicated for the assigned market.
• Promote and represent Wanzl North America positively and professionally within the community and industry to all customers, competitors, and industry associates.
• Help develop and execute the Sales market growth strategy.
• Participate and provide meaningful input into the annual budgeting process.

Skills And Experience

• Minimum 4-year BA/BS Degree is desired.
• Minimum of 5 years’ Retail/Grocery/Convenience Store industry knowledge experience is required.
• Retail/Grocery/Convenience Store B2B sales experience in fixtures, technology, and/or services are a plus.
• Minimum 5 years’ experience in outside sales role; proven field experience with frequent customer contact via email, phone and in-person is required.
• Strong interpersonal/communication skills; negotiation and conflict resolution.
• Effectively work independently under minimal supervision.
• Able to rely on experience and judgment to plan and accomplish tasks and goals.
• Effective planning/organizational skills with a demonstrated ability to multi-task and set priorities.
• Strong experience growing revenue and growing revenue via new sources within existing accounts a plus.
• Comfortable using a variety of technology tools to streamline sales processes and manage time efficiently.
• Skilled in using time management and productivity apps to organize tasks, set reminders, and prioritize work.
• Flexible and proactive with ability to manage changing priorities in pressure situations.
• Proficient in all Microsoft Office products, especially Excel and PowerPoint.
• Extensive experience achieving success utilizing a CRM and Pipeline Management system is required.
• Familiarity with data analysis software to evaluate sales trends, customer behavior, and market conditions is a plus.
• Adaptive learner, ability to learn an ERP system (navigate, review/extract data, various data input).
• Skilled in negotiating terms and conditions with clients to close sales while maintaining profitability.