National Account Manager

About the Role

The National Account Manager (NAM) is responsible for all facets of sales and marketing between the Company and assigned existing and new target customers, as well as geographically focused new business development. The NAM will aggressively pursue new product opportunities within existing accounts and drive new account acquisition. While provided with a list of target accounts, the NAM should continuously expand their pipeline with new opportunities. The role involves understanding customer needs, uncovering and prioritizing requirements, and collaborating with product management, sales, and operations to meet revenue and customer satisfaction goals while supporting the company’s overall strategy.

An inside-sales team will support the NAM, primarily with Shopping Carts, enabling the NAM to focus on growing WNA’s Access Systems, Shelving and Fixtures, Material Handling product categories, and Service.

About the Company

WNA’s vision is to be a leading entrepreneurial player in terms of market share, agility, and game-changing solutions. As a solution provider, WNA creates value along the supply chain of customers, from online purchase to delivery. Headquartered in the Charlotte Metro Area, North Carolina, WNA employs around 500 people and generates approximately $200M in sales, focusing on the retail and distribution market segments with marquee customers such as Walmart, Amazon, and major grocers and retailers.

In addition to being the largest manufacturer of shopping carts in North America, WNA operates three additional product segments and a Service business:

• Access Solutions: Provides sophisticated customer guidance and loss prevention systems for major retailers, with German-engineered products and a strong installed base. This segment focuses on protecting market share while expanding into smart retail, autonomous store technology, and digital integration.
• Shelving & Fixtures: Offers solutions for retail and distribution environments.
• Material Handling: Provides products designed to improve logistics and operational efficiency.
• Service: Delivers turnkey solutions for customer guidance and support.

WNA also offers digital solutions integrated into its products, including advanced shopping cart containment systems, smart exit gate technology, and innovations for autonomous and semi-autonomous retail stores. The company is continuously expanding its digital offerings to meet evolving customer needs.

WNA is part of the Wanzl Group, headquartered in Germany, with 12 plants in 8 countries. The Wanzl Group provides comprehensive, solutions-driven service and expert knowledge of local markets globally through its 360° service model.

Responsibilities

• Proactively pursue new business opportunities with current customers and 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 addressing their current and future business needs.
• Prepare and confidently present sales proposals, including pricing and product/service terms, to key decision makers.
• Influence, negotiate, and close sales with the best interest of the company and customer in mind.
• Collaborate with operations and product management to ensure customer needs are attainable.
• Communicate regularly and prepare reports on key performance indicators, sales progress, and achievements.
• Intimately know the customer base and market activity to capitalize on sales opportunities and recommend strategies.
• Diligently update CRM to reflect new opportunities and progress toward closure.
• Resolve issues as they arise, involving subject matter experts and key decision makers to remove obstacles.
• Provide overall account maintenance and customer service to ensure customer needs are met.
• In collaboration with the Director of Sales, indirectly lead the Inside-Sales Team dedicated to the assigned market to meet targets.
• In collaboration with the Customer Service Manager, indirectly lead Customer Service Representatives dedicated to the assigned market.
• Promote and represent Wanzl North America positively and professionally within the community and industry.
• Help develop and execute the Sales market growth strategy.
• Participate and provide meaningful input into the annual budgeting process.

Requirements

• Minimum 4-year BA/BS Degree is desired.
• Minimum of 5 years’ experience in the Retail/Grocery/Convenience Store industry is required.
• Retail/Grocery/Convenience Store B2B sales experience in fixtures, technology, and/or services is a plus.
• Minimum 5 years’ experience in an outside sales role; proven field experience with frequent customer contact via email, phone, and in-person is required.
• Strong interpersonal and communication skills, including negotiation and conflict resolution.
• Ability to work independently under minimal supervision.
• Rely on experience and judgment to plan and accomplish tasks and goals.
• Effective planning and 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 is 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 the ability to manage changing priorities in pressure situations.
• Proficiency 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 with the 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.
• Travel up to 50% (or more as needed).