NATIONAL ACCOUNTS MANAGER

Daikin Comfort Technologies Distribution, Inc., is seeking a professional, skilled individual for a National Accounts Manager role focused on commercial markets.

About the role

This position is responsible for establishing new accounts and cultivating long-term relationships with customers to drive revenue and profit. The role involves meeting or exceeding direct and indirect sales and market share goals, conducting face-to-face meetings with national account principals, management teams, customers, contractors, and sales teams to promote company products and services. The National Accounts Manager will communicate pricing, rebate levels, and program requests, and guide the strategic direction, coordination, sales, and profitability of assigned commercial national accounts.

Responsibilities

• Establish and cultivate relationships with mid-size and large national account client executive management teams and purchasing decision-makers.
• Ensure high customer satisfaction, facilitating positive long-term relationships with high potential for continued business and revenue growth.
• Utilize business acumen to understand the customer's business for each assigned account and provide industry input to develop the company’s value proposition.
• Effectively communicate with the entire internal account team to meet and exceed customer expectations.
• Participate in sales forecasting and planning to ensure effective market planning and continued revenue stream; negotiate client contracts, build project cost models, and execute direct business development programs.
• Lead the development of each assigned strategic account plan and strategy, coordinating with appropriate division resources (e.g., sales directors, operational support personnel, executive sponsor, and knowledge experts).
• Implement the strategic account plan and associated action plans, ensuring the Director of National Accounts is continually informed of progress and account status.
• Conduct, at a minimum, quarterly Strategic Account Reviews for all key accounts along with one annual team strategy meeting.
• Oversee and evaluate market research and adjust marketing strategy to meet changing market and competitive conditions.
• Provide information on current and future pursuits and pipeline across assigned accounts to associated leadership teams.
• Forecast and track growth against the established baseline and account plan.
• Monitor industry and economic trends, competitor products, sales, and marketing activities.
• Provide market intelligence on product research and development.
• Develop and recommend product positioning and pricing strategy to earn new business.
• Perform other tasks as assigned.

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.
• Bachelor’s Degree in Business Administration, Engineering, or a related field (preferred).
• Ability to travel without restriction, both domestically and internationally.

Skills

• Ability to quickly establish rapport, credibility, loyalty, trust, and commitment within assigned relationships.
• Demonstrated sound decision-making with diplomacy and adherence to company policies and procedures.
• Ability to work within a matrix organization and meet tight deadlines, often requiring long periods of continuous work.
• Significant knowledge base in corporate and field selling environments.
• Ability to work well with others, even remotely, with a successful history of leading a diverse group.
• Skilled at influencing others at all organizational levels, including developing credibility and trust quickly with senior managers and decision-makers.
• Demonstrated ability to think strategically, manage risk, and be innovative in problem-solving.
• Excellent verbal and written communication skills.
• Ability to interpret technical information and adapt it to the needs of a business audience.
• Ability to present information to a variety of audiences, both external and internal.
• Demonstrated high business acumen and understanding of finance and financial principles.
• Knowledgeable in channel partner models and the local competitive environment.
• Working knowledge of MS Office (Outlook, Word, Excel, PowerPoint; Access is a plus).

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 to advance your career.
• Part of a global company backed by Daikin Industries, Ltd.

Nature & Scope

• Ensures work is aligned with the Sales Manager’s expectations, goals, and vision.
• Accountable for implementation of policies, processes, and procedures for short-term results.
• Decisions and problem-solving are guided by policies, procedures, and business plans; receives guidance from Senior Manager/Director.
• Works on difficult to moderately complex issues and projects.
• Provides guidance and training to subordinates.
• Level of signing authority established by company policy and guidelines.