National Accounts Manager

About the role

As the National Account Manager – Floor & Decor, you will work closely with the SVP of Sales to develop, manage, and support sales activities for Mohawk designated flooring products and accessories at Floor & Decor. The primary objective is to design, recommend, and implement sales strategies and programs that grow the assigned account and support profitable expansion.

Responsibilities

• Set short and long-term sales strategies and tactics in conjunction with the SVP of Sales and Senior Division Management.
• Oversee assigned product portfolio with industry insights including product changes, economic shifts, customer needs, channel trends, and competitive insights that influence the business while providing analysis to capitalize on opportunities.
• Responsible for the long- and short-term strategies with primary responsibility for designated flooring products, accessories, and the Floor & Decor account.
• Foster relationships with Floor & Decor to develop growth strategies and support customer business plans.
• Work with Product Development, Logistics, and Manufacturing to drive the business to meet market demands.
• Manage performance against established objectives/guidelines and take appropriate action to achieve established sales targets/programs and improve performance.
• Evaluate the effectiveness of sales and marketing strategies and programs and make recommendations regarding changes necessary to achieve target goals.
• Assist in establishing sales objectives in conjunction with the SVP of Sales of National Accounts and ensure sales activities comply with established policies, procedures, and practices.
• Analyze and inform senior management of industry, product, economic, and other changes that may impact sales and overall company business; provide timely summaries of activities in the field and special reporting to assist in business and product planning.
• Perform analysis on assigned accounts for opportunities and develop forecasts for sales by product and other statistical reports as required on a timely basis.
• Identify additional activities, training, or materials necessary to achieve specific product sales goals in key accounts and markets; responsible for identifying and continuously improving activities that can affect customer perception.
• Responsible for the initial sales volume plan, contributes to overall Division plan strategies, goals, and metrics, including sales, margins, profit plan, inventory, and product programs.
• Manage business expenses in accordance with corporate guidelines; ensure all assigned company-owned equipment, vehicles, documents, materials, etc., are used, maintained, and stored as required and in accordance with company policy.
• Negotiate national account contracts.
• Perform other duties as assigned.
• Periodic travel to research the marketplace, attend Floor & Decor customer meetings and events, and collaborate with internal teams as needed.

Requirements

• Bachelor’s degree in a related field or equivalent combination of education and experience required with a minimum of 3-5 years of job-specific experience.
• Experience should include a minimum of 3+ years in a sales management capacity for an organization of comparable diversity and scope.
• Thorough knowledge of flooring products, distribution options, sales strategies, and programs is a plus.
• Sales & marketing and product development background and knowledge of the manufacturing process is a plus.

Skills

• Demonstrated people management and effective customer relations skills.
• Excellent presentation, oral, written, and interpersonal communication skills to effectively interact and negotiate with internal and external customers and business contacts at all organizational levels.
• Ability to communicate with others in antagonistic situations using appropriate interpersonal methods to reduce tension and maintain professionalism.
• Ability to gather, assemble, correlate, analyze, and draw conclusions from industry, general business, statistical, and financial data.
• Demonstrated innovation and creativity in developing effective sales and marketing strategies and tactics.
• Proficient in Microsoft Office Suite.

Other Job Information

• Up to 50% domestic travel via land and/or air.
• May be required to lift and move up to 100 lbs without lifting aids.
• Vision requirements are comparable to that which is required to maintain a valid driver’s license.
• 100% body movement is required to successfully perform the job, such as standing, reaching, climbing, and use of all major limbs.