National Accounts Manager, Healthcare

About the role

Primarily responsible for cultivating relationships and improving the revenue and profitability of existing and new National Accounts in the Healthcare Market, along with developing customer strategies within the National Accounts Program required to achieve the annual Tremco sales and profit plan.

Responsibilities

• Target new and develop existing National Account opportunities, specifically in the Healthcare Market.
• Establish senior-level relationships within targeted Healthcare National Accounts.
• Establish agreements, contracts, LOC’s, MSA’s for long-term business with National Account Healthcare customers.
• Identify perceived gaps in value offerings that present opportunities for Healthcare growth.
• Manage a revenue forecast process for each Healthcare National Account.
• Communicate closely with National Accounts Director and Business Development team regarding National Account activity tied to product/service recommendations, bidding, estimating, quoting, project pipeline, and forecast.
• Identify and execute all required sales tools and resources to positively impact Healthcare National Account customer satisfaction.
• Manage margin, revenue growth, and account targeting in alignment with Tremco and National Accounts program goals.
• Manage, mentor, and lead team members aligned to the National Accounts program to ensure program goals are obtained.
• Conduct customer meetings, presentations, and Healthcare events with Tremco / WTI / Grainger National Account team members.
• Develop programs, scopes-of-work, pricing, and contract negotiation for national projects within Healthcare systems.
• Lead weekly/bi-weekly cadence calls with National Account customers and aligned support teams to ensure all stakeholders are updated on program status.
• Resolve account conflicts with corporate contacts and field sales as needed.
• Present to corporate and sales management on account development progress and success.
• Provide coaching to Tremco reps and corporate account representatives on communication, messaging, presentation preparation, pricing, best Healthcare practices, contract negotiations, and proposal submission.
• Actively communicate with Tremco representatives to ensure awareness of National Account responsibilities within their territory, including goals, contract elements, messaging, expectations, deliverables, and timelines.
• Participate in monthly meetings with Tremco/Grainger teams to update on past and next 30-day activities tied to Healthcare National Account programs.
• Lead discussions with current and future National Account clients regarding OneTremco / WTI’s capabilities in new construction and existing infrastructure.
• Identify and target Healthcare clients’ biggest pain points and drive education around building envelope solutions specific to Healthcare (roofing, rooftop safety, HVAC, façade, flooring, air barrier, below-grade waterproofing, parking structures, etc.).
• Collaborate with WTI’s Accounts team and aligned Tremco Corporate representatives to build complex, comprehensive long-term asset management plans (e.g., 5 to 10-year capital plans) leveraging cost avoidance opportunities through proactive maintenance, repair, and restoration over replacement.
• Meet and exceed annual sales targets based on Healthcare program goals.
• Add and develop new accounts within the Healthcare National Accounts portfolio.
• Develop and facilitate senior-level relationships at strategic accounts to leverage incremental sales growth.
• Support international teams and coordinate projects remotely (U.S., Canada, International).
• Provide monthly/quarterly reports on Healthcare National Account activity.
• Assist in managing opportunities and reporting within Tremco’s CRM systems.
• Provide monthly status updates regarding Healthcare National Account activities as part of the National Accounts intake process and MPGT communication.

Requirements

• Travel to National Account locations as needed for priority business development.
• Actively participate in tradeshows, Healthcare industry networking events, GPO, Grainger, and AHSE.
• Previous experience developing large Healthcare Systems.
• Team selling and leadership experience.
• Provide strategic and technical insight utilizing industry-specific best practices.
• Ability to present to large groups and deliver Tremco’s value proposition.
• Proficient public speaker with strong facilitation and communication skills.
• Proficient in PowerPoint, Excel, Word, and Outlook.

Skills

• Self-starter: Ability to build initiatives utilizing all available resources.
• Innovative: Ability to find new methods and solutions for complex and unique customer opportunities.
• Flexibility: Ability to work with multiple personality types across various divisions and functional areas.
• Technically Savvy: Ability to harness existing technology to deliver a complete vision.