Strategic Account Manager -Distribution

Position Summary

The Strategic Account Manager – National Distribution is responsible for developing, managing, and growing Nilfisk's business with assigned national distribution partners. The primary objective of this role is to drive profitable revenue growth through strategic distributor partnerships, business planning, market expansion, and execution of growth initiatives that increase market share and customer reach. The role may also support select strategic accounts that align with company growth objectives. This position serves as the primary business leader for assigned national distributors, building executive relationships, aligning mutual business objectives, and coordinating cross-functional resources to deliver sustainable growth and exceptional customer outcomes.

Essential Duties And Responsibilities

National Distribution Growth & Partnership Development

• Develop and execute strategic business plans for assigned national distribution partners.
• Build and maintain relationships with distributor executives, sales leadership, and key decision-makers.
• Drive revenue growth, market share gains, and product portfolio penetration.
• Conduct regular business reviews and establish action plans to achieve growth objectives.
• Identify market trends, competitive threats, and new business opportunities.
• Develop strategies to improve market coverage, customer acquisition, and customer retention.

Account Growth & Business Development

• Create and execute annual account plans with measurable growth objectives.
• Identify, develop, and close new business opportunities within assigned distributors and strategic accounts.
• Support distributor sales teams on key opportunities and strategic customer engagements.
• Maintain an accurate opportunity pipeline and revenue forecast.
• Drive value-based selling initiatives that strengthen customer relationships and business results.

Strategic Planning & Execution

• Lead annual business planning activities with assigned distributors and strategic accounts.
• Establish performance metrics and monitor progress toward sales and profitability goals.
• Align distributor business plans with Nilfisk strategic priorities.
• Utilize market intelligence and business analytics to support decision-making and growth initiatives.

Cross-Functional Leadership

• Coordinate internal resources to support account and distributor growth initiatives.
• Partner with Marketing, Product Management, Customer Care, Technical Service, Finance, Operations, and Supply Chain teams.
• Communicate customer needs, market intelligence, competitive insights, and growth opportunities throughout the organization.
• Champion cross-selling opportunities across all Nilfisk brands and product categories.

Financial & Business Management

• Maintain accurate forecasts, pipelines, and account plans.
• Monitor account performance, profitability, and growth objectives.
• Manage distributor agreements and growth programs in accordance with company policies.
• Utilize Salesforce and business analytics tools to support performance management and business planning.

Qualifications

Education

• Bachelor's degree in Business, Marketing, Sales, or a related field required.

Experience

• Minimum of seven (7) years of sales, account management, business development, or channel management experience.
• Demonstrated success managing national accounts, distribution partners, or strategic customer relationships.
• Proven track record of achieving or exceeding revenue and profitability objectives.
• Experience in industrial equipment, manufacturing, distribution, or related industries preferred.

Knowledge, Skills & Abilities

• Strong business and financial acumen.
• Excellent communication, presentation, and negotiation skills.
• Ability to influence and collaborate effectively across multiple functions and organizational levels.
• Strong strategic planning, business development, and account management capabilities.
• Effective problem-solving and decision-making skills.
• Self-motivated with strong organizational and time-management abilities.
• Proficiency with Salesforce CRM, Microsoft Office Suite, and business analytics tools.

Travel

• Ability to travel extensively throughout the United States, including overnight travel as required.

Key Performance Indicators (KPIs)

Distributor Growth

• Revenue growth within assigned national distribution partners.
• Product portfolio penetration.
• Market share expansion.
• Achievement of annual distributor business plan objectives.

Revenue & Profitability Growth

• Achievement of annual sales goals.
• Gross margin performance.
• Year-over-year revenue growth.

Strategic Account Development

• Growth of assigned strategic accounts.
• Execution of account plans.
• Expansion of customer relationships and share of wallet.

Business Development

• New customer acquisition.
• New product adoption.
• Opportunity conversion and growth.

Forecasting & Pipeline Management

• Forecast accuracy.
• Salesforce compliance.
• Pipeline growth and opportunity management.

Distributor & Customer Engagement

• Executive relationship development.
• Completion of business reviews.
• Distributor retention and satisfaction.

Benefits

• Health, Dental, Vision, Basic and Supplemental Life, Critical Illness and Accident Insurance
• Flexible Spending Accounts, Health Savings Account with Company Contribution
• 401K with Company Match
• Long and Short Term Disability
• Employee Assistance Program, Legal Plan
• Parental Leave
• Paid Vacation and Sick Time
• Paid Volunteer Day
• Tuition Reimbursement
• Wellness Reimbursement
• Scholarship opportunities

Pay

$88,800.00–$111,000.00. The estimated pay range indicates the expected annualized pay range for this position. It may not include potential bonus incentives such as annual bonuses as well as sales and sales related incentives, or overtime (on eligible positions). The actual pay offered may vary based on several factors, including the applicant's qualifications, relevant experience, unique skills, education level, certifications or licenses, and the location from which they will work. The final pay determination will comply with state or local minimum wage laws applicable to the job's location. We may ultimately pay more or less than the posted range. This range may be modified in the future.