National Accounts Manager

SUMMARY

The National Account Sales Manager will be responsible for establishing credibility and long-term relationships between the OEM, dealers, and global/North American customers. They will meet the customer where they are by making the program customizable to the customer's needs, while providing consistency throughout the channel, for an exceptional customer experience.

DUTIES

• Serve as a single point of contact that coordinates internal and dealer resources, to make it easier for customers to do business with HCMA
• Establish and maintain effective customer relationships by understanding their unique needs through development and execution of customer business plans
• Prospect, identify, evaluate and recommend assignment of new customer accounts through analysis of market trends and making new customer contact
• Initiate customer activities/events to facilitate new customer relationships across company divisions as appropriate, that forge a long-term customer alliance
• Drive and lead key sales of all products to national accounts assigned
• Coordinate customer activities and lead quoting and pricing to assigned customers
• Take appropriate actions on concerns and issues from customers and field personnel
• Monitor, follow up, and report sub-regional market dynamics and segment performance to management as required
• Work with the RBM sales organization to secure dealer support of aftersales competencies for customer segments and motivate dealers in supporting the segment customers
• Communicate to the Director of National Accounts the possibilities/risks regarding discounts affecting price realization and market share in the customer segment
• Work with the Aftersales team to develop dealer product support for customer segments and to resolve technical issues
• Participate in assigned industry associations (e.g. NUCA, AEMP, etc)
• Measured by assigned retail sales, volume, inventory, price realization and margin contribution, customer satisfaction, usage of available dealer tools, dealer participation, product support marketing programs, etc.)

REQUIREMENTS

• (Minimum) Bachelors degree in marketing, finance, or management
• (Preferred) Masters degree in marketing, finance, or management
• (Minimum) 5 years of practical working experience in steering a distribution network toward profitability and growth
• (Preferred) 10 years of practical working experience in steering a distribution network toward profitability and growth
• (Minimum) 5 years of practical working experience in steering retail sales and meaningful relationships with end users
• (Preferred) 10 years of practical working experience in steering retail sales and meaningful relationships with end users
• Customer/Product Support experience is preferred
• Works in both office and field environments
• Able to perform duties effectively in a fast-paced environment, whether working autonomously or under direction
• Extensive travel may be required