American Standard

MRO National Account Manager

US-GA-Atlanta
2 weeks ago(12/4/2017 8:36 AM)
Job ID
2017-1945
# of Openings
1
Category
Sales

Overview

The National Accounts Manager will drive the overall sales plan and implement a game plan that focuses on achieving the sales plan for the current year. The person in this role will work with Key MRO National Accounts to drive sales across all LWTA product categories. In addition to sales and margin growth, the NAM will lead all sales initiatives that focus on Contractor, Facility Maintenance, Commercial, Govt./Edu, Hospitality, Builder, and Digital/Internet Marketing incentive programs. This position will report to the Director Key Strategic Accounts - MRO and will work closely with other sales teams, finance teams, product managers, and supply chain.

Responsibilities

  • Meet assigned targets for profitable sales growth and share of wallet for LWTA products for prescribed National Accounts
  • Develop, execute and monitor business plans, that includes forecasting sales and profit targets, identification of product potential and gaps, and displacement of competitive brands, to effectively achieve individual and team financial targets that drive sustainable growth
  • Engage with customer in the development of joint business plans to drive customer profitability; displace competitive brands; and develop and lead the business review with customers
  • Develop and maintain strategic partnerships with customers at all decision points; liaise with key internal stakeholders to sustain well-regarded customer service and relationships
  • Be the Voice of the Distributor and End User to provide ongoing market intelligence and competitive response options to management.
  • Participate in cross-functional teams to create and implement customer-specific integrated communications and promotions including; Digital, trade advertising, special events, trade shows, and ad hoc opportunities.
  • Develop, prepare and deliver customer specific sales presentations.
  • Support development of activities to increase product knowledge to assigned customer(s) account(s)
  • Liaise and engage with marketing and product development to identify trends, marketing intelligence and new product opportunities
  • Work closely with marketing to support and engage in the development of effective marketing tools to drive demand creation at the customer level
  • Provide regular internal reporting on business that includes forecasting for financial and demand planning (Supply Chain).
  • Actively manage expenses related to travel, promotional funding, and customer support.

Qualifications

  • Bachelor’s Degree in a relevant field, or equivalent combination of education and experience
  • 3+ years of experience selling through MRO, Home Center or other related construction channel
  • Understanding of Commercial/MRO and Construction environments
  • Strategic planning and line review preparation experience with key distribution within defined geographic areas
  • CPG and Institutional selling and/or marketing experience with leading brands preferred
  • Proficient using analytics to drive product placement and value-creation with large commercial B2B distributors
  • Ability to build and leverage cross-functional relationships internally/externally to support customer’s go-to-market strategy
  • Possess working knowledge of distribution logistics to end-users, programming, and promotional tools to drive revenue growth
  • Possess working knowledge of distribution NPI process preferred
  • Strong written and oral communication skills; ability to communicate and formally present
  • Knowledge of consultative selling processes and techniques
  • Self-directed and results-oriented with a track record of improving results
  • Team player, able to work in a matrix environment
  • Skilled in business acumen, analysis and problem-solving
  • Proficiency in Microsoft Office including Outlook and CRM tools
  • Must be able to travel overnight up to 50%

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