Position Summary:
The National Account Manager will be responsible for all activities related to sales and relationship growth with existing and targeted new accounts, including strategy development, presentation creation, analysis, forecasting and tactical customer facing activities.
Essential Functions:
- Lead development of annual sales planning with profit margin accountability
- Lead sales action plans; monitor actual results vs. plan throughout the year, fluid adjustments as required by changes in the business, etc.
- Become the expert on customer accounts - understand the customer's strategies and objectives
- Use expertise and insights to grow the Outdoor Power Equipment business with each customer
- Preparing quotes and proposals, following up, negotiating terms and closing deals
- Cultivate and maintain solid, long-term relationships with customers and suppliers
- Identifying and helping to develop strategies to grow business
- Promptly and professionally assist and resolve customer requests and/or problems
- Identify customers key decision dates, PLR (Product Line Review) processes and schedules
- Secure appointments, especially PLR Invitations
- Build and deliver retailer specific presentations for line reviews, programs, seasonal updates
- Manage all vendor / new vendor registration, administrative forms, programs, resets, new product introductions, floor-sets, and projects
- Work with consumers, and store personnel to identify and evaluate new product ideas
- Build and closely manage relationships with customers at the buyer level and beyond to foster and enhance strategic relationships
- Provide weekly Reporting of sales and profitability, SKU rationalization, stimulus plans to accelerate sales
Education and Experience:
- 4-year degree or a combination of education and relevant work experience.
- 5 years or more outside sales experience; experience managing customers in any of the following channels: Home Improvement, big box retailers that sell OPE products, Hardware, Co-Op Hardware
- Outdoor Power Equipment industry and/or power tool industry expertise required. Experience with a major manufacturer or National Brand is preferred.
- Lead and manage the sales process and expertise in new product creation
- Expertise in sales forecasting including margin analysis and responsibility for account profitability
- Assist in creating and maintaining competitive product landscapes
- Strong desire to work on a small team and in a start-up business environment
- Willingness to work across traditional job role boundaries - multi-functional teamwork
- Ability to operate outdoor power equipment (or willingness to learn and become an expert)
- Valid driver's license and ability to travel as required
Key Competencies:
- Interpersonal people skills, oral and written communication skills - presentation and negotiating skills
- Multi-tasking with the ability to set, execute, meet or exceed goals
- Professional demeanor, confidence, integrity, disciplined, outgoing, strong presentation skills
- Planning and organizing
- Problem analysis, problem solving and critical thinking skills
- High energy self-starter
Language Skills:
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, and customers.
Reasoning Skills:
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Computer Skills:
To perform this job successfully, an individual should be proficient in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook), Project Management apps, and web browsers such as Microsoft Edge, Chrome, and Safari.
Work Environment:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. The noise level in the work environment is usually moderate.
This role will be expected to travel to customers on a regular basis and maintain a home office.
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
The employee must occasionally lift and/or move up to 50 pounds which may involve operating, lifting, moving, loading and unloading samples for development, shipping, testing, and demonstrating. While performing the duties of this job, the employee is regularly required to sit; use hands; reach with hands and arms and talk or hear. The employee is occasionally required to stand and walk.