National Account Manager

Job Locations US-TN-Nashville
ID
2022-2040
Category
Sales
Type
Regular Full-Time

Position Identification

Job Title: National Account Manager

Job Function: Sales

Report to: Director of Corporate Accounts

Job Purpose

Strategizes, plans, and implements business plans to specific major account(s) while cultivating relationships, identifying opportunities, and creating positive business results for both entities. The incumbent in this position will have demonstrated high level of proficiency in sales and full knowledge of the product line and its applications. Accounts frequently have multiple buying locations, making establishing and maintaining broad customer relationships and communication is essential.

Key Accountabilities

  • Builds and maintains effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influencers at a select group of major customer accounts.
  • Works with a defined set of customers, typically within a geographic or industry focus, to meet revenue targets by increasing revenue spend per customer, and by identifying, developing and closing new sales opportunities.
  • Creates demand for the organization's products and services by raising their profile with customers.
  • Conducts regular status and strategy meetings with the customer's senior management to understand their needs and link them to the organization's product/service strategies.
  • In working closely with key accounts on all product channels evaluates and implements programs to grow Share of Account with assigned accounts, to include One Program, Secondary Supply and Car Dealer programs.
  • Provides regular reporting on sales and other key metrics to key accounts.
  • Works with internal departments such as Customer Service, Supply Chain & AR to ensure all needs of account are met by appropriate departments
  • Works in conjunction with field sales team (RD’s, TM’s) to ensure local need of key accounts are met timely and accurately.
  • Hold internal meetings with all applicable team members who interface with key accounts to provide a consistently high level of service.
  • Work with key accounts management & sales team to provide updated product training on Hankook portfolio.
  • Monitors competitive activity in each account and ensures that appropriate response strategies are formulated and communicated.
  • Works with accounts on inventory levels, demand planning/forecasting and accounts receivable. Responsible for all elements of Demand to cash of assigned accounts.
  • Any other duties/responsiblities as assigned by management.

Level of Accountabilities

  • High level individual contributor
  • Accountable for the performance and results of multiple National accounts
  • Develops business plan(s), including SWOT, sales forecast, and regional deployment plan(s)

Core Competencies

  • Sales/Account Management skills
  • Interpersonal skills
  • Communication skills (oral and written)
  • Negotiation skills
  • Organization & Planning skills
  • Problem Solving
  • Market Awareness
  • Strategic Thinking
  • Forecasting/Analytical skills

Qualifications

  • Bachelor's degree required
  • Bachelor's degree relevant to Business Administration preferred
  • Masters’ or MBA degree preferred
  • At least 5 to 7 years experience of Sales in Tire industry or related industries, or proof of exceptional performance in a similar position
  • 3 years’ experience in Account Management role, or proof of exceptional performance in a similar position
  • Works primarily in a general office environment; May occasionally travel to other business locations
  • Primarily works normal office hours, e.g. 8am - 5pm but must be willing and able to work day or night shifts, weekends and extended hours as occasionally required
  • Extended periods of sitting at a desk and working on a computer
  • Frequent walking and standing, visual contact and hearing
  • Must be able to lift up to 25 pounds at a time

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