NATIONAL ACCOUNTS MANAGER

Job Purpose

Meet or exceed company objectives for assigned sales goals within assigned geographic territory and/or market channels by selling our outdoor products to retailers. Retailers assigned may include mass, big box, club, drug, grocery, outdoor, sporting goods, military, convenience, dollar, safety/industrial, miscellaneous and any other organization that can market and sell our products.

The significant responsibilities of the position are listed below. To perform the job successfully, the individual must be able to execute each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Other duties, assignments and specific projects may be assigned at the discretion of management.

Duties and Responsibilities

• Responsible for all Sales Activities in a specific geographic region and/or market channel to maintain and grow current accounts, new account acquisition (Top Gap Channel Prospects) through full line selling.
• Manage and lead customer base in assigned territory to attain/exceed sales goals and exceed monthly and annual budget numbers.
• Responsible for managing and directing independent sales reps, brokers and distributors (if applicable) within assigned territory.
• Focus on Channel Strategies within assigned retailers.
• Prospect for new, gap and competitive accounts within assigned sales territory with brands Grabber, HotHands, and other Kobayashi product categories.
• Generate additional Touch Points (Quality and Quantity) within Top 30 Accounts and other regional retailers within scope of responsibility.
• Increase distribution of product lines into existing and potential customer base via full line selling of product offering.
• Represent company at national and regional trade shows. Build customer relationships and sales opportunities by calling on customer headquarters and during annual line reviews where appropriate.
• Accurately forecast product inventory supply needs monthly by closely working with the Kobayashi SCM team.
• Utilize Kobayashi Best Practices and Quick PDCA Plan, Do, Check, Act) to find solutions and overcome issues and objectives that best serve Kobayashi and our customers and work in synergy with our internal departments.
• Document and accurately report business results and overall performance during weekly meetings, monthly and quarterly board, and sales meetings.
• Exceed sales goals and exceed monthly and annual budget numbers.
• Analytical sales approach to interact with data to drive sales metrics and solution selling.
• Responsible for maintaining customer relationships and for face-to-face key account/prospects visits on an annual basis as approved by Head of Sales, Outdoor Division.
• Responsible for providing account P & L and profit margins to management, providing quotes, pricing, programs and product knowledge to customers and prospects.

Preferred Qualifications

• Bachelors degree from an accredited institution. 3 years pertinent national account sales experience may be substituted.
• Basic computer skills including Microsoft word, PowerPoint & Excel. Excellent written and verbal communication including product presentation and the ability to analyze sales metrics and close distribution gap opportunities.
• Must be a self-starter. Exhibits passion, focus and teamwork and has a high level of integrity.
• Must be a dedicated customer-centric problem solver.
• Working Conditions/Physical Demands
• Normal office working conditions.
• Requires long periods of sitting and computer usage.
• Repetitive usage of keyboard and mouse.
• Occasional lifting of file boxes and product samples, typically 10-40 pounds.
• Ability to travel overnight and occasional weekends for customer meetings and trade shows as assigned.
• Direct Reports - None