Job Type
Full-time
Description
Job Title : National Account Manager
Reports To : Director of Sales
FLSA Status : Exempt
Effective Date : 10.01.2024
Position Summary
The National Account Manager is responsible for building a portfolio of new clients by identifying and closing business opportunities in targeted markets. This role requires expertise in lead generation, prospecting, and developing relationships with potential customers, with a primary focus on organizations that have not yet engaged with the company. The individual must excel in cold outreach, delivering persuasive sales presentations, and negotiating deals while consistently meeting or exceeding sales targets.
The National Account Manager will collaborate closely with internal teams, such as marketing and customer success, to ensure seamless client onboarding and long-term success. Additionally, they will track market trends and competitor activities to tailor strategies, provide valuable insights, and maintain updated reports and forecasts in the CRM. Success in this role requires strong communication skills, adaptability, persistence, and a strategic approach to building a new client base.
The position demands a proactive mindset, with a focus on uncovering client needs, addressing objections, and offering customized solutions, all while driving growth and expanding the company's market presence.
Essential Duties and Responsibilities
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Prospecting & Lead Generation
- Identify New Business Opportunities : Use market research, networking, referrals, and other channels to generate new leads.
- Cold Outreach : Engage in cold calling, emailing, and social selling via platforms like LinkedIn to reach potential clients.
- Leverage CRM Tools : Utilize CRM software to track leads, monitor the sales pipeline, and document all outreach and customer interactions.
Developing Relationships
Initial Contact and Rapport Building : Establish and nurture relationships with decision-makers, focusing on building trust with new prospects.Understand Customer Needs : Ask questions to uncover client pain points, goals, and business needs, tailoring solutions that meet those needs.Networking : Attend industry events, conferences, and other networking opportunities to connect with new potential clients.Sales Presentations & Demos
Deliver Compelling Pitches : Conduct product or service demos, presentations, and meetings with prospects to showcase value propositions.Customizing Solutions : Personalize pitches to address specific client pain points and articulate how your offerings can solve those problems.Handle Objections : Address any concerns raised by prospects and counter objections confidently to maintain sales momentum.Negotiating Contracts & Closing Deals
Negotiation Skills : Work through contract terms, pricing, and other deal aspects with C.A. Short Executive Team and clients to close the sale.Finalizing Sales : Ensure all agreements are completed accurately and work closely with legal and finance departments as needed.Follow-Up : Maintain communication after the proposal to ensure the deal moves forward.Meeting Sales Targets
Quota Achievement : Consistently meet or exceed monthly, quarterly, and annual sales quotas.Performance Tracking : Use sales data and reporting to track personal performance against key performance indicators (KPIs) and adjust strategies as needed.Collaboration & Internal Communication
Cross-Departmental Collaboration : Work closely with marketing, customer success, and product teams to ensure new accounts receive the best onboarding and customer experience.Feedback Loops : Provide feedback to internal teams regarding customer needs, market trends, and competitor insights to refine the sales process.Market & Competitive Analysis
Monitor Market Trends : Stay informed on industry trends and competitor activities to better position products and identify new opportunities.Competitive Strategy : Develop competitive strategies to position your company's offerings effectively against the competition.Reporting & Forecasting
Sales Forecasting : Provide accurate sales forecasts and reports to management, detailing the likelihood of deals closing.CRM Updates : Ensure that all prospecting, communication, and deal progress is accurately documented in the CRM.Supervisory Responsibilities
This position does not have any supervisory responsibilities.
Requirements
Education
Bachelor's degree in Sales, Business Administration, or related field.
Skills / Experience
Required : Sales experience or equivalent combination of education and experienceRequired : Strategic selling skills and business planningPreferred : Experience within complex selling environmentsRequired : Ability to quickly gain credibility and respect with internal / external customersRequired : History of success maintaining & developing key relationshipsPreferred : Proficient user of Microsoft Office SuitePreferred : Proficient user of Dynamics or related CRMPreferred : Possess strong communication skills, both oral and writtenRequired : Strong organizational, interpersonal, and creative skills are necessary to meet the demands of the positionRequired : Be a team player - willing to work for the improvement of the team and its goalsPreferred : Independent initiator with strong self-management skillsRequired : Ability to manage multiple projects at a timePreferred : Attention to detailPreferred : Demonstrates C.A. Short Company's values by acting with integrity, respect, and trustRequired : Intermediate ability to create and / or update spreadsheets, and other company documents of various typesRequired : Intermediate ability to demonstrate accuracy and thoroughnessRequired : Intermediate ability to multi-task with accuracyRequired : Expert customer service skills, over the phone and in person, with our customers and internal departmentsRequired : Intermediate efficient time managementRequired : Excellent verbal communication skillsRequired : Ability to maintain a calm and polite manner in stressful situationsRequired : ProfessionalismTravel
Travel up to 30%
Core Competencies
Creativity
Comes up with a lot of new and unique ideasEasily makes connections among previously unrelated notionsTends to be original and value-added in brainstorming settingsPerspective
Looks toward the broadest possible view of an issue / challengeHas broad-ranging personal and business interests and pursuitsProposes future scenariosThinks globallyCan discuss multiple aspects and impacts of issues and project them into the futureExecute Core Values Operating Model
Operational Excellence- Focus on the customer by doing what we said we would doWe Collaborate- We collaborate for purposeDeliver Exceptional Service- We take care of our customers by exceeding their expectationsAttention to Detail / Sense of Urgency- We must pull together and get the job doneLead with Integrity- We are honest and upfront in our work, with our colleagues and in our dealings with our customers and business partnersAccountability : "All-In" AccountabilityTeam Player
Can quickly find common ground and solve problems for the good of allCan represent his / her own interests and yet be fair to other groupsCan solve problems with peers with minimum noiseIs seen as a team player and is cooperativeEasily gains trust and support of peersEncourages collaborationBe reliable, responsible, and flexibleAlways be ready to helpCommunication
Provides the information people need to know to do their jobs and to feel good about being a member of the team, unit, and / or the organizationProvides individuals information so they can make accurate decisionsCan speak and write clearly and succinctly in a variety of communication settings and styles.Sound Decision Making
Makes good, timely decisions based upon a mixture of analysis, wisdom, experience, and judgmentMost of his / her solutions and suggestions turn out to be correct and accurate when judged over timeSought out by others for advice and solutionConsistent logic, rationality & objectivity in decision makingMakes decisions in a timely manner, sometimes with incomplete information and under tight deadlines and pressureHas self-discipline to act on the best alternativeHumility
Quickly admits flaws and mistakesAsk for help when need itIs careful to make others comfortableIs authenticHelps others save face in difficult situationsMaximizes the contribution of allEncourages the expression of viewpoints from all concernedIs modest and self-effacing; Respects the views of othersPhysical Demands
To perform this job successfully, the physical demands listed are representative of those that must be met by an employee. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit, stand, walk, use hands to handle and feel, reach with hands and arms, talk and hear. The employee may occasionally be required to crouch. The employee may occasionally lift items as heavy as 25lbs. Specific vision abilities may include the employee's ability to see near and far distances.
