National Account Manager

About Charles River Apparel: Charles River Apparel is a third-generation family-owned and operated business known for its high-quality outerwear and commitment to timeless style, superior craftsmanship, and community engagement.

Position Summary: Reporting to the Director of Sales, the NAM of Sales will play a crucial role in managing the commercial performance of Charles River Apparel within the National Accounts and the Buying Groups as identified by the company.

The person in this role will be responsible for growing, maintaining, and servicing these strategic customers in an efficient, effective and profitable manner. This multifaceted position involves strategic planning, leveraging technology, analyzing sales metrics, and collaborating to enhance sales and marketing opportunities.

Key Responsibilities:

• Achieve commercial targets set by the business for the National & Buying Groups.
• Develop and maintain strong vendor relationships within the accounts from Director level to key Account Executives in the market, to grow and nurture existing business.
• Be the conduit internally to support the Territory Sales Managers to assist them to achieve their goals within the National & Buying Groups.
• Develop, implement and execute strategic plans to increase revenue, market share and brand equity.
• Proactively plan and execute regular structured sales visits within the assigned customers in line with company expectations.
• Ensure that the National Accounts and Buying Groups understand and implement our programs from Director of Vendor Relationships to the Account Executives in the field.
• Provide CRA internal sales team with reporting on performance of National Accounts & Buying Groups.
• Monitor, share and maximize industry platforms that are relevant for these accounts.
• Collaborate with the Marketing function to ensure CRA are maximizing opportunities.
• Work closely with the IT department to facilitate integration with key customer accounts.
• Maintain and utilize the company CRM platform.
• Create and execute brand marketing collateral and resources to deliver impactful, personalized presentations to the customer.
• Adhere to CRA internal policies and processes.
• Maintain contact with all clients to ensure only the highest level of customer satisfaction exists.
• Be the subject matter expert on all products and services offered by Charles River Apparel.
• Collaborate with the Trade Show Manager and ensure best representation of CRA at the National Account & Buying Group trade shows, conventions, and showroom events and ensure representation of CRA employees in the field.
• Provide feedback internally to the relevant departments on market trends, customer trends and product trends.
• Manage T&E costs within the territory.
• Adhere to the Charles River Apparel Sales ‘World Class Basics’.

Key Competencies

• Must demonstrate commercial acumen from understanding of pricing, margins, forecasting and proposals.
• Must be a self-starter that can work with little supervision and maintain high professional standards.
• Must demonstrate great communication skills.
• Must possess strong time management and organizational skills.
• Must possess great presentation skills both in-person and virtually.
• Must demonstrate negotiation skills in a fast-paced environment.
• Understands how to initiate, manage, develop and navigate both large and small company business and maintain relationships at various levels of the organization.
• Must be technology proficient and have experience in CRM and Microsoft Office.
• Candidate must adhere to all company policies, procedures and code of ethics while representing the company.

Qualifications:

• Bachelor’s degree and/or prior industry sales experience
• 5 years of diversified sales experience required calling on multiple accounts, focusing on sales development and relationships.
• Promotional Products experience preferred.
• Proven track record of selling success with an ability to adapt to dynamic market segments.
• Ability to work in a fast paced, demanding & numbers driven environment while being able to think on your feet and be a creative problem solver.
• Must be willing to travel 3-4 days per week on a regular basis. Frequent overnight travel may be required.
• Position requires constant lifting and handling of the product line.