Director - National Accounts

Description

The purpose of the Director – National Accounts is to develop business within the National/Chain accounts in the domestic market. The Director – National Accounts will work with the sales team to grow our existing National/Chain account business to achieve the annual sales goals set.  In addition, they will also be responsible for acquiring new National/Chain accounts. The goal for the National/Chain accounts are determined by the Chief Domestic Sales Officer but the Director – National Accounts is responsible for creating and enacting business plans as it relates to overall ZO Skin Health sales goals. This position is pivotal in establishing and maintaining key relationships with internal and external partners to grow the customer base and revenue opportunity that align with strategic objectives.

Essential Duties and Responsibilities:

Strategic Account Management:

• Develop and implement strategic account plans for key national accounts.
• Identify growth opportunities and develop strategies to maximize revenue and profitability.
• Ensure alignment of company products and services with the needs of the account.

Relationship Building:

• Cultivate strong, long-term relationships with key decision-makers at national accounts.
• Serve as the primary point of contact and trusted advisor for customers.
• Understand the client's business objectives and challenges deeply.

Revenue Growth:

• Meet or exceed sales and revenue targets set for the national accounts, including new account openings.
• Identify and pursue upsell and cross-sell opportunities.
• Negotiate and close contracts that drive mutual value.

Cross-functional Collaboration:

• Collaborate with various internal departments (e.g., marketing, product development, customer support) to ensure client needs are met.
• Act as a liaison between the client and the company, ensuring effective communication and problem resolution.

Data Analysis and Reporting:

• Analyze market trends, account performance, and competitor activity to make data-driven decisions.
• Provide regular reports and updates to senior management on account performance and strategic initiatives.

Customer Satisfaction:

• Monitor customer satisfaction and address any issues promptly.
• Ensure high-quality service and delivery to meet client expectations.

Contract and Compliance Management:

• Ensure contracts and agreements with national accounts are managed effectively and comply with company policies and legal requirements.

Market Intelligence:

• Stay informed about industry trends, market dynamics, and competitors to identify potential threats or opportunities.

Other Duties and Responsibilities:

• May perform other duties as needed or assigned in order to assist with ZO operations.

Work Environment:   The work environment is a combination of external field environment at customer and industry locations and indoors in a professional office environment.  The floor surfaces are carpeted in office areas and conference rooms with vinyl floor covering typical in hallways, break rooms and computer rooms.

Work Hours:  The position is 5 days a week, 8 hours a day, in a hybrid office/remote setting as well as field setting at customer and industry locations.  Time of initial start may vary with work hours typically 8am-5pm. Work hours and shifts are subject to change depending on operating business conditions and needs. The employee may be required to work overtime and holidays or weekends. Travel up to 20% to meet customers and attend industry and trade show events.

Physical and Mental Demands: Moderate. Exerting up to 15 lbs. of force occasionally and/or greater than a negligible amount of force frequently to lift, carry, push, pull, or otherwise move objects, including the human body.  Moderate work involves sitting approximately 50% of the time but involves walking or standing for extended periods of time when in field. Knows and follows proper office-safety protocols. Use the ability to multitask and monitor multiple projects and needs of internal and external customers. Demonstrate strong relationship-building skills and customer-centric mindset.

Supervisory Duties: Supervise National Account Manager, National Account Executive, and/or National Account Specialist positions

Qualifications

A Bachelor’s degree in Business Administration, Marketing or a related field is required, along with minimum ten (10) years of sales experience with progressively increasing responsibilities and national account management.  A minimum of three (3) sales management experience is also required. The employee must have a deep proficiency in proven experience in national or key account management, sales, and business development.as well as solid proficiency in Microsoft Office and Salesforce is necessary. The employee must be highly proficient in written and verbal communication in English and be highly proficient in math and analytical skills, excellent negotiation, presentation and problem-solving skills, and display an exceptional background in meeting and exceeding sales targets.

Salary : $150,000 - $180,000