National Account Manager

US-TX-Remote - Texas
Job ID
2017-1771
Category
Sales

Company Overview

Humanscale is the premier designer and manufacturer of ergonomic products that improve health and comfort at work. Our award-winning office products –seating, sit/stand desks, technology support and lighting – have led the industry in performance and simplicity for over 30 years

Overview

Responsible for increasing Humanscales’s market share through developing, implementing and monitoring strategies and action steps to achieve National Account penetration. Also responsible for meeting quotas and individual performance objectives. Provides management and leadership for National Account Program, which is focused on developing new and existing customers.

Responsibilities

  • Develops and executes collaborative account marketing plans with management to maximize account penetration within assigned accounts.

 

  • Develop analysis of industry and accounts, set priorities, which direct the activities of the sales organization to achieve planned volume of sales.

 

  • Responsible for accurate forecasting and management of sales process through pending business reports.

 

  • Maintains CRM account profile information (key personnel, primary locations, and account activity) by location of assigned accounts and major prospects.

 

  • Coordinates support of major accounts and monitor activities within those assigned accounts.

 

  • Owner of Gold/Blue Sheet, SWOT Analysis, and strategic planning for each assigned account

 

  • Coordinates negotiations of major account agreements in conjunction with Director.

 

  • Develop plans to increase high-level contacts through a strategic effort that will increase account penetration.

 

  • Serves as a liaison between the factory and the customer/dealer on shipment and quality matters.

 

  • Responsible for credit terms and order management for all accounts

 

  • Leads scheduled conference calls with assigned support reps and team members for each account

 

  • Lead for service level and consulting commitments

 

 

RELATIONSHIPS:

 

  • External Customers- Frequent contact with assigned accounts and prospects regarding sales

penetration. Moderate contact with dealers regarding account management, penetration, and service issues.

 

  • Internal Contacts- Frequent contact with Sales and marketing groups, regarding program, and

services. Provides ongoing leadership to sales force. Moderate contact with Executive management

regarding assigned account activity and relationship building. Contact with Operations regarding

product, scheduling, and marketing programs. Frequent contact with Administration (Customer

Service, Order Entry.)

 

 

 

 

SUPPORT/TRAINING:

 

 

  • Position will report to the National Accounts Director
  • Position will be provided leadership and major account management training in the first year

 

 

  

      ACCOUNT AND REVENUE RESPONSIBILITY:

 

  • Position will be assigned 20-25 national accounts with a mix of new and existing customers
  • Target revenue goal from $1.5M – $5M
  • 100% of goal and revenue for national accounts

Qualifications

INTERNAL CANDIDATE PREREQUISITES:

 

  • Minimum of 3 years experience at Humanscale
  • Not currently on performance or disciplinary action plan
  • Successful track record; including:
    • Achieving or exceeding sales goals
    • Accomplishing product mix targets
    • Proven success managing and growing major accounts (1,000 employees +) with multiple locations
  • Minimum revenue total of $1,000,000 two out of the last three years
  • Last performance review score of 3.0 or higher
  • Willing and able to travel (10%-20% travel)

 

 

Humanscale is an Equal Opportunity Employer (M/F/Disabled/Veteran)

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