National Account Manager

Job Description As a National Account Manager (NAM), you will be responsible for managing profitable sales of the company’s commercial products into the East Region, for a field sales position to help us grow our Commercial & Enterprise end customer business.  The ideal candidate will have a proven track record of success in sales, an entrepreneurial spirit, as well as a deep understanding of the IT channel. Working with Inside Sales, Marketing, Regional Product Management, and Customer Departments, create business plans, marketing calendars, and other plans and activities to complement and support the overall business strategies and objectives.  Negotiate agreements, establishing pricing and maintain a strong overall relationship with end customers.  Your primary focus is aimed at closing larger strategic business while maintaining sustained transactional sales growth within your territory. Interface with other departments as needed to support our accounts, proactively plan the business, and resolve any issues that may arise. Specific Responsibilities: Strategically selling the commercial portfolio of products and services within the East territory to commercial and Enterprise end customers (IT decision makers). Ability to build relationships across key accounts encompassing all levels; sales/marketing rep through executive. Identify opportunities and challenges within account base and create strategies to maximize sell through, revenue, profit, and market share. Develop and build pipeline of new end user opportunities Stay up-to-date on industry trends Attend industry events Track and report on sales performance Understand how to communicate value propositions to key accounts, identify white space accounts, and be able to present and close new business. Accurately forecast specific products revenue and new accounts on a weekly, monthly, and quarterly basis via Salesforce.com. Establish and track an annual account budget, which includes sales and profits. Lead team in achieving 100% of channel’s sales and profit goals. Lead team to formulate a sales plan to achieve sales and profit targets for current and prospective accounts. Conduct and/or receive weekly reviews of sales, RMAs, returns & allowances (R&A), quotes, promotions, sell through, inventory management, turns, forecasts, replenishment orders, backorders, and any other account activities that will impact financial results for the account(s).  Resolve or delegate any issues that arise as a result of the reviews. Identify, develop, and negotiate terms and conditions for accounts to effectively manage overall profitability. Effectively delegate and manage sales duties to exceed internal and external expectations. Communicate and update sales team members with strategic company information and initiatives as required. Use Salesforce.com to keep record of sales calls, including potential opportunity worth dollars, and be prepared to present that information when…