National Accounts Manager Job Description

Please submit your resume to Human Resources.

Job Title: National Accounts Manager, Auto Crane Prepared By: Human Resources
Department: Domestic Sales Prepared Date: May 2, 2013
Reports To: Director of Sales & Marketing Approved By: Director of Sales & Marketing
FLSA Status: Exempt    

This position manages major Auto Crane fleet accounts to sell products by performing the following duties:

Essential Duties and Responsibilities include the following. Other duties may be assigned.

  • Travels throughout North America calling on targeted end use customers to solicit orders, or talks with customers by phone.
  • Works with Authorized Auto Crane dealers and Regional Sales managers to drive business growth by converting competitive product within targeted customer base.
  • Establishes productive, professional relationships with key personnel in targeted customer accounts.
  • Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.
  • Monitors on a continual basis (weekly) sales data. Communicates with Marketing Department trends and issues pertaining to sales / marketing initiatives.
  • Develop and nurture strong customer contacts and positive, proactive relationships with fleet managers and representatives ensuring open streams of communication.
  • Work closely with managed accounts, creating effective communication channels with all client stakeholders, including supply and finance.
  • Develops proposals, negotiates terms and conditions, and implements contractual agreements with accountability for delivering strong financial results.
  • Responsible for profitable revenue growth within target customer base.
  • Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones and accomplishes actions necessary to meet growth plans associated with each target customer.
  • Displays or demonstrates product, using samples or catalog, and emphasizes salable features and benefits.
  • Quotes prices, terms, and conditions.
  • Assesses short- and long-term trends of the respective market place and advises organization leadership of necessary actions to capitalize on these trends.
  • Estimates date of delivery to customer, based on knowledge of Auto Crane's production and delivery schedules.
  • Establish Ramsey Industries as an approved supplier and leads the specification process at a corporate level.
  • Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
  • Leads solution development efforts that best address customer needs, while coordination the involvement of all necessary company personnel.
  • Prepares reports of business transactions and keeps expense accounts.
  • Works with customer service representatives and marketing to keep account activities and literature up to date.
  • Coordinates and/or delivers training and development programs to customers within assigned time frame.
  • Maintains high customer satisfaction ratings that meet company standards.
  • Investigates and resolves customer problems with deliveries, product compliance, or invoicing.
  • Effective time management, prioritizing and multi-tasking to achieve short and long term goals.
  • Develop effective in-depth relationships throughout the organization, clients and partners/suppliers.
  • Evaluate client risk and proactively work to avoid re-tenders by strategic action.
  • Attends trade shows and manages key customer activities and events.

Supervisory Responsibilities:
This job has no supervisory responsibilities

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience:
Bachelor's degree (B. A.) from four-year college or university and a minimum of five (5) years sales experience selling or managing capital equipment.

Language Skills:
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

Selling Skills: Enterprise selling -- selling up, down and across large or complex organizations with various decision makers and or influencers.

Mathematical Skills:
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, load moment, fleet angle, circumference, flow, pressure, and volume. Ability to apply concepts of basic algebra and geometry.

Reasoning Ability:
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Computer Skills:
To perform this job successfully, an individual should have knowledge Microsoft Office (Word, Excel, Power Point, and Outlook) and Internet Explorer applications.

Certificates, Licenses, Registrations:
Current Driver's license, CDL Preferred

Other Qualifications:
Clear driving history

Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Please submit your resume to Human Resources.