National Sales Account Manager

Responsibilities and Duties: National Account Growth and Development:· Responsible for sales retention and growth, margin performance, and all facets of the account relationship.· Create and implement annual Key Account Sales Plans, including volume objectives, strategic actions needed to achieve goals, identification of risks and opportunities, and road map of 3X3 relationship development within accounts.· Perform ongoing data analysis to develop actions plan to identify growth opportunities in both volume and margin improvement.· Execute a high service level model to ensure high customer satisfaction, positive long-term relationships, and business retention.· Orchestrate and lead key business negotiations.· Focuses on value selling to drive margin leveraging attribute pricing and facilitates the quotation process for achievement of margin expectations.· Maintain a robust new sales opportunity pipeline targeted at 2X territory annual revenue.· Utilizes Salesforce CRM to drive forward looking visibility on sales opportunity potential.· Identifies and communicates internally emerging market and customer trends / insights.· Participate in trade shows as requested.· High level of internal collaboration with Technical, Demand Planning, Quality, Account Managers, Operations to provide accounts a comprehensive team of resources to support their needs.· Customer Communication:· Develop an intentional approach to customer engagement. Develop professional and respected business relationships with a broad, cross-functional array of contacts within assigned accounts.· Develop content and conduct Quarterly Business Reviews to provide applicable PPC business updates, review key supplier metrics, project status updates, market / industry trends and other topics as applicable to the specific account.· Utilize customer scorecards and metrics to effectively manage customer expectations and develop plans to drive resources that bring growth and profitability.· Be proactive and be the source of problem-solving skills to customer needs. Supply Chain: Planning & Sales Forecasting:· Provide sales forecasting data to the demand planning team through billed sales, order trends, customer insights and customer provided forecast. Actively participate in demand consensus process with outcome to own the consensus forecast.· Manage Vendor Managed Inventory programs identifying product demand needs based off agreed upon inventory program guidelines, customer supplied forecast, and current inventory levels.· Review and manage inventory investments and/or aged inventory as required with customer and financial insight in mind. Hold customers accountable for alignment with agree upon inventory policies. Industry Knowledge:· Gains expert level knowledge of PPC products, services, and processes.· Complete understanding of the markets related to PPC’s position, competitive landscape, and other industry influences.· Build, maintain and share competitor and market segment knowledge in terms of pricing, volume market share projects, contract insights and lead times. Analytics:· Strong aptitude for business analytics. Ability to understand and create actionable solutions based off data.· In depth understanding of key performance indicators related to sales vs budget, gross margin, item level sales trends, service levels (on time delivery, lead times), quality, and additional metrics to monitor performance of assigned accounts and to course-correct as needed. Development and Utilization of Account Managers:· Provide mentorship to Account Managers by educating on best practice sales and service approach used with National Accounts.· Utilize Account Managers to provide value add tasks that support growth initiatives for National Accounts; Account Managers are accountable for order entry and management, order tracking, inventory reporting, onboarding support, coordination of client requests, Return Authorization, customer visit support.