Description
Own and grow revenue across strategic national accounts by planning, directing, and coordinating sales programs and fulfillment to these customers. Establish account-level targets, pricing, and promotional plans; lead joint business planning and training for internal and customer teams. Analyze sales and supply data to forecast demand, set inventory and service requirements, and track customer preferences to optimize performance.
- • Build and execute strategic plans for assigned national accounts to achieve revenue, margin, and share goals.
- • Own executive relationships; lead quarterly business reviews and joint business planning.
- • Resolve escalated customer complaints and service issues to protect revenue and satisfaction.
- • Monitor account performance, customer preferences, and market trends to focus sales efforts.
- • Negotiate contracts, pricing, discount structures, and renewals in line with profitability targets.
- • Review sales, inventory, and operational reports to forecast demand and determine profitability.
- • Coordinate cross-functional teams in supply chain, marketing, finance, and service to meet SLAs and fulfillment targets.
- • Manage trade and marketing development funds (MDF); approve spend and track ROI.
- • Plan and deliver training and enablement for account teams and customer staff on products and programs.
- • Represent the company at customer meetings, trade shows, and industry events to promote offerings.
- • Set quotas and KPIs for account team members; coach, evaluate, and guide performance.
- • Visit customer locations and regional offices to drive adoption of programs and promotions.
- • Assess expansion opportunities across regions, banners, and channels within each account.
- • Lead new product introductions, merchandising, and promotional calendars for national accounts.
- • Ensure accurate CRM, pipeline, pricing, and contract records; oversee bid responses and collections as needed.
- • Collaborate with marketing on advertising, assortment, and category initiatives specific to each account.
- • Oversee field and local sales resources supporting national accounts to ensure alignment and execution.
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Marketing & Sales
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Tasks & skills:
O*NET occupational data (work activities, skills, knowledge).
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Last reviewed: Jan 2026
