The National Accounts Sales Manager is responsible for maximizing Bobrick and Koala Kare sales volume for a portfolio of national distributors in commercial construction, renovation and repair, and industrial supply by developing and executing strategic account plans. The position requires a deep understanding of National Distributors and the multi-layered buying and decision-making process at these accounts, with the goal of aligning our portfolio of products with the account needs to achieve a yearly revenue target and meeting or exceeding budget.
The manager is expected to have a high degree of independent leadership, demonstrable sales skills, analytical and strategic capability, effective decision-making processes and communication, and negotiation experience. They are expected to become a respected leader within the organization who is capable of leading cross-functional teams as well as representative agency partners to advance sales goals. The manager will partner directly with a Strategic Accounts Program Manager to maximize sales and create internal competencies. He or she will work with the Sales Management team to ensure execution of field tactics that will result in achieving revenue plan for assigned accounts.
Why this role is exciting: Joining Bobrick as a National Account Sales Manager will mean that you will be instrumental in Bobrick's expansion in the national distribution sector where we have some of the largest account growth opportunities. If you are excited about using your strategic skills, account management and consultative selling skills this role will allow you to thrive and succeed.
Job Responsibilities Achieve Targeted Sales objectives consistent with the annual business plan:Develop Joint Business Plans for a portfolio of national distributor accounts in partnership with the buyers and sales executives in assigned commercial construction, renovation and repair, and industrial supply. Oversee the execution and delivery of said plans, including management of representative agency partners.Conduct weekly buyer meetings and periodic Business Reviews to refine sales targets, inventory forecasts and promotional planning.Build relationships with the buyers, sales executives and other account key stakeholders in order to remove barriers to execution.Partner with Digital Shopper Marketing as applicable to these accounts to ensure strong retail execution and sales maximization.Collaborate with Category Managers to be knowledgeable of new products and company priorities for account alignment.Manage assigned Sales Representatives to achieve sales targets.Manage a budget:Develop a spending plan based on accounts' Joint Business Plan and annual spend targets that maximizes the ROI.Champion the national distributor accounts:Drive organizational change to develop internal capabilities for better servicing these accounts.Develop appropriate documentation for reporting, forecasting and promotional planning.Monitor listings and performance as applicable, educating internally on impacts and needs.Build relationships internally in order to remove barriers to execution.Identify business opportunities with accounts and work with internal partners to resolve barriers and to execute sales tactics in the field. Lead and drive the change.Guide internal cross-functional teams in creating capabilities that will allow Bobrick to more effectively sell to large national distributor accounts.Open new accounts with which we have no existing relationship, establishing formal ways of doing business.Make recommendations for how to appropriately manage accounts who sell to both new construction and maintenance.QUALIFICATIONS Bachelor's degree (B. A.) from four-year college or university.5 to 10 years of national distributor sales (or related function such as buying, category management, etc.).Insights-based: Analytical ability to use data to drive business decisions and recommendations, leveraging an account's strategic needs in order to influence.Driven: Goal oriented mindset to drive to revenue growth that achieves or exceeds plan.Self-directed: Ability to make consistently sound judgments.Relationship-builder: Ability to build positive and strong long-term relationships with the account, with representatives and internally to exert influence.Poise: Effective selling & communication skills with confidence will be key to success.Organized: Ability to sort out distractions which might inhibit achievement of objectives and prioritize based on strategic direction.Executive Presence: Deliver persuasive presentations to buyers and executives.Experience with national distribution in the commercial construction and maintenance categories, experience working for or with representatives.Travel requirements as necessary for maintaining appropriate relationships at the accounts and corporate. 25-50%.About the Company: Bobrick, headquartered in North Hollywood, CA, is the industry-leading manufacturer of Stainless Steel commercial washroom accessories with 100+ years of experience (back when it was a start-up, Bobrick invented the lavatory-mounted soap dispenser!). A mid-sized, privately owned company, Bobrick includes brands such as Koala Kare, operates 6 manufacturing facilities throughout the US and Canada, and conducts business in over 85 countries worldwide.
Bobrick's Culture: We view our culture as a competitive advantage and a foundation for continued success. Our positive and supportive culture encourages our people to do their best work every day. Bobrick respects work-life balance, has a strong commitment to employee development and attributes its success to four core values and their alignment with its employees, suppliers, sales representatives, distributors and other channel partners. We are dedicated to:
Conduct all aspects of business honestly, ethically, and responsibly.Offer the best value.Treat each employee with dignity and as an individual.
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