Director Strategic National Accounts - BUILDING CONTROLS & SOLUTIONS

Building Controls & Solutions is a leading value-added Distributor and solution provider of Building Automation control products and systems.  We provide products and services to Mechanical, Electrical and Controls Contractors working in the Building Automation markets. We offer a wide array of Building Automation products specializing in HVAC controls, gas detection systems, flow measurement, security and access control, lighting control, wireless, analytics and IoT technologies. We also provide solutions to Plan/Spec or Design Build contractors and integration providers that work closely in the above industries.  Customers range from OEMs and Integrators to Contractors and End Users.  BCS provides industry leading solutions of building automation and energy management products from the leading manufacturers in our industry.  Our dedicated and experienced staff leverages our relationships with industry leading manufacturers to develop competitive solutions solving building automation and energy management challenges in the commercial building space.  We operate in/around local branches, geared for Contractor visits, with a showroom of available products. 

Responsibilities  

• Work with Vice President of Sales, Regional Directors and Regional Sales Managers to identify and target strategic National Accounts as outlined by BC&S strategic directives. 
• Understand strategic National Account customers’ long-term business goals, associated pain points and identify suitable upselling and cross-selling opportunities. 
• Develop and maintain a solid and trusting relationship with strategic accounts.  
• Lead the implementation and solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel. 
• Build relationships with key decision makers at customer organization and understand the internal organizational dynamics of strategic customers. 
• Responsible for revenue, order booking and P&L of the client business and growing the business.  
• Lead a joint strategic account planning process with strategic customers that develops mutual performance objectives, financial targets, and critical milestones. 
• Conduct Quarterly Business Reviews with key stakeholders and strategic accounts 
• Cultivate consulting relationships with customers, form customer relationships at multiple levels to provide good service, develop future business opportunities, and gain referrals. 
• Conduct comprehensive account review at least quarterly with strategic customers.  

Project Management Responsibilities 

• Coordinate the involvement of company personnel, including support, service, and management resources, to meet strategic account performance objectives. 
• Ensure that requests for major service changes (moves, adds, changes) by strategic customers are carried out and that client requests are resolved expeditiously.  
• Coordinate post-sale follow-up activities, ensures that billing is correct and handles any service or billing problems. 
• Execute successful service level agreements (SLA), contracts, contract renewals and price increase terms with strategic accounts. 
• Respond to customer requests to reduce spending or cancel the contract by helping the customer solve problems or maintain services given budget limitations. 
• Responsible for submitting monthly, quarterly and yearly expense, sales forecasts, and sales activity reports as required; including ensuring administrative procedures are performed as necessary to complete required reports and ensuring all business activities are carried out efficiently and within budget constraints 
• Monitor and achieve quarterly retention targets, utilize accurate sales forecasting techniques to reflect accurate customer revenue potential and growth opportunities 
• Complete required administration and reporting as required by management and the business (i.e. HubSpot accuracy, KPI reporting). 
• Share leading / best practices and client trends / behaviors with rest of account management team and with client portfolio to ensure that the knowledge is leveraged. 
• Responsible for the delivery of monthly reports for assigned accounts such as: market trends, competitor’s information, YTD and 3-month forecast, pipeline of opportunities, risk and issues, and keeps customer database up to date by recording all activities, transactions, and communications with customers. 

Leadership Responsibilities 

• Provide leadership for the other NA inside sales team, who also work with customers  
• Works with internal cross functional teams, including Regional Directors and collaboration with Regional Sales Managers to align National Accounts with local Account Managers.  
• Represent the company at various trade associations and meetings to demonstrate and promote our products as well as understand and expand knowledge of client sector / vertical, business, key competitors and further expertise in specified business / industry. 

People Management Responsibilities  

• Conduct job-related training to increase knowledge, consultation, negotiation, and sales skills; attends strategic and/or conduct development meetings with sales management. 
• Monitor client engagement levels, conduct periodic business reviews and undertaking measures to gain traction with the client as well as provide guidance to team. 
• Hire, coach and lead a team of inside sales and business development personnel. 

Skills and Experiences 

• Relevant sales experience, including strategic sales to Global Accounts, Major Accounts, National Accounts etc. in a business-to-business sales and/or account management organization.  
• Experience as the primary account manager for a large enterprise working with multiple business units and influencing governance and policy is a plus. 
• Strong presentation skills, written and verbal communication and interpersonal skills, ability to build interpersonal relationships. Demonstrated experience with presenting to groups of vice presidents, directors, managers, clients, customers and/or channel partners. 
• Previous large account management and selling in complex decision-making situations with experience in large complex deal negotiations with a successful track record; ability to navigate across our company and the customer in a trusted advisor/consultative approach; and, establishing credibility quickly with senior level executives across the organizations. 
• Commercial awareness of our company processes and common business practices. 
• Extremely organized and able to manage multiple accounts simultaneously. 
• Highly driven, with passion for excellence in customer service and customer management with a confident assertive style. 
• Effective time management skills including the ability to influence others to a desired outcome. 

Educational Background 

• BS/BA degree in related discipline or management-related field from an accredited university. 
• 10+ years management experience in a related service industry or successful track record as an Account Manager  

Technical Skills 

• Good PC skills; including use of the CRM software, Pipeline management, Sales Management & reporting System, Microsoft Office Tools.  
• Experience in HubSpot and Profit 21 to track and forecast account activities. 
• Selling in a long sales cycle with complex financial data and strong understanding of financials, profitability and cash flow.  
• Analytical mindset in order to uncover mechanisms of customer/vendor relationship 
• Knowledge of economics and statistics. 
• Sales forecasting and goal-setting techniques and software. 
• General business planning and financial planning skills. 
• Understanding of high-value models of selling. 

People Management Skills 

• Strong interpersonal, negotiation and communications skills.  
• Ability to lead a team effectively and provide direction to other members of the team with a strong track record of leadership, coaching and mentoring abilities.  
• Ability to build and organize cross-functional internal teams to achieve strategic account goals and lay out clear action plans for every member. 
• Ability to quickly assess the situation and prioritize accordingly, be it internal scheduling issues, organizational changes in customer company, or some unexpected production emergency.