Sr. Manager of National Accounts - Wausau Supply Company

This position can reside in any metropolitan area near a major airport.

As a Senior Manager of National Accounts, you will be responsible for managing the business development, selling effort and account management activities for one step distribution and other accounts as needed.  You will be responsible for developing a deep understanding of the client, trade specific procedures, complex stakeholder relationships, and go to market tactics designed to increase with National Account clients. In this highly visible role, you will collaborate closely with the sales, product management, marketing, and account management to develop value propositions tailored to your key National Account client needs and communicate their progress with the Director of Sales. Senior Managers of National Accounts work in a team environment, operate remotely from a home office and must be close to a major airport.

KEY RESPONSIBILITIES

• Work every day to establish Wausau Supply as an industry leader and trusted partner for our clients
• Develop plans to identify, cultivate and convert appropriate prospect accounts into new, long-term Wausau Supply Preferred Account clients
• Establish multi-level relationships with the key decision makers within existing accounts and develop strategies to increase sales these clients
• Support the winning efforts of the Wausau Supply sales team by driving the Wausau Supply position and preference
• Act as single point of contact and provide enhanced services that match the client’s value chain while delivering superior customer satisfaction
• Identify and create relationships with the agreed upon decision makers in each existing owner account on a local, regional, and national level
• Understand how the client becomes successful and provide solutions for the client to reach their goals
• Identify the complete portfolio opportunity and prioritize our involvement utilizing our technical, marketing, and customer service resources
• Identify and create a business plan to increase our market share with the existing account based on understanding how the client becomes successful year over year
• Develop customer channels of communications to improve perceptions of the value of Wausau Supply products
• Communicate with the customer up front what is possible through our strong suites. Make sure the communication is clear and concise to minimize conflict. When conflict does occur, mediate the situation utilizing key Wausau Supply personnel as support for the discussion
• Develop, implement and drive a sales strategy for the segment, based on year over year growth with the existing client base
• Review sales proposals to ensure that they meet revenue and margin target
• Take direction from the Director of Sales; communicating via e-mail with them and the CSR group when needed

REQUIREMENTS

• Bachelors and/or advanced degree preferred.
• Ability to analyze and evaluate product lines & systems, competitor offerings and positioning
• Ability to understand customer needs and develop appropriate exterior system solutions and business solutions
• Skilled in negotiation, problem resolution and candid direct communication
• 3 – 5 years of experience in business development and/or national account level sales within the construction, residential sales industries, big box or one step distribution markets
• Ability to formulate value-add questions and value propositions to create differentiation
• Ability to identify and navigate complex selling situations; then formulate strategies to overcome them
• Ability to work cross-functionally with proven experience working in a team environment
• Comfortable presenting in front of seasoned clients and industry stakeholders in both direct selling and educational settings
• Knowledge and competency in a CRM system, MS Office, Adobe software
• Ability to lift 50lbs
• Valid driver's license
• Ability to travel up to 80%

PREFERRED QUALIFICATIONS

• Previous, relevant experience with national/regional account base such as big box and one step distribution.
• Experienced in new business development and advanced sales techniques including strategic and multi-influencer, selling environments
• Expert verbal and written communications skills
• Expert knowledge of competitor product lines and price levels

Reports to:   Director of Sales