Job Purpose
The national account manager develops and sustains long term customer relationships for mutual growth, profitability, trust, loyalty, innovation, and risk management with national builders, retailers, distributors, pro dealers and one steppers. This person must provide overall account leadership and must manage this customer as a business on behalf of LP. The account manager must bear full responsibility for building a strategic plan, as well as organize and deploy appropriate internal resources to drive value co-creation that meet or exceed LP’s revenue targets. The Account Manager will identify and qualify opportunities within their accounts on both a short- and long-term basis, and develop and drive growth strategies, team-to-team alignment and executive relationships together with cross-functional team members. The Account Manager will conduct coaching and strategy sessions as needed with their account teams to facilitate the co-creation of customer value and ensure ongoing internal alignment and account growth. The Account Manager will function as the central focal point for communications regarding account planning, strategy, collaboration, resource allocation and customer engagement.
We’d love to meet you if...
… you’re energized by big challenges and creating a plan to meet the challenge
… you enjoy working with others to deliver great work
… you’re innovative and looking for a values-driven, positive culture and environment
In this position you will have the opportunity to:
Build and grow strong trust based relationships with customer stakeholders, supporters and sponsors.
Engage collaboratively with customer stakeholders, sponsors and supporters and facilitate appropriate inclusion of our cross-functional team for the purpose of understanding what matters most to them and pursuing compliant and on-label value co-creation and co-innovation together.
Develop and manage key relationships at the senior customer level, and demonstrate executive level communication skills.
Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.
Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.
Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a short term and longer term (one and five-year period).
Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
Achieves assigned sales and volume quota in designated strategic accounts.
Meets assigned expectations for profitability.
Participation in strategic account management certification training, and comply with yearly training requirements.
Create compelling business cases to secure new business.
What do I need to be successful?
QUALIFICATIONS:
- Demonstrated knowledge of large strategic customer management.
- Strong negotiation and budget management skills.
- Demonstrated knowledge of effective customer service and support.
- Executive level presentation skills
- Excellent written and oral communication skills.
- Strong interpersonal and persuasive skills.
- Demonstrated innovative thinking.
- Demonstrated leadership and project management skills.
- Program development and design skills.
- Thorough understanding of company policies and procedures.
- Ability to operate a computer and supporting software. Strong spreadsheet skills.
- Maintain proficiency with customer account systems to obtain sales, inventory, and performance information
- Ability to analyze sales and inventory data for trends, anomalies, and opportunities.
- Knowledge of customer account structure (merchandising, inventory, logistics) and how each interacts with vendors
- Ability to align a team toward specific goals and advise of specific business requirements
- Ability to develop, interpret and present market data
Education
- Bachelor’s degree in Business, Marketing, or related field. MBA preferred.
EXPERIENCE:
- Previous success in handling large opportunities, initiatives and projects over lengthy discovery, development and deployment periods is strongly advised, along with a thorough working knowledge of our industry.
- Proven ability to build trust-based relationships that lead to account sponsors and supporters (both internally/within our organization and externally with customers) is also advised.
- 10 years of demonstrated sales and marketing experience, including 2 years of National Accounts management experience preferred; Or any equivalent combination of experience and training that demonstrates the ability to perform the key responsibilities of this position
- Demonstrated knowledge of building products industry
- Demonstrated knowledge of effective sales methods
- Strong negotiation and budget management skills
- Demonstrated knowledge of effective customer service and support
- Executive level presentation skills
- Program development and design skills
- Maintain proficiency with customer account systems to obtain sales, inventory, and performance information
- Ability to analyze sales and inventory data for trends, anomalies, and opportunities.
- Knowledge of customer account structure (merchandising, inventory, logistics) and how each interacts with vendors