National Accounts Manager - Pallet Services

Overview

As a National Accounts Manager (NAM) , you’ll get to retain existing customers and grow new business by developing and cultivating strong customer relationships with our Key Account Customers. The NAM will continuously seek to understand the customer needs through constant contact, consultation, and by ensuring cross functionality within the organization. The successful candidate will be knowledgeable on the entire organization’s suite of offerings and sell appropriately to each respective customer. This role is vital to our success and growth as an organization!

Here's a look at some of the services you'll sell!

What You'll Do

• Responsible for customer facing relationships at all levels of our national accounts, including: • Building and maintaining a mindset of becoming a trusted advisor • Seeking deeper understanding of customers’ business needs and strategic initiatives to bring solutions forward and uncover new service offerings and revenue streams • Meeting or exceeding retention, growth, and profitability targets for assigned customer, including managing an active pipeline of opportunities to grow profitable share • Developing and executing business plans for assigned customers with annual, quarterly, and monthly objectives • Ensure customer satisfaction and retention by effectively managing service and material quality while meeting customer contract terms and SLAs • Understand customers’ total program, identify value add opportunities and manage projects to capture those throughout the contract • Identifying and quantifying new opportunities within the account • Work closely with onboarding new accounts (or new sites) utilizing resources within functional partners, including Sales, Brokerage and Customer Service teams • Develop and implement account plans that document specific sales strategies and tactics • Facilitate and execute planned renewal sales activities on a target list of existing customers with favorable language per company guidelines • Develop presentations for account specific communication plans and business reviews that effectively and powerfully communicate the company’s value proposition • Regularly analyze the customer book to identify customer trends and account profitability and opportunities to add greater value for the customer • Forecast and track sales revenues and activities in a timely manner using the customer relationship management (CRM) system and other tools • Maintain accurate records of sales activity, contacts, opportunities, account information and pipeline activity • Coordinate quarterly business reviews to communicate performance, reinforce value and additional value-added propositions • Maintain awareness of industry trends, market conditions and competitive environment to proactively communicate opportunities with customers • National travel including overnight of 30-50% including customer business reviews, customer events and applicable industry trade shows • Responsible for managing a $40-$60M book of business annually, with full accountability for growth and retention