National Account Director - The Home Depot (5133)

Broan-NuTone leads the residential ventilation industry in North America with our innovative products, fulfilling our mission to improve people’s lives through better air. We are present in more than 110 million homes in North America and are proud to move almost 13 trillion cubic feet of fresh air per year. Our 2,000 entrepreneurs operate in four countries and our quality products are made by five manufacturing facilities we own and by trusted supply partners. Our leading brands include Broan, NuTone, Zephyr, Best, Venmar, and vanEE.

At Broan-NuTone we are all about growth, so we have a one-page Growth Agenda that serves as our true north at all levels in the organization. Founded in 1932, Broan-NuTone is the largest company in Madison Air, one of the world’s largest privately held companies with 8,000 entrepreneurs, $10 billion in enterprise value, and 42 manufacturing facilities in 11 countries around the world. Madison Air’s mission is to make the world safer, healthier, and more productive through the transformative power of air brings us all together. We are also passionate about the safety of our entrepreneurs, a culture that promotes safety, innovation, growth, a bias for action, and building trust.

Candidate will ideally be located in the Atlanta, GA area.

Business Job Title: National Account Director- The Home Depot.

Job Summary: Responsible for managing a portfolio of strategic accounts, representing the Company in all areas of business interface, growing, and developing existing business and identifying new business opportunities.

Job Responsibilities:

• Develop and retain/grow existing portfolio of customers.
• Achieve all targets established by Vice President of sales including revenue, strategic and profitability goals.
• Participate in establishing department budgets and sales plans.
• Establish strategic vision for each major customer and ensure effective measurement tools exist to monitor and report on progress.
• Represent customer within our organization as their voice, acting as liaison on project teams.
• Evaluate the market position of competing products/companies, identify product/market gaps, and recommend solutions.
• Provide leadership and direction prioritizing needs for the customers.
• Ensure pricing, programs and promotional efforts are properly planned, authorized, and communicated within both organizations.
• Effectively manage direct reports and rep agencies assisting in customer management activities.
• Continually monitor the competitive landscape for internal analysis and keep customer aware of any threats.
• Work with both our internal and THD’s planning teams to align on POS, inventory, WOS, logistics and major buy windows.
• Take advantage of opportunities to increase margins and reduce waste with the customer

Job Requirements:

Key Qualifications:

• Bachelor’s Degree or/and 5 years previous experience in direct sales role or commensurate activities with product knowledge for internal candidates.
• Strong experience in conducting/leading Product Line Reviews.
• Strong understanding of Point-of-Sale data and category management principles.
• Detailed knowledge of The Home Depot (THD), their business model and how to get things done internally.
• Ability to navigate through multiple facets of a Large Retailer system and understand levers to pull in all aspects of the customer.
• Ability and willingness to travel nationally/internationally when necessary.
• Ability to manage time and accommodate flexible schedule requirements.
• Commitment to continuous improvement.
• Focus on Profitable Growth strategies.

Key Competencies:

• Assertive and willing to jump in, take the lead and progress our initiatives quickly.
• Driven hunter looking to grow the business in the aisle and beyond capitalizing on regional, market and online opportunities.
• Expected to ignite the pro market and installation programs at THD.
• Partner internally communicating goals and getting internal buy-in to align and accomplish our objectives.
• Communication Skills – ability to communicate and express views to all customers (internal and external) across multi sectors and different levels of the organization. Ability to utilize business social media sites and networking are key attributes.
• Analytical Skills – confidence with information analyses and problem solving. Working knowledge of Microsoft suite products.
• Creative thinker and problem solver- does not wait for someone to hand them the answer, but seeks to understand resolutions and works to solve.
• Selling Skills – excellent presentation skill set in individual and group settings; developed negotiation skills including tact and diplomacy.
• Organizational Skills – planning, preparation and follow-up are fundamental elements as is highly motivated and competitive mindset.
• Must demonstrate behavior in line with our core values of trust, entrepreneurial, and bias for action.
• Indispensable Partnership building - establishes Broan-NuTone as the preferred vendor by building indispensable partnerships with customers by focusing on strategic vision, collaborative innovation, and execution. Works closely with customers’ leadership at all levels and functions. Relentlessly pursues Category Captainship at each retailer.
• Business leadership - treats the channel as a Business Unit by ensuring the team has a general manager mindset, assuming accountability of all aspects of the retailer partnership, collaborating cross-functionally to “make things happen”, and managing the P&L.
• Data, analytics, and insights-driven leadership - makes data & analytics a core competency. Understands and anticipates competitive threats, while building core capabilities for the future. Leverage insights on environment, consumers, and customers to deliver value now and in the future. Ensures the adoption of Category Management practices.
• Delivers (and exceeds) the business plan - including financial, market-share, innovation performance, measured by agreed KPIs. Competes aggressively and with healthy sense of urgency to deliver predictable, profitable, and sustainable growth, profit, and operational cashflow. Constantly analyzes sales and other results versus plan and adjusts to attain or exceed it, while managing sales and distribution mix and balancing brand and financial objectives.
• Builds an indispensable partnership day-to-day - maintains deep knowledge of customer’s goals and objectives, ensuring alignment with what is important to them and understanding how this could impact the business. Drives a mutually beneficial relationship, constantly finding “win-win” solutions. Brings the retail partner along for the journey (e.g., developing a joint business plan and reviewing it regularly; innovation summits), while solidifying Broan-NuTone’s market leadership. Maps key relationships at all levels and all functions and develops and executes a plan to enhance.

Capability building & commercial excellence - constantly pursues commercial excellence by treating it as a continuous improvement journey. Frames a prioritized capability building agenda and makes its execution part of the day-to-day operation through coaching, shadowing, stretch-assignments, formal training, etc. Develop key capabilities to run, change, and transform the business, to deliver today and build the future. Makes negotiation planning, execution, and follow-up a core discipline.