What are the responsibilities and job description for the Senior National Account Manager position at INCPG?
Position Title: Senior National Account Manager
Summary:
The Senior National Account Manager will play a pivotal role in developing and executing the annual business plan for their assigned accounts, driving both sales and profit growth across current and new product lines. As a key leader within the sales team and an integral member of the channel’s leadership group, this role will build long-term strategic partnerships with customers while ensuring critical sales and profit objectives are consistently achieved.
Key Responsibilities:
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Lead a high-performing sales team and manage virtual office operations while embodying the company’s core values and strategic priorities. Foster a culture of continuous improvement and adaptability, ensuring goal-setting, performance tracking, and accountability through scorecards and metrics.
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Cultivate strong, trusting relationships with key decision-makers. Deeply understand customer strategies, priorities, and growth potential across departments to identify opportunities for productive partnerships.
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Develop and implement customer-specific strategic plans that create competitive advantages, enhance customer satisfaction, and drive growth. This includes assortment expansion, new product launches, promotional campaigns, and plan-o-gram improvements.
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Identify and capitalize on business opportunities, securing internal support from senior management when needed. Lead the sales process from start to finish, ensuring seamless execution at every stage.
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Take the lead in preparing and delivering high-impact sales presentations, product line reviews, and promotional proposals. Collaborate cross-functionally to align on customer objectives, presentation strategies, and negotiation tactics to achieve business goals.
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Conduct store visits and market assessments while engaging with customer leadership to explore local initiatives that drive mutual business growth.
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Work closely with the Cincinnati teams to leverage best-in-class analytics, replenishment, marketing, and operations capabilities. Ensure customer needs are clearly communicated and integrated into annual plans.
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Partner with Operations and Brand teams to create and execute customer-focused programs that drive sales and market share growth while achieving financial targets.
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Oversee budgeting and forecasting processes, fostering a collaborative environment with both internal teams and the customer’s supply chain to ensure forecast accuracy.
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Stay current in the field by engaging in continuous learning through educational opportunities, professional networks, and industry publications.
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Perform other duties as assigned by management.
Qualifications:
- Bachelor’s Degree in Business Administration, Marketing, or a related field required.
- MBA preferred.
- 5-7 years of leadership experience.
- 7-10 years of proven sales experience, with at least 5 years managing major customer accounts.
- Strong marketing and sales expertise, with demonstrated success in developing and executing customer strategies.
- Advanced analytical skills with the ability to translate metrics into actionable recommendations.
- Excellent presentation and communication skills, both written and verbal.
- Leadership qualities with the ability to guide and inspire teams.
- Ability to build and sustain strong customer relationships, with a persuasive and strategic approach.
- Self-driven, able to manage pressure effectively, and highly motivated.
- Proficiency in Microsoft Word, Excel, and PowerPoint.