What are the responsibilities and job description for the Corporate Account Manager position at Network Distribution?
The Corporate Account Manager is responsible for driving new business growth, launching new customer programs and ensuring execution across a defined customer base of existing accounts. In this role, you will engage and partner with customers from mid-senior to executive level, accelerating growth by creating measurable value and delivering innovative solutions that transform their business operations.
Success in this position requires developing comprehensive account strategies, crafting solid business plans, and maintaining deep knowledge of market trends and each customer's competitive landscape. You will collaborate closely with your sales director and extended sales team to execute these strategies effectively.
Additionally, you will leverage your existing relationships within the hospitality and foodservice space, working strategically with suppliers and sales representatives to identify and create new business opportunities.
ESSENTIAL DUTIES AND Responsibilities:
- Hunt and win new business opportunities through a variety of lead generation tools, outreach and attendance at industry events.
- Manage an established base of accounts and increase overall distributor, location and product line penetration to meet sales plan.
- Effectively and professionally manage base account opportunities through the sales process from identification stage of the funnel through account implementation, utilizing a CRM, Zoom Info and other available technology tools.
- Identify, build and execute a plan to develop relationships that are both deep and wide in customer, supplier, and Network Member/Distributors.
- Build and effectively utilize close relationships with targeted Network Members in the assigned customer segment(s), specifically senior sales team member and DSRs.
- Manage the timeline and quality of regular customer business reviews that include identifying strategies for business growth and Member profitability in each account.
- Have ability to understand and articulate a complex business model with multiple shareholders. Effectively navigate the engagement and coordination of all the constituents involved in managing corporate accounts: internal Network staff, Members and suppliers.
- Successfully manage the administrative and business functions of creating sales presentation documents and reporting and managing annual travel and expense budgets.
- Strong understanding of hospitality and foodservice operations and dynamics.
- Ability to analyze complex data sets, identify trends and make data-driven decisions
SKILLS AND ABILITIES REQUIRED:
- Proven track record of sales results in a multi-location, multi-regional or national account environment
- Excellent oral and written communication skills, coupled with strong listening skills
- Strong understanding of financial metrics and operational functions within distribution and customers
- Demonstrated collaborative team approach to consultative selling
- Independent self-starter with strong organizational skills
- Exemplary presentation skills
EDUCATION AND EXPERIENCE REQUIRED:
- Work History Requirements:
- Minimum 5 years of experience in corporate account sales
- Minimum of 2 years within focused customer segment
- Demonstrated success in managing corporate accounts
- Prior experience in industrial distribution and/or manufacturing or GPO experience
- Education Requirements:
- 4-year college degree preferred
- Proficiency in Microsoft Office Suite required
- Experience with CRM tools (e.g. Salesforce)