What are the responsibilities and job description for the Director of National Accounts position at ONYX?
Company Description Based in North Carolina, ONYX is a manufacturer of high-performance floor scrubbers, burnishers, and concrete polishers designed to enhance productivity and reduce operating costs. ONYX develops fast, simple, and reliable products that help customers optimize their operations and achieve superior results. Team members join a forward-thinking environment that values continuous improvement, product excellence, and customer success.
Position Summary
The Director of National Accounts is responsible for growing ONYX revenue with existing and new National Account customers. This position will develop strategic customer relationships, identify new opportunities, manage buying groups and GPOs, and work closely with ONYX distributor partners and independent sales representatives to drive National Account growth.
Key Responsibilities
- Grow revenue with existing National Accounts and develop new National Account customers.
- Identify and pursue opportunities across key verticals including:
- Building Service Contractors (BSCs)
- Education
- Healthcare
- Retail
- Aviation / Transportation
- Industrial Manufacturing
- Commercial Real Estate / Property Management
- Sports & Entertainment
- Hospitality
- Government
- Develop strategic account plans for key National Accounts, including revenue targets, decision makers, locations, opportunities, and competitive positioning.
- Build relationships with senior-level decision makers, procurement teams, and operations leaders.
- Manage ONYX's participation in buying groups to ensure these programs generate measurable growth.
- Identify and establish relationships with additional GPOs, buying groups, and strategic purchasing organizations.
- Work with ONYX distributor partners and their National Account teams to identify, develop, and close opportunities.
- Coordinate with ONYX independent rep groups to support demonstrations, training, installations, and local account needs.
- Conduct National Account meetings, demonstrations, presentations, and business reviews.
- Organize National Account meetings, seminars, and training events at ONYX headquarters.
- Manage National Account pricing, proposals, trials, and program requirements in coordination with the Vice President of Sales.
- Maintain an accurate National Account pipeline, forecast, and customer activity within the CRM.
- Work with Operations, Service, Marketing, and Product teams to ensure successful implementation and support of National Account programs.
- Represent ONYX at customer meetings, trade shows, conferences, and industry events.
Performance Measures
Success will primarily be measured by:
- National Account revenue growth
- New National Accounts activated
- Growth within existing National Accounts
- Buying group and GPO growth
- Development and conversion of the National Account pipeline
- Customer retention and expansion
- Forecast accuracy
Qualifications
- Significant experience managing and selling to National or Strategic Accounts within the JanSan industry.
- Proven success developing new business and growing existing accounts.
- Experience working with distributors, BSCs, buying groups, GPOs, or multi-location customers preferred.
- Strong industry relationships and relationship-building skills.
- Excellent presentation, negotiation, and communication skills.
- Ability to independently manage complex, multi-location sales opportunities.
- Willingness to travel nationally as required.
Ideal Candidate
A relationship-driven sales leader who can create demand at the end-user level while effectively working through ONYX's distributor and independent rep network. The successful candidate will be proactive, organized, accountable, and focused on turning National Account relationships into measurable revenue growth.