National Account Manager(Beverage)

Purpose of Role

The purpose of the National Account Manager (NAM) role is to secure and expand trusted advisor relationships with strategic National Accounts in the Beverage Industry with a focus on selling Rehrig Pacific’s Direct Store Delivery Solutions (DSD). The DSD solutions include material handling equipment, advanced technology, core products (Reusable Transport Packaging), and services. The NAM role will be responsible for meeting our strategic business objectives in the Beverage Industry by winning new logos via direct sales into new Beverage distributor accounts and increasing sales and profitability among existing clients.

Areas of Accountabilities

Achieve Sales Targets

• Achieve financial results by meeting and exceeding revenue, and gross profit goals.

• Drive execution of our product and value proposition to customers that deliver profitability measurements for Rehrig Pacific.

• Manage Salesforce to create a digital twin of the business.

• Actively prospect potential customers and map stakeholders effectively to build a pipeline at least 3x your quota. You may have SDR support, but ultimately you are responsible for your pipeline.

Customer Engagement

• Cultivate strong customer relationships to become a trusted advisor to align our solutions in accordance with customer needs.

• Foster customer negotiations to ensure favorable terms and conditions for both parties.

• Lead the relationship between customers and internal teams to identify and address specific customer requirements.

• Conduct thorough needs assessment and ROI analyses to propose tailored solutions that support customers’ strategy, organization, decision-making process and growth plans.

Cross Functional Collaboration

• Work cross-functionally with Category Management, Operations, Support, Marketing, and Implementation teams to support the needs of our customers.

• Offer insight on pricing, competitor data and key takeaways from customer calls as necessary and create alignment with Director on go-to-market initiatives for sales representatives.

• Develop and deliver effective account presentations, ensuring multiple levels of stakeholders from both sides are engaged.

Market Research

• Identify product category and industry gaps, sales opportunities, and product expansion opportunities.

• Stay informed about industry trends, market conditions, and the competitive landscape to effectively position our products and services.

• Communicate changing customer needs to Director of Sales.

Continuous Improvement

• Undertake self-development activities, seek increased responsibilities, ask for and offer help when needed.

• Identify internal sales process inefficiencies, areas for improvement, or non-value-added work and communicate to Director of Sales.

• Serve as a role model to the wider DS Sales Team, supporting enablement and growth of the SDRs and TSMs.

Knowledge, Skills, and Experience

• BA / BS degree required.

• 5 years direct selling experience, knowledge of the Beverage Industry is a plus.

• Experience using Salesforce and Gong are advantageous.

• Proven track record of navigating complex sales cycles resulting in 6 & 7-figure deals.

• Analytical mindset with a knack for problem solving.

• Exceptional written and oral communication skills, including negotiation.

• Self-motivated, results-driven and able to work both independently and collaboratively in a remote environment.

• Excellent communication, presentation and negotiation skills.

• Resilience, tenacity & diplomacy

• Able to analyze performance metrics and identify actionable insights to make informed business decisions.

• Able to respond to changing landscape and still deliver results.

• Strong sales, relationship building, presentation, and influencing skills.

• Minimum 50% of time spent traveling by airplane.

• Job may require physical lifting of product. (Samples of crates, trays, pallets, etc.)