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The National Account Manager will be the primary business contact, servicing several large account customers, including Fleets, OEMs, Truck Stops and National Dealers, with a large number of locations and dynamic business needs. The role’s focus is to ensure the highest level of customer experience and business growth on each and every engagement. |
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Essential Responsibilities and Duties:
The successful incumbent will;
1. General
• Monitor and impact customer satisfaction on an on-going basis anticipating and addressing customer issues, resolving issues in a timely manner and use these opportunities to build a stronger relationship.
• Actively seek to learn and track market intelligence from customers.
• Identify opportunities and tactics within Large Fleet, Commercial OEM, Specialty Equipment OEM & Strategic Truck Stops with tire services.
• Understand customer and market dynamics, plan customer visits, and employ time management techniques effectively to build, maintain, follow up and close a sales pipeline comprised of various deal sizes and types to ensure consistent results.
• Build and routinely update business plans based on knowledge of the industry, emerging customer needs, and business offerings, that provide a forward-looking view of the next 1-3 years.
• Build business plans and execute the management/qualification of opportunities to drive the approved business plan.
•Research, evaluate, generate, and establish strategic account agreements.
• Prepare all appropriate inputs for customers including product, price, and/or service recommendations, and implement agreed-upon outcomes. Support customer negotiations in conjunction with the Executive VP.
• Maintain routine communication with management and leadership on various customer activities and initiatives.
• Maintain broad knowledge of company's solutions and capabilities versus the strengths/weaknesses of competitive products.
• Network with key contacts outside area of expertise to become industry expert.
• Identify emerging markets and market shifts while being fully aware of new products and competition status.
2. OEM Commercial & Specialty Equipment Channels
• Responsible for cultivating and maintaining key business-to-business relationships with all major Commercial Truck OEMs & Specialty Equipment OEMs within the U.S. domestic marketplace.
• Direct OEM customer contact for account management.
• Lead and manage all OEM related RFI, RFP, and/or RFQ submissions.
• Work with cross-functional teams including Customer Experience, Marketing, Engineering, Quality Control, and Warranty, to insure the best-in-class customer experience.
• Understand current and future market trends and OEM purchasing strategies.
• Identify new business opportunities in line with the wider product strategy.
• Work with customers to develop KPI's and structure metric review processes for performance evaluation.
• Identify and facilitate a leadership engagement plan to include corporate engagement as required.
3. Strategic Accounts – Large Fleet Sales
• Under the direction of Senior Management, responsible for cultivating and maintaining key business-to-business relationships with fleets.
• Build trust and foster a relationship to be recognized as a premier supplier.
4. Strategic Accounts – National Truck Stop Chains
• Responsible for cultivating and maintaining key business-to-business relationships with Love’s Travel Stop, Travel Center of America (TA), and Pilot/Flying J locations in the U.S.
• Build trust and foster a relationship to be recognized as a premium supplier.
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Qualifications:
• 3+ years of successful B2B National & Strategic Account sales experience preferred.
Knowledge, Skills, and Abilities
• Consistently deliver strong sales results.
• Strong, demonstrated and documented sales experience with the ability to demonstrate past success in selling a specific solution or service.
• Able to participate in business planning, forecasting, and analyzation of opportunities and estimate revenues.
• Able to follow a structured and repeatable sales process using strong sales skills.
• Must demonstrate recent success in selling and building strong relationships with Key Accounts.
• Strong business acumen capabilities.
• Strong communication and interpersonal skills to work effectively at all levels within Key Accounts, IMI leadership, and other staff.
• Sound organization, planning, analytical, and problem-solving skills.
• Ability to deliver strong, persuasive presentations face to face and via remote contact technologies.
• Must be comfortable working with various buyer types.
• Ability to uncover needs, gain agreement to possible solutions, present IMI offerings and gain commitment to purchase.
• Must have a hunter mentality to uncover opportunities – primarily with Fleets.
• Ability to engage and up sell current customers with new industry ideas and solutions.
• Needs persistence and nurturing skills required to succeed in longer term sales partnerships.
• Must be able to operate independently – exhibiting discipline and self-motivation to stay focused and put in the hard work required.
• Experienced road warrior preferred. Willing and able to travel independently and possess a valid driver’s license. Typical travel time is 3+ days per week.
• In depth knowledge of B2B product/service sales techniques.
• Knowledge of the transportation/trucking industry preferred.
• Knowledge and ability to operate standard office equipment including a PC, iPad, Microsoft Office Suite, and mobile communications devices and other software including PowerPoint, Excel, Salesforce or similar programs.
• Able to lift and carry up to 25 lbs
An Equal Opportunity Employer
Drug Free Workplace |
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