National Accounts Regional Manager

 

Join our Team as a National Account Regional Manager!

 

The Role:

 

The National Accounts Regional Manager is responsible for working closely with National Account Managers to manage customer accounts at a national account level, maximizing all opportunities for sales within the accounts for their assigned region/accounts.  

They will achieve results by working closely with Raymond NAM's to grow share of wallet, engage directly at the appropriate levels within the assigned customer base and drive corporate lead initiatives through exceptional sales leadership and a customer focused approach. 

 

What You’ll Be Doing:

Expected Deliverable
(Marketshare Growth, Customer Satisfaction, Raymond Market Intelligence) 

• Increased Marketshare in assigned region via National Account sales activity 
• New account development (Conquest), and incremental sales growth within existing accounts (Defend) 
• Region oversight and analysis of National Account sales for RAMI and TMHNA National Accounts 

 

Analytical Responsibilities
(CRM, Account Plans, QBR, Market Trend) 

• Report weekly on regions’ sales results to Director of National Accounts. CRM is the customer management system in which you will maintain your customer interactions. Ensure that NAM reps are: 1) Create and maintain customer classification, address, contacts 2) Create and maintain customer forecasts 3) Create and maintain customer Account Plans 4) Create all quotes and order all trucks 
• Ensure QBR’s are taking place with all relevant decision makers within the customer account (Defend & Conquest).  This includes holding regular business review debriefings with Sales Representative’s to assess all opportunities for sales.  
• Ensure all Account Plans are up to date and identify specific actions to either attack or defend accounts within a specific timeframe.

 

Strategic Responsibilities
(Talent Evaluation & Acquisition, Process Improvement)   

• Evaluate National Account Sales Representatives (NAM’s & RAMI) on individual performances, quarterly and annually to determine future succession planning needs. 
• Identify hiring needs, assist with selection, and assist in training new NAM & RAMI reps in relation to market coverage. 
• Suggest new services/products and innovative sales techniques to increase customer satisfaction 
• Lead Conquest Account activity, directing Raymond and Service Center resources for account penetration 

 

Tactical Responsibilities
(Sales Process Execution, Resources Close to the Customer, Improved Communication) 

• Directing the activities within the National Accounts while building relationships with key personnel. 
• Networking at all levels within assigned national accounts in order to secure all business opportunities. 
• Ensuring both Service Center and Raymond, give the highest level of customer service to national accounts. 
• Identify large “B” National Accounts in territory.  Penetrate and work with corresponding HQ servicing Service Center. 
• Holding regular monthly meetings & debriefings with internal stakeholders about key accounts, both attack and defend (QBR’s).  
• Investigating and resolving issues raised by national accounts. 
• Insure true account management is taking place, proactive not reactive, coaching and supporting NAM & RAMI reps. 
• Attend customer visits and coordinate factory visits representing The Raymond Corporation.  
• Prepare and review the annual budget for the region of responsibility. 

 

The above duties and responsibilities are representative of the nature and level of work assigned and are not necessarily all-inclusive.

 

What We’re Looking For:

• Bachelor’s Degree in business or a related field is preferred
• 8+ years of professional sales experience is required 
• Proven work experience as a Regional Sales Manager, Area Manager, or similar senior sales role
• Ability to measure and analyze key performance indicators
• Familiarity with CRM software