Residential National Accounts Manager

Company / Location Information

A. O. Smith is a global leader applying innovative technologies and energy-efficient solutions to products manufactured and marketed worldwide. The company is one of the world’s leading manufacturers of residential and commercial water heating equipment and boilers, as well as a manufacturer of water treatment products for residential and light commercial applications. A. O. Smith is headquartered in Milwaukee, Wisconsin, with approximately 12,000 employees at operations in the United States, Canada, China, India, Mexico, the Netherlands, and the United Kingdom.

Primary Function

The Residential National Accounts Manager will develop and manage new and existing commercially focused national accounts, build and foster business relationships, utilize solution-selling techniques to identify business needs, develop customized solutions, and measure revenue increases. This position is responsible for driving profitable growth, customer satisfaction, and expanding the company’s share in assigned accounts by developing, implementing and driving strategic account development and growth.  The position partners with the division sales organizations to develop, coordinate, and deploy a strategic commercial national account management plan to achieve and leverage the full breadth of the company’s offerings within its customer base. 

Responsibilities

• Establish and develop deep partnering relationships with the customer's national, regional and local management team and other customer decision-makers, engaging internal executive management team with customer as appropriate.
• Utilize business acumen in order to understand the customer's business for each of the assigned accounts; provide industry input in order to develop the company’s value proposition.
• Ensure high customer satisfaction, facilitating positive long-term relationships with high potential for continued business and revenue growth with customers.
• Effectively communicate with the entire internal account team to ensure the customer’s expectations are exceeded. 
• Participate in sales forecasting and planning to ensure effective market planning and continued revenue stream, negotiate client contracts and agreements, build project cost models and execute on direct business development programs.
• Lead the development of each assigned strategic account plan and strategy coordinating with the appropriate division resources (i.e., sales directors, operational support personnel, executive sponsor, and knowledge experts ).
• Implement the strategic account plan and associated action plans ensuring that executive management is continually informed of progress and account status. Involve executive management as appropriate.
• Ensure enterprise accounts have an engaged Executive Sponsor. 
• Conduct “Strategic Account Reviews” for all key accounts bi annually.
• Develop, organize and evaluate market research and adjust marketing strategy to meet changing market and competitive conditions. Provide information on current and future pursuits and pipeline across assigned accounts.  Forecast and track growth against the established baseline and account plan.
• Monitor industry and economic trends, competitor products, sales and marketing activities and provide bi annual market update report to leadership.
• Provide market intelligence on product research and development.
• Develop and recommend product positioning and pricing strategy to earn new business.
• Perform other duties as assigned

Role Specific Responsibilities

Qualifications

• Bachelor's Degree in Related Field
• 3+ years of related work experience or training
• Progressive responsibility in strategic sales or sales management to mid-size and large customers
• Proven experience providing strategic account management to mid-size and large organizations through matrix environments, requiring multi-million dollar complex contracts
• Experience developing and managing new and existing accounts and selling within all levels of an organization