National Accounts Manager

Job Summary

Primary responsibility encompasses developing, managing, and selling to National accounts for Inline Plastics. The National Accounts Manager along with the Director of National Accounts will identify target national accounts and formulate strategies to penetrate them. Additional responsibilities include implementation of monitoring systems to track goals and accomplishments, forecasting business and budgeting expenses.  The overriding goal of these positions is to meet or exceed given sales and profit goals and objectives assigned by the Vice President of Sales.

Essential Job Responsibilities

To perform this job successfully, an individual must be able to perform each essential functions/duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Other duties/functions may be added or assigned.

Operation

• Build relationships by making sales calls to designated national accounts.
• Provide information via feedback and guidance to the Vice President of Sales with respect to market knowledge, product knowledge and sales techniques.
• Build strong relationships at major and key accounts.
• Follow direction and vision from Vice President of Sales to ensure proper presentation and execution in National Accounts.
• Provide internal communication and support to Vice President of Sales.
• Provide strategy to implement new product launches.
• Utilize VP of Sales to assist in closing National Account Sales.
• Report to Vice President of Sales regularly in writing, information regarding new business, future objectives and goal setting.
• Utilize systems to collect and maintain data to track from sales calls and analyze results.
• Utilize systems for monitoring sales activities with respect to weekly sales calls and itineraries.
• Utilize systems for tracking market and competitor information as it regards the current sales activities.
• Provides required sales growth in core and new products to meet budgeted forecasted goals. 
• Manages day to day administration of given accounts to include: Pricing, POD’s, Returns, and Collections. 
• In addition, interface with R&D and Marketing to provide direction as to the needs of National Accounts.
• All sale activities within target national accounts.  Responsible for growing existing assigned accounts, target markets and new customers within a specific geographical area.
• Increase annual sales through the systematic addition of new accounts that meet the criteria for new National Account business.
• Increase sales at existing and targeted new national accounts.
• Create a presence and build relationships between assigned accounts and Inline.
• Collect and maintain data to understand market trends.  Track sales effort and analyze results and improve them where needed.
• Set up National Pricing for National Accounts in conjunction with VP Sales.
• Oversee implementation of National Account Programs and coordinate rollouts with regional managers and customer service.
• Conduct quarterly updates with VP Sales, Marketing and R&D.
• Create National Account Book of Business.
• Assist in budgeting for sales and marketing expenses.
• Assist in forecasting future business.
• Execute sales and marketing campaigns which exploit the current market position and strengths of Inline Plastics.
• Advise Manufacturing of capacity requirements for National Accounts.
• National Account shall be defined by one or more of the following criteria:
  • A minimum of $1.0MM annually
  • Headquarter responsibility and 50 or more units
  • Multiple manufacturing or distribution locations covering multiple regions
  • An account is designated “National” if it is in the best interests of Inline Plastics
• Traveling is an extensive part of the job.

Safety

• Comply with the EH&S Policy and applicable regulatory and company EH&S rules and requirements.
• Report to supervision conditions or practices that are either unsafe or that may adversely impact the environment, to ensure prompt resolution of potential hazards.
• Attend scheduled EH&S training program.
• Actively support the organization’s efforts to meet or exceed EH&S goals and plans.
• Recommend improved EH&S practices. 
• Practices safe work habits and follows general safety procedures such as proper lifting and bending, ergonomics, proper use of equipment and use of personal protection equipment (PPE).

Product Safety and Quality

• Follows Product Safety and Quality standards.
• Follows GMP’s in regard to food contact packaging as it pertains to the employee.
• Follows IPC product defense standards and complies with all SQF requirements.

Qualifications

Minimum Requirements (include education, experience, special skills, licenses and/or certifications required.)

The list below represents the knowledge, skill, and/or ability required to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor's degree (B. A. or B.S.) from four-year college or university; and five years related experience and/or training; or equivalent combination of education and experience.
• Experience with Excel and PowerPoint.
• Ability to read, analyze, and interprets general business periodicals, professional journals, and technical procedures.
• Must possess the ability to compose letters in response to customer requests.
• Must be able to make prospective customer contacts and explain features of product or make recommendations based on customer's needs.
• Interact with customers or potential customers via the telephone, at trade shows, or company meetings.
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume, also the ability to apply concepts of basic algebra and geometry.
• Ability to interact with public and handle all customer requests, and product line development. 
• Must be able to develop and analyze sales projection reports and statistics.