You are viewing a preview of this job. Log in or register to view more details about this job.

National Account Manager

C.A. Short Company
Email

Position Summary

The National Account Manager is responsible for building a portfolio of new clients by identifying and closing business opportunities in targeted markets. This role requires expertise in lead generation, prospecting, and developing relationships with potential customers, with a primary focus on organizations that have not yet engaged with the company. The individual must excel in cold outreach, delivering persuasive sales presentations, and negotiating deals while consistently meeting or exceeding sales targets.

 

The National Account Manager will collaborate closely with internal teams, such as marketing and customer success, to ensure seamless client onboarding and long-term success. Additionally, they will track market trends and competitor activities to tailor strategies, provide valuable insights, and maintain updated reports and forecasts in the CRM. Success in this role requires strong communication skills, adaptability, persistence, and a strategic approach to building a new client base.

 

The position demands a proactive mindset, with a focus on uncovering client needs, addressing objections, and offering customized solutions, all while driving growth and expanding the company’s market presence.

 

Essential Duties and Responsibilities

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

Prospecting & Lead Generation

  • Identify New Business Opportunities: Use market research, networking, referrals, and other channels to generate new leads.
  • Cold Outreach: Engage in cold calling, emailing, and social selling via platforms like LinkedIn to reach potential clients.
  • Leverage CRM Tools: Utilize CRM software to track leads, monitor the sales pipeline, and document all outreach and customer interactions.

 

Developing Relationships

  • Initial Contact and Rapport Building: Establish and nurture relationships with decision-makers, focusing on building trust with new prospects.
  • Understand Customer Needs: Ask questions to uncover client pain points, goals, and business needs, tailoring solutions that meet those needs.
  • Networking: Attend industry events, conferences, and other networking opportunities to connect with new potential clients.

 

Sales Presentations & Demos

  • Deliver Compelling Pitches: Conduct product or service demos, presentations, and meetings with prospects to showcase value propositions.
  • Customizing Solutions: Personalize pitches to address specific client pain points and articulate how your offerings can solve those problems.
  • Handle Objections: Address any concerns raised by prospects and counter objections confidently to maintain sales momentum.

Negotiating Contracts & Closing Deals

  • Negotiation Skills: Work through contract terms, pricing, and other deal aspects with C.A. Short Executive Team and clients to close the sale.
  • Finalizing Sales: Ensure all agreements are completed accurately and work closely with legal and finance departments as needed.
  • Follow-Up: Maintain communication after the proposal to ensure the deal moves forward.

 

Meeting Sales Targets

  • Quota Achievement: Consistently meet or exceed monthly, quarterly, and annual sales quotas.
  • Performance Tracking: Use sales data and reporting to track personal performance against key performance indicators (KPIs) and adjust strategies as needed.

 

Collaboration & Internal Communication

  • Cross-Departmental Collaboration: Work closely with marketing, customer success, and product teams to ensure new accounts receive the best onboarding and customer experience.
  • Feedback Loops: Provide feedback to internal teams regarding customer needs, market trends, and competitor insights to refine the sales process.

 

Market & Competitive Analysis

  • Monitor Market Trends: Stay informed on industry trends and competitor activities to better position products and identify new opportunities.
  • Competitive Strategy: Develop competitive strategies to position your company’s offerings effectively against the competition.

 

Reporting & Forecasting

  • Sales Forecasting: Provide accurate sales forecasts and reports to management, detailing the likelihood of deals closing.
  • CRM Updates: Ensure that all prospecting, communication, and deal progress is accurately documented in the CRM.