National Account Manager

Job DescriptionPosition Summary\n\nWe are seeking an experienced Regional Manager - National Accounts to lead and develop a team of National Account Sales Managers within an assigned region. This role is responsible for driving profitable regional growth, expanding market share, coaching and managing a team of account executives, and overseeing strategic relationships with the region's largest and most complex national accounts. The ideal candidate combines strong sales leadership with hands-on account strategy expertise.\n\nKey Responsibilities\n\nTeam Leadership\n\n Hire, train, coach, and manage a team of National Account Sales Managers across the region\n Set individual and team sales targets, and monitor performance against quota\n Conduct field visits and ride-alongs, regular pipeline reviews, 1:1s, and performance evaluations\n Foster a high-performance, accountable, and collaborative team culture\n Identify skill gaps and provide ongoing coaching, mentorship, and professional development\n\n\nNational Account Strategy\n\n Identify opportunities to expand NEFCO’s presence within existing National Accounts while aggressively pursuing new business\n Develop and execute the regional sales strategy in alignment with company-wide revenue goals\n Oversee strategic planning for the region's top national accounts, partnering with reps on key negotiations and executive relationships\n Personally engage local trade association executives and top-tier or at-risk accounts as needed to support the team and protect revenue\n Analyze regional market trends, competitor activity, and account performance to identify growth opportunities\n Build and manage a sales pipeline & dashboards within CRM, tracking opportunities from prospecting through close to monitor growth opportunities and overall account health\n\n\nCustomer & Business Leadership\n\n Serve as a trusted partner to key national accounts\n Assist in resolving customer concerns and service challenges while maintaining strong relationships\n Maintain a thorough understanding of NEFCO’s products, services, and market opportunities\n Represent NEFCO professionally with customers, vendors, and industry partners.\n\n\nCross-Functional Collaboration & Reporting\n\n Partner with sales, operations, supply chain, pricing, marketing, and customer success leadership to ensure account delivery and satisfaction\n Deliver accurate regional forecasts, pipeline reports, and business reviews to senior leadership with a consistent operational rhythm\n Represent the region in company-wide sales planning and strategy sessions\n Ensure CRM consistency and reporting accuracy across the team\n\n\nWhat Success Looks Like\n\n Consistently achieves sales and gross profit targets\n Grows market share and expands customer relationships\n Develops high-performing National Account Sales Managers\n Creates strong alignment between sales & operating teams\n Maintains high levels of customer satisfaction and employee engagement\n Builds a culture of accountability, safety, and continuous improvement\n\n\nQualifications\n\n Bachelor's degree in Business, Marketing, or related field (or equivalent experience)\n 5+ years of experience in national/enterprise account sales, with at least 2–3 years in a sales leadership or team management role\n Proven track record of leading a team to meet or exceed regional revenue targets\n Strong background managing complex, large-scale national account relationships\n Demonstrated ability to coach, motivate, and develop sales talent\n Experience with CRM software (Salesforce) and sales forecasting/analytics tools\n Excellent negotiation, presentation, and executive communication skills\n Ability to travel up to 50% within the region for client and team engagements\n\n\nPreferred Qualifications\n\n Experience selling into ENR 500 or large enterprise organizations\n Existing network of contacts within core MEP trades\n Prior experience building or scaling a regional sales team\n Familiarity with consultative or solution-based selling methodologies\n\n\nCompensation & Benefits\n\n Base salary plus performance-based bonus\n Health, dental, and vision insurance\n 401(k) with company match\n Paid time off and company holidays\n Additional perks: car allowance, expense account, remote flexibility, etc\n