National Account Sales Manager - West

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NEFCO is a leading, family-operated construction supply distributor serving professional contractors across the United States. Since 1981, we have built our reputation on deep customer relationships, large local inventories, and fast, dependable jobsite delivery. With 70+ locations nationwide, continued branch openings, and significant investment in our people and operations, NEFCO is growing faster than ever and creating outstanding opportunities for motivated people who want to grow with us. In 2025,

NEFCO

was officially certified as a Great Place to Work, a recognition driven entirely by our employees. We are proud of what we have built and even more excited about where we are going.
Position Summary

We 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.
Key Responsibilities

Hire, train, coach, and manage a team of National Account Sales Managers across the region
Set individual and team sales targets, and monitor performance against quota
Conduct field visits and ride-alongs, regular pipeline reviews, 1:1s, and performance evaluations
Foster a high-performance, accountable, and collaborative team culture
Identify skill gaps and provide ongoing coaching, mentorship, and professional development
National Account Strategy

Identify opportunities to expand NEFCO's presence within existing National Accounts while aggressively pursuing new business
Develop and execute the regional sales strategy in alignment with company-wide revenue goals
Oversee strategic planning for the region's top national accounts, partnering with reps on key negotiations and executive relationships
Personally engage local trade association executives and top-tier or at-risk accounts as needed to support the team and protect revenue
Analyze regional market trends, competitor activity, and account performance to identify growth opportunities
Build and manage a sales pipeline & dashboards within CRM, tracking opportunities from prospecting through close to monitor growth opportunities and overall account health
Customer & Business Leadership

Serve as a trusted partner to key national accounts
Assist in resolving customer concerns and service challenges while maintaining strong relationships
Maintain a thorough understanding of NEFCO's products, services, and market opportunities
Represent NEFCO professionally with customers, vendors, and industry partners.
Cross-Functional Collaboration & Reporting

Partner with sales, operations, supply chain, pricing, marketing, and customer success leadership to ensure account delivery and satisfaction
Deliver accurate regional forecasts, pipeline reports, and business reviews to senior leadership with a consistent operational rhythm
Represent the region in company-wide sales planning and strategy sessions
Ensure CRM consistency and reporting accuracy across the team
What Success Looks Like

Consistently achieves sales and gross profit targets
Grows market share and expands customer relationships
Creates strong alignment between sales & operating teams
Maintains high levels of customer satisfaction and employee engagement
Builds a culture of accountability, safety, and continuous improvement
Base salary plus performance-based bonus
Health, dental, and vision insurance
401(k) with company match
Paid time off and company holidays
Additional perks: car allowance, expense account, remote flexibility, etc
Requirements

Qualifications

Bachelor's degree in Business, Marketing, or related field (or equivalent experience)
5+ years of experience in national/enterprise account sales, with at least 2–3 years in a sales leadership or team management role
Proven track record of leading a team to meet or exceed regional revenue targets
Strong background managing complex, large-scale national account relationships
Demonstrated ability to coach, motivate, and develop sales talent
Experience with CRM software (Salesforce) and sales forecasting/analytics tools
Excellent negotiation, presentation, and executive communication skills
Ability to travel up to 50% within the region for client and team engagements
Preferred Qualifications

Experience selling into ENR 500 or large enterprise organizations
Existing network of contacts within core MEP trades
Prior experience building or scaling a regional sales team
Familiarity with consultative or solution-based selling methodologies
Salary Description

$150,000-$175,000 + bonus based on experience

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