Sr. National Accounts Manager

Job Description

Job Description

Position Overview

The Senior National Account Manager leads the strategy, profitable growth, and execution of assigned national accounts across 2-step distribution, dealers, retailers, and builders, including KB Home. This player-coach role owns customer relationships, commercial programs, forecasting, and account performance while leading and developing one direct report.

Key Responsibilities

• Own account strategies, annual business plans, and revenue, volume, margin, and growth objectives.

• Build relationships across customer leadership, purchasing, merchandising, operations, supply chain, finance, and field teams.

• Identify opportunities to expand product placement, geographic reach, customer penetration, and share of wallet.

• Lead pricing, rebate, incentive, contract, and service negotiations within established approval guidelines.

• Manage account profitability, forecasts, pipeline, inventory or sell-through insights, and business risks.

• Lead customer business reviews, line reviews, and executive meetings with clear recommendations and action plans.

• Partner with Directors of Sales, ASMs, and TSMs to translate national strategies into regional and local execution.

• Lead the national commercial relationship with KB Home, including account strategy, pricing, forecasting, product alignment, and issue resolution.

• Coordinate with Finance, Marketing, Product Management, Sales Operations & Enablement, Customer Experience, Supply Chain, Operations, Quality, and Legal to execute customer commitments.

Leadership & Team Development

• Lead, coach, and develop one direct report with clear priorities, expectations, and development goals.

• Delegate work effectively to improve customer responsiveness, quality, and efficiency.

• Provide regular feedback and support development in analytics, reporting, forecasting, account planning, and program execution.

• Conduct performance and development discussions and support onboarding and training.

• Foster collaboration, accountability, and strong follow-through across the account team.

Key Competencies

• Strategic account and joint business planning

• Executive relationship management and negotiation

• Financial acumen, pricing, margin, and program ROI analysis

• Forecasting, analytics, and data-based decision making

• Knowledge of distribution, dealer, retail, and builder channels

• People leadership, coaching, delegation, and accountability

• Cross-functional leadership and executive communication

• Customer focus, sound judgment, organization, and follow-through

Qualifications

• 5+ years of progressive sales or national account experience in building materials, exterior products, construction products, or a related industry.

• Demonstrated success managing complex, multi-location accounts and delivering profitable growth.

• Experience with 2-step distribution and dealer channels; national retail and production-builder experience preferred.

• Experience with account planning, pricing, negotiations, forecasting, and profitability management.

• Experience leading or developing sales, channel, analytics, or account-support talent; formal people-management experience preferred.

• Proficiency with CRM, Excel, and business intelligence or customer data.

• Bachelor’s degree in business, sales, marketing, or a related field preferred, or equivalent relevant experience.

Travel:

• Up to 60% national travel based on customer and business needs. Occasional evening or weekend travel may be required.