National Accounts Estimating Manager

National Account Estimating Manager

The National Account Estimating Manager leads the customer pricing, estimating, and bid analysis function for the Record brand's sales channel. This role oversees the end-to-end process of receiving, building, and submitting competitive proposals for customers who purchase outside of the independent distributor network. The role is responsible for developing pricing strategy, managing bid accuracy and turnaround, and directly supervising one Estimator. This position reports to the VP of Direct Sales and serves as a critical link between sales, operations, and the customer.

Key Responsibilities

Pricing & Bid Management

• Own the direct customer pricing process from bid receipt through proposal submission, ensuring accuracy, competitiveness, and alignment with margin targets
• Review and analyze customer RFQs, drawings, specifications, and site requirements to develop comprehensive material and labor cost estimates
• Establish and maintain pricing frameworks, rate tables, and cost models to support consistent and defensible bid development
• Ensure timely turnaround of bids and proposals in accordance with customer deadlines and sales commitments
• Evaluate bid history and win/loss trends to continuously refine pricing strategy and improve close rates

Analysis & Reporting

• Conduct ongoing pricing analysis to identify margin improvement opportunities and areas of competitive risk
• Provide regular reporting to the VP of Direct Sales on bid pipeline, quote activity, win rates, and pricing performance
• Support post-bid reviews and project reconciliation to improve future estimating accuracy
• Analyze market conditions, competitor pricing, and material cost trends to inform pricing decisions

Team Leadership & Collaboration

• Directly supervise and develop the Automatic Door Estimator, providing coaching, workload management, and performance feedback
• Collaborate closely with the sales team to understand customer needs, project timelines, and strategic account priorities
• Partner with operations, procurement, and field service teams to validate material availability, lead times, and installation costs
• Serve as a subject matter resource for pricing and estimating questions across the direct sales team

Process & Systems

• Develop and document standard operating procedures for the pricing and estimating function
• Identify and implement tools, templates, or system improvements to increase efficiency and accuracy in the bid process
• Maintain organized records of bids, proposals, pricing decisions, and customer communications

Qualifications

Required

• 5+ years of experience in pricing, estimating, or bid management, preferably in a manufacturing, construction, or building products environment
• Demonstrated ability to manage and develop direct reports
• Strong analytical and quantitative skills with the ability to develop and interpret cost models and pricing data
• Proficiency in reading architectural drawings, technical specifications, and project documentation
• Advanced proficiency in Microsoft Excel; experience with ERP or CRM systems
• Excellent written and verbal communication skills; able to interface effectively with customers, sales, and operations
• Highly organized with strong attention to detail and the ability to manage multiple bids and deadlines simultaneously

Preferred

• Experience in the automatic door, access solutions, or related building products industry
• Familiarity with direct sales channel dynamics distinct from distribution-based sales models
• Knowledge of ADA requirements, building codes, and accessibility standards applicable to entrance systems
• AAADM certification or equivalent industry credentialing
• Experience supporting national accounts or multi-site customers