National Account Manager

National Account Manager, Western United States

We are partnering with one of our oldest and best clients to recruit a high-impact National Account Manager responsible for customers throughout the Western United States. The territory will generally include states west of the Mississippi River, including all West Coast customers.

This is a home-based, highly visible sales position ideally located in the Phoenix area, providing convenient access to major retail organizations.

The role is approximately 70% Sales Farming (account development) and 30% Sales Hunting (new business development). The National Account Manager will inherit an established customer base but will be expected to aggressively grow those relationships, expand the products and services being sold, and develop new retail accounts throughout the territory.

This is an excellent opportunity for a polished, driven sales professional who understands how to sell complex B2B solutions to major big-box retailers.

Why This Opportunity Stands Out

• High-visibility role with exposure to senior leadership
• Established customer base with substantial growth potential
• Opportunity to sell a broad portfolio of products and services
• Competitive base salary with uncapped 20% commission and Car allowance
• Home-based position
• Strong internal sales, operational, and customer-service support
• Established global organization serving many of the world's largest retailers
• One of our firm's longest-standing and best clients

Key Responsibilities

• Manage and grow an established portfolio of major retail customers.
• Increase revenue by identifying new products, services, programs, and locations within existing accounts.
• Develop new business with large retail, grocery, convenience-store, and other multi-location organizations.
• Sell the company's full portfolio of products and services, with a particular focus on expanding its shopping-cart business.
• Build strong relationships with executives, procurement teams, store-planning leaders, operations leadership, and other key stakeholders.
• Lead medium- to long-term sales cycles involving multiple decision-makers.
• Manage the RFP and RFQ processes, including opportunity qualification, internal coordination, proposal development, pricing, and follow-up.
• Prepare and confidently deliver proposals and presentations to senior customer leadership.
• Negotiate pricing, terms, and commercial agreements while protecting profitability.
• Collaborate with internal sales, product, customer-service, and operations teams to ensure customer requirements can be met.
• Maintain accurate CRM activity, pipeline updates, sales forecasts, and customer information.
• Monitor competitive activity, customer trends, and market developments throughout the territory.
• Travel throughout the Western United States to support customers and pursue growth opportunities.

Ideal Background

• At least 5 years of successful outside B2B sales or national account management experience.
• Proven experience selling products, services, or solutions to major big-box retailers.
• Background selling retail fixtures, product displays, shelving, material-handling systems, retail technology, or related products.
• Demonstrated success growing revenue within large, established customer accounts.
• Experience developing new business and opening major retail accounts.
• Working knowledge of RFP and RFQ processes.
• Comfortable managing medium- to long-term, complex sales cycles.
• Strong presentation, negotiation, relationship-building, and closing skills.
• Confidence and professional polish to engage executives and procurement teams at organizations such as Walmart, Amazon, and other major retailers.
• Disciplined approach to CRM management, forecasting, and pipeline development.
• Ability to work independently from a home office and manage a large geographic territory.
• Bachelor's degree preferred, but not required for someone with a strong record of relevant sales success.
• Ideally located in Phoenix, Arizona.
• Must be willing and able to travel throughout the Western United States.

The Person We're Looking For

The right candidate will be a real go-getter with the confidence, business judgment, and executive presence to represent the company with some of the largest retailers in the country.

This individual must be equally comfortable strengthening an existing national account, identifying untapped revenue opportunities, managing a detailed RFP process, and pursuing an entirely new customer. The company provides an established platform and strong support, but success will depend on initiative, persistence, follow-through, and the ability to turn customer relationships into measurable growth.

Benefits

• Competitive salary and comprehensive benefits package
• Medical, dental, and vision insurance
• 401(k) with company match
• Paid time off and paid holidays
• Life and disability insurance
• Employee assistance and wellness programs
• Opportunities for professional growth and advancement