Senior National Account Manager

Job Description

Job Description

Description:

About the Company: 

Moove NA is a pioneer and national leader in lubricant distribution, delivering high-performance solutions across industrial, commercial, and passenger vehicle markets. With a comprehensive portfolio that includes premium brands like ExxonMobil and proprietary lines such as Medallion-Plus, DynaPlex21C, and Eco-Ultra, Moove NA is committed to quality, reliability, and innovation.

As a proud subsidiary of the Cosan/Moove Group, Moove NA is at the forefront of transforming the lubrication delivery industry. Backed by a global network of over 55,000 employees, we support businesses driving energy transition, streamline operations through integrated logistics, and pioneer new opportunities in sustainable innovation. Together, we move industries forward—toward a smarter, cleaner, and more sustainable future.

Our corporate culture is derived from our Moove Attitudes: 

We're in This Together; Open Mind; Real Talk; Always Safe; Think Big, Act Simply

SUMMARY:

The Senior National Account Manager owns the health and organic growth of Moove's national account portfolio, leading as a business owner of the book rather than a transactional seller. This senior role is accountable for retention and revenue growth across named enterprise accounts and for orchestrating the Account Manager team that serves them. Reporting to the Sales VP, the Manager deepens executive relationships, converts existing relationships into expanded share of wallet, and defends the base book against erosion while positioning Moove as a long-term strategic partner.

The ideal candidate is:

• A grower of existing accounts, converting relationship depth into expansion and share-of-wallet gains.
• A people leader who coaches account owners and allocates accounts to be served, not hoarded.
• Commercially disciplined, growing the book without margin erosion or discounting.
• An executive-level communicator, credible in the C-suite of strategic customers.
• A rigorous forecaster who owns the committed number for the book.

The ideal candidate is not:

• A caretaker content to maintain accounts without driving growth.
• A hunter who prefers chasing net-new logos over deepening existing relationships.
• A solo operator who hoards the best accounts rather than developing the team.

Role Breakdown

Organic Growth & Account Expansion — 60%

• Own net revenue growth across the national account book against target, weighted toward organic expansion — new product lines, incremental volume, and share of wallet within existing accounts.
• Run structured account planning for Tier A relationships, including whitespace mapping and expansion roadmaps.

Retention & Team Leadership — 25%

• Protect the base book; retention below the defined floor is unacceptable regardless of wins elsewhere.
• Lead, coach, and allocate the Account Manager team; build frontline capability and bench strength.
• Partner with Business Development on the shared-credit transition window for newly landed accounts.

Internal Alignment & Reporting — 15%

• Coordinate cross-functionally with Sales Operations, Pricing, and Supply Chain to resolve account-level service and allocation issues before they threaten retention.
• Own forecast accuracy for the book and provide executive reporting on retention and growth against target.

Travel Requirements

• Approximately 25–40% overnight travel across the national accounts.

COMPETENCY:

To perform the job successfully, an individual should demonstrate the following competencies:

• Business Acumen - understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.
• Customer Focus - responds promptly to customer needs; solicits feedback to improve service; builds trust with decision-makers.
• Oral Communication - speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions.
• Planning / Organizing - prioritizes and plans work activities; uses time efficiently; maintains pipeline and forecast discipline.
• Teamwork - balances team and individual responsibilities; welcomes feedback; contributes to a positive team spirit.
• Ethics - treats people with respect; keeps commitments; inspires the trust of others.
• Dependability - follows through; takes responsibility for own actions; commits to the work required to reach goals.
• Coaching / People Development - drives ownership at the frontline; develops account owners so coverage does not depend on the Director personally.

QUALIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

EDUCATION / EXPERIENCE:

Bachelor's degree, technical degree, and/or military experience preferred, with 10+ years in B2B / industrial commercial roles, a track record of growing named or national accounts, and demonstrated leadership of a team of account owners.

COMPUTER SKILLS:

Knowledge of Word, Excel, and PowerPoint, and experience working in an enterprise-wide CRM (Salesforce), Power BI.

EOE.