National Account Sales Manager - West

Job Description

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

Team Leadership

• 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
• Develops high-performing National Account Sales Managers
• 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

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

Compensation & Benefits

• 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