National Account Sales Manager - West

Job Description

Position Summary

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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.

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Key Responsibilities

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Team Leadership

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• Hire, train, coach, and manage a team of National Account Sales Managers across the region
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• Set individual and team sales targets, and monitor performance against quota
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• Conduct field visits and ride-alongs, regular pipeline reviews, 1:1s, and performance evaluations
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• Foster a high-performance, accountable, and collaborative team culture
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• Identify skill gaps and provide ongoing coaching, mentorship, and professional development
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National Account Strategy

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• Identify opportunities to expand NEFCO’s presence within existing National Accounts while aggressively pursuing new business
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• Develop and execute the regional sales strategy in alignment with company-wide revenue goals
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• Oversee strategic planning for the region's top national accounts, partnering with reps on key negotiations and executive relationships
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• Personally engage local trade association executives and top-tier or at-risk accounts as needed to support the team and protect revenue
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• Analyze regional market trends, competitor activity, and account performance to identify growth opportunities
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• Build and manage a sales pipeline & dashboards within CRM, tracking opportunities from prospecting through close to monitor growth opportunities and overall account health
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Customer & Business Leadership

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• Serve as a trusted partner to key national accounts
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• Assist in resolving customer concerns and service challenges while maintaining strong relationships
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• Maintain a thorough understanding of NEFCO’s products, services, and market opportunities
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• Represent NEFCO professionally with customers, vendors, and industry partners.
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Cross-Functional Collaboration & Reporting

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• Partner with sales, operations, supply chain, pricing, marketing, and customer success leadership to ensure account delivery and satisfaction
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• Deliver accurate regional forecasts, pipeline reports, and business reviews to senior leadership with a consistent operational rhythm
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• Represent the region in company-wide sales planning and strategy sessions
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• Ensure CRM consistency and reporting accuracy across the team
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What Success Looks Like

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• Consistently achieves sales and gross profit targets
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• Grows market share and expands customer relationships
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• Develops high-performing National Account Sales Managers
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• Creates strong alignment between sales & operating teams
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• Maintains high levels of customer satisfaction and employee engagement
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• Builds a culture of accountability, safety, and continuous improvement
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Qualifications

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• Bachelor's degree in Business, Marketing, or related field (or equivalent experience)
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• 5+ years of experience in national/enterprise account sales, with at least 2–3 years in a sales leadership or team management role
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• Proven track record of leading a team to meet or exceed regional revenue targets
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• Strong background managing complex, large-scale national account relationships
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• Demonstrated ability to coach, motivate, and develop sales talent
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• Experience with CRM software (Salesforce) and sales forecasting/analytics tools
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• Excellent negotiation, presentation, and executive communication skills
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• Ability to travel up to 50% within the region for client and team engagements
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Preferred Qualifications

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• Experience selling into ENR 500 or large enterprise organizations
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• Existing network of contacts within core MEP trades
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• Prior experience building or scaling a regional sales team
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• Familiarity with consultative or solution-based selling methodologies
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Compensation & Benefits

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• Base salary plus performance-based bonus
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• Health, dental, and vision insurance
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• 401(k) with company match
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• Paid time off and company holidays
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• Additional perks: car allowance, expense account, remote flexibility, etc
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