National Account Manager OEM

Position Title:

National Account Manager OEM

Department:
Sales

Reporting Manager:
Director, Sales

The purpose of the National Account Manager is to maximize sales and profit for assigned Accounts as well as prospecting new national account business within their channel of focus. This role will develop and implement account sales strategies and lead the execution within their channel. They will be responsible for working with Regional Sales Managers and field sales against account opportunities, engaging the required Wakefield resources (sales, marketing, senior management) to effectively develop and close opportunities, and ensure excellence in partnering and servicing new key accounts to Wakefield.

In partnership with Marketing, this position will be accountable for ensuring that the program offering and product positioning evolves appropriately to the evolving marketplace for the unique needs of the accounts in their channel.

• Develop and execute comprehensive account plans that help achieve business objectives for both Wakefield and the customer. Drive revenues and market share by developing target key accounts and a pursuit strategy for each key account and identifying/navigating complex decision‑making networks within accounts.
• Engage regional sales management and the field sales force to prioritize sales activity and tactics regionally, ensuring a coordinated selling approach.
• Partner with marketing and senior Wakefield leadership to develop and deliver compelling customer presentations, and/or unique offerings as appropriate to individual account pursuit. Align internal resources and build consensus on customer solutions which are aligned to Wakefield’s strategic objectives. Ensure ongoing partnering with Supply Chain to ensure clear plan for ability to deliver against sales commitments during proposal development.
• Ensure consistent framework of legal contracts supporting general product offering and programs, and be accountable for engaging appropriate Wakefield decision‑makers to adapt for unique circumstances as required.
• In partnership with Marketing, be responsible for the development and execution of program offerings unique to key accounts or prospects, working as appropriate with the appropriate cross‑functional resources, to build market momentum and secure market share.
• Proactively lead joint business planning process that develops mutual performance objectives, financial targets and critical milestones for both in‑year and 3‑year period.
• Ongoing oversight and key account management responsibility for key account performance, problem‑resolution, broadening/deepening planning at highest levels of excellence, working collaboratively with Wakefield resources to ensure premium customer experience with Wakefield organization.
• Lead and participate in special projects as required.

• Demonstrated seasoned key account development (national/significant) and account management skills and abilities.
• Strong presentation, written, and oral communication skills required for interaction with internal and external clients.
• Strong financial acumen and negotiating skills.
• Conceptual and strategic thinker.
• Energetic, motivated, enthusiastic, and driven by results.
• Demonstrated excellence in customer relations at all levels within complex organization.
• Ability to creatively solve problems with a mutually beneficial result for client and Wakefield.
• Proven ability to multi‑task, prioritize, and manage varied, time‑sensitive workloads.
• Customer focused and dedicated to exceeding the expectations of internal and external clients.
• Ability to fully utilize Salesforce CRM tool.

• Bachelor’s degree in Business Administration or related field.
• Minimum of 8 years’ experience in Sales with experience in complex account development. Experience selling and implementing new initiatives with major accounts in this channel is an asset.
• Demonstrated ability to develop and manage large B2B and B2C accounts.
• Proven account development, onboarding, and account management skills including strategic planning and execution, creativity, communication, and administration.
• Proficient at generating specific customer‑based opportunities through regional and national analysis.
• Strong Microsoft Suite experience and previous CRM experience. Willingness to learn and manipulate customer‑specific software to provide insight into the business and identify gaps and areas for improvement.

• Office environment.
• National/International travel as required.