National Account Manager; North America)

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Regular Full-Time Staff, Office WA, US

Salary Range: $95,845.00 To $ Annually

Position Description

Position: National Account Manager

Reports to: Global Director of Sales

Direct Reports:None

Location: USA

Role Purpose

The National Account Manager is responsible for owning the development and growth of Enatel's strategic national accounts across North America, supporting the diversification of revenue streams and expansion into key markets and customer segments. Acting as the primary relationship owner for assigned accounts, the role combines executive-level relationship management, disciplined account planning, and new business development to drive sustainable revenue and margin growth.

Working closely with large multi-site customers, OEMs, distributors, and channel partners, the role develops long-term customer partnerships, identifies growth opportunities, and expands Enatel's presence across strategic accounts and target markets.

Working closely with teams across the business, the role translates customer requirements into effective commercial outcomes through forecasting, account planning, issue resolution, and cross-functional collaboration. The National Account Manager plays a key role in strengthening Enatel's market position, deepening customer engagement, and delivering long-term commercial success across the North American market.

Key Success Outcomes

• Revenue, margin, and profitability objectives are consistently achieved or exceeded across the assigned account portfolio.
• Sustainable revenue growth is achieved through the expansion of existing customer relationships and the development of new commercial opportunities.
• Enatel's customer portfolio is strengthened and diversified, reducing reliance on individual customers, markets, or revenue streams.
• Strong customer partnerships result in high levels of customer retention, satisfaction, and long-term business growth.
• A healthy and accurate sales pipeline supports effective business planning, forecasting, and strategic decision-making.
• Customer forecasts are effectively aligned with business requirements, contributing to operational efficiency and improved customer outcomes.
• Cross-functional collaboration enables the successful delivery of customer commitments and commercial objectives.
• Enatel's market position, reputation, and share of customer spend are strengthened within strategic accounts and target markets.
• The role consistently demonstrates Enatel's values, maintains ethical business practices, and positively contributes to team performance and culture.

Key Internal Relationships

• Global Director of Sales and wider Sales Team
• Engineering, Product Management and Marketing Teams
• Operations, Supply Chain
• General Managers and Business Leader as required

Key External Relationships

• Prospective customers
• Distributors and Channel Partners
• Strategic industry partners

Key Requirements

Accountability Area

Desired Outcome/Achievement Indicators

Strategic Account Management

• Act as the primary relationship owner for assigned strategic accounts.
• Develop and execute account plans aligned to customer and business objectives.
• Identify opportunities for account growth, expansion, and increased customer value.
• Conduct regular account reviews and maintain strong executive and operational relationships.

Revenue Growth & Business Development

• Identify, qualify, and convert new commercial opportunities within existing and target accounts.
• Support customer acquisition and market expansion initiatives where required.
• Develop strategies to increase revenue, profitability, and market penetration.
• Maintain a healthy pipeline of opportunities aligned to business objectives.

Commercial Management

• Manage pricing, commercial negotiations, and contract discussions.
• Monitor account performance, profitability, and commercial risks.
• Support the development and execution of customer growth strategies.
• Ensure commercial commitments support both customer and business outcomes.

Forecasting & Business Planning

• Develop and maintain accurate sales forecasts and account projections.
• Collaborate with customers and internal stakeholders to improve forecast quality.
• Communicate demand trends, risks, and changes to relevant stakeholders.
• Maintain accurate CRM, pipeline, and account data.

Customer Success & Issue Resolution

• Coordinate the resolution of customer…