National Account Director - Adecco Staffing - MSP

About the role

The Director of National Account Management is responsible for the management and development of the National Account Manager and their approved strategic accounts, enabling the National Account Manager to expand sales to customer’s full market share potential and contract negotiation. Manages and oversees the administration and development of national account contracts, tracks sales and related budgets to increase existing accounts sales and EVA/profitability.

Ensures the CSM achieves account EVA/profitability and growth through focused management. Assists with designs marketing materials, approves/conducts sales presentations and develops programs to increase customer satisfaction/retention and loyalty. Works under limited direction.

ESSENTIAL DUTIES & RESPONSIBILITIES:

• Through innovation and customer centricity, contribute ideas and thought content to create game changing strategy with primary responsibility to strengthen and grow customer relationships.
• Overall management of colleague performance, coaching and development of the National Account Manager(s) ensuring that all service levels and performance metrics are met.
• Works horizontally and vertically across the Adecco Group to provide value to customer portfolio.
• Works collaboratively across the ecosystem with brand partners to elevate service offerings.
• Ensure National Account Managers develop high level strategic account plan in  (SFDC), executes and implements marketing and service programs to ensure accounts sales growth and EVA/profitability.
• Ensures National Account Managers are regularly documenting account plans, sales activities, opportunity tracking, and account escalations in Adecco’s SFDC tool.
• For assigned accounts, forecasts and sets short term and long-term budget, sales, revenue and account level profitability to ensure that all objectives will be reached.
• Coordinates internally with field and corporate teams to pursue opportunities within assigned accounts, collaborating to consider financial impact including cost, pricing, risk, and benefits.
• Drives Adecco’s Executive Sponsorship Program within designated accounts. Reviews account plans with Executive Sponsor (ES), and keeps ES informed of significant customer events and escalations. Coordinates meetings between appropriate level customer contacts with ES. Prepares ES for meetings with customer(s).
• Meets and exceeds Key Performance Indicators (KPIs) as well as Adecco goals, including account retention, customer satisfaction/loyalty, revenue growth, profitability, forecast accuracy.
• For assigned accounts, identifies account development and value creation opportunities through collaborative customer engagement techniques.
• Oversees the contract amendment, extension and implementation process, working closely with the National Account Manager.
• Supports the National Account Manager with RFPs, RFQs, RFIs and re-bids with assigned accounts. Assists with negotiations on price increases for account portfolio, as required.
• For assigned accounts, responsible for driving the strategy and creation of major sales presentations and business reviews. Acts as leader for meeting preparation and execution.
• Together, with the National Account Manager and field partners, collaboratively identify customer opportunities, issues and solutions to increase customer penetration and satisfaction.
• Collaborate with National Account Manager to design marketing materials, approves/conducts sales presentations and develops programs to increase customer satisfaction/retention and loyalty.
• Participates in special projects and performs other duties as assigned.

• Bachelor’s degree in sales, marketing, business or a related field with a minimum of five (5) years of large enterprise sales and/or account management
• Proven track record of sales development within assigned accounts/territory
• Willingness and ability to travel also required

• Skilled in communicating effectively verbally and in writing
• Demonstrated knowledge of contract administration requirements and negotiation tactics
• Demonstrated…