National Account Manager

National Account Manager

The National Account Manager is responsible for maintaining and growing sales in existing accounts as well as in PPC’s core target markets to support growth and profit expectations. In the event of absence, these job responsibilities will be covered by other employees in the “National Account Manager” position.

This job description and performance standard document has been prepared as a guide to ensure better communication and understanding. All responsibilities, however, have not been included, nor could they be. Your Supervisor/Manager may from time to time ask you to perform other related duties not specifically included in this description. Likewise, this description will be revised when required to meet current business needs.

• Must be able to create, develop, and implement annual Key Account Sales Plans, including volume objectives, strategic actions needed to achieve goals, risks and opportunities, etc. which are consistent with PPT corporate direction and values.
• Service and grow existing customer accounts to ensure high customer satisfaction, positive long-term relationships, and repeat business.
• Orchestrate and lead key business negotiations.
• Focuses on Value Selling- to gain understand, drive and facilitates the quotation process for achievement of margin expectations.
• Focuses on Value Selling; leveraging attribute pricing to drive up contribution margins across their customer portfolio.
• Leverage Salesforce CRM to drive forward looking visibility in support of cross functional partners (timing, size and ongoing updates surrounding opportunities pipeline)
• Identifies and communicates internally emerging market and customer trends and opportunities.
• Maintain close communications with Marketing and Product Development to recommend and promote new applications and technologies of PPT products to assigned customers and prospects.
• Participate in trade shows as requested.

• Develop a proactive engagement approach to customer account personnel. Develop professional business relationships with a broad, cross-functional array of contacts within assigned accounts.
• Conduct Quarterly Business Reviews and where applicable monthly forecasting communication
• Utilize customer scorecards and metrics to effectively manage customer expectations and develop plans to drive resources that bring growth and profitability. Understand and communicate internally the “outside-in-view” of customer service level.
• Be proactive and be the source of “problem solving” skills to customer needs.

• Advise as needed the cross-functional internal teams (including Pre-Media, Engineering, Product Development, Materials, Scheduling, Quality, Production, and Shipping) to support mission of best in class customer experience.
• Provide sales forecasting information to the demand planning team through ongoing shipment, inventory, and POS analysis. Actively participate in demand consensus process with outcome to own the consensus forecast.
• Participate in Supply Chain/Operations activities acting as “voice of the customer.” Provide insight for allocations of resources in S&OP process.
• Actively review and manage inventory investments and/or aged inventory as required with customer and financial insight in mind. Provide insight to inventory rules/policies.

• Utilize reporting of key performance indicators related to On-time delivery, VMI inventory programs, Quality, Sales growth/profit, etc. to monitor performance of assigned accounts and to course-correct as needed.
• Strong aptitude for financial impacts; sales, profit/loss, inventory holding

• Provide mentorship to…