National Accounts Manager - East

Overview

A position at White Cap isn’t your ordinary job. You’ll work in an exciting and diverse environment, meet interesting people, and have a variety of career opportunities.

The White Cap family is committed to Building Trust on Every Job. We do this by being deeply knowledgeable, fully capable, and always dependable, and our associates are the driving force behind this commitment.

Responsible for overseeing the relationship of our largest national customers by working with their corporate decision makers and White Cap stakeholders to drive sales growth. The National Account Manager will own the C‑suite relationship, create executive account strategies, secure category program business, and leverage analytics to drive account growth. Serves as the lead resource to accomplish the complete ownership of these customers.

Manages a 10-12 customer portfolio of $50M-$100M in revenue.

• Develop and manage new and existing corporate customer relationships, including C‑suite leaders, to maximize account profitability.
• Assist Account Managers by supporting customer relationships and selling on large projects.
• Coordinate with Sales Leadership (e.g., VP of Sales, Regional Sales Managers) to drive sales on key projects and program opportunities.
• Drive continuity between field teams and the customer’s offices.
• Build and maintain strong relationships with job site superintendents, customer field contacts, and a wide network of stakeholders within the strategic account and surrounding areas.
• Develop and execute strategic key account plans aligned with the account’s goals to drive customer growth, leveraging analytics to enhance performance visibility and identify growth opportunities.
• Propose and secure customer category programs (Safety program, Tool program, etc.).
• Advocate for account needs by convening and steering the sales team, rallying resources, and calling people to action to build credibility and track results.
• Cooperate with internal stakeholders (e.g., Operations) to drive the account’s success.
• Serve as the first point of contact for coordinating complaints (handling by sales).
• Display the highest level of critical thinking and analysis in resolving high‑impact, complex, and cross‑departmental problems.
• Make prompt, sound decisions when faced with complex and often contradictory alternatives.
• Engage/direct others in developing innovative solutions to important, highly complex strategic and operating problems.

Located in a comfortable indoor area. Most of the time is spent sitting in a comfortable position with frequent opportunity to move about. Occasional light lifting may be required. Requires overnight travel 20%-50% of the time.

Typically requires a BS/BA in a related discipline. Generally 8+ years of experience in a related field or an MS/MA and generally 5+ years of experience in a related field. Certification is required in some areas.

• 8+ years of sales experience in commercial construction supply distribution, with strong past performance.
• History of building relationships with corporate‑level customers to drive customer sales.
• Strong presentation skills, with proficiency in PowerPoint.
• Strong analytical skills, with proficiency in using Power BI and Excel.
• Experience with CRM (e.g., Salesforce).

Salary plus bonus, with car and phone allowance. This position is fully remote with 30-40% travel.

White Cap and its affiliates serve as a one‑stop shop, providing concrete accessories and chemicals, tools and equipment, building materials and fasteners, erosion and waterproofing products, and safety products to professional contractors by meeting their distinct and customized supply needs in non-residential, infrastructure, and residential end markets. White Cap operates approximately 500 branches across North America with more than 11,000 employees supporting approximately 200,000 customers.