Description
Job Title: National Account Manager
Job Duties and Responsibilities:
The National Account Manager is responsible for Revenue, Profit and Annual Growth. The National Account Manager is responsible for developing the go to market strategy and execution of the GTM strategy to generate new business as well as organic growth of existing business specific to their sales channel and/or product category.
The National Account Manager will develop a list of ""Target"" accounts that are perceived based on market data to have; (1) appropriate volume/demand, (2) threshold to purchase at acceptable margins and (3) likely receptiveness to the Pratt brand, product offering and value proposition (i.e. 100% recycled, buying direct from the manufacturer, distribution services, innovation, service, national footprint, vertical integration, quality, reliability). As a standard strategy, the National Account Manager will sell back to capital assets, work diligently to fill all open capacity and then with high energy work to too optimize margin mix and profitability as part of continual profit improvement."
The National Account Manager will utilize a combination of web based market research, personal experience and peer expertise to develop the ""Target"" list. Through networking with local and national Pratt sales reps, industry specific networking events and networking directly with customers, the National Account Manager will develop relationships through value creation.
Value creation is achieved through subject matter expertise, developing solutions that solve problems for the customer or internal partner and finding opportunity to reduce labor, material use or other efficiencies that the customer had not been able to achieve prior."
The National Account Manager is responsible for all commercial business terms, working with Pratt Legal counsel to develop favorable contracts, execution of commercial contracts, contract extensions and any contract re-negotiations.
The National Account Manager as part of the commercial terms is responsible for supply chain strategy, final approval/acceptance of cost, pricing and margin including any costs of freight, labor, pallets, other materials or space that impacts profitability
The National Account Manager is responsible for budgetary planning which includes sales revenue and margin by account by month and broken out between corrugated and non-corrugated. This is accomplished using a combination of historical sales, known seasonality, economic headwinds/tailwinds and customer forecasts.
The National Account Manager will be directly responsible for managing credit levels awarded to customers, payment risk, payment terms, inventory levels, bad debt/writeoffs and accounts receivables. This includes incentivizing customers through discounts when margins are supporting to pay early, keeping inventory between 2-4 Weeks, managing credit lines to financial solvency and utilizing tools like customer owned inventory to limit ""non-working"" capital.
The National Account Manager is responsible for working with the R&D team to drive product innovation and product development with a focus on; (1) what can be produced with Pratt Paper, (2) what can/could be backward integrated, (3) what product can be produced more sustainably,(4) what product can be developed to solve an industry problem with broad application and/or (5) what product can be made with existing assets that is at a higher/better value.
The National Account Manager will lead the transition of new business working with the Account Service team to set expectations and timeline for the customer, print and quality expectations, set inventory levels, obtain forecasts and a cadence for updating forecasts, scheduling transition calls with clear agendas and stakeholders, helping to identify all service requirements and key points of contacts at service locations, supporting needs of the team if roadblocks arise and validating profitability and margin meet the budgeted or planned projection.
In Summary:
- Develop Prospect Lists and Targets Based on Sales Channel and Vertical
- Network Internally and Externally to Cultivate Commercial Business Opportunities
- Responsible for Revenue, Margin & Profitability by Account
- Responsible for Channel Sales Strategy
- Responsible for Customer Sales Strategy
- Responsible for Annual Revenue Growth
- Responsible for Customer Relationships
- Owns all Contracts and Commercial Business Terms
- Annual YOY Growth Organic or Net New
- Maintain Margins after OM & Freight
- Manage Bad Debt & Write Offs
- Manage Aged Inventory to Target
- Manage A/R
- Product Development & Innovation
EDUCATION and/or EXPERIENCE
High school diploma or GED
Two to Five years outside selling experience or related experience and college course work
Valid drivers license, safe driving record, and ability to drive
Candidates are PREFERRED who offer the following:
- 2 to 5 years combined paper and packaging industry sales and business development experience.
- Experienced in management and leadership.
- College degree, preferably in graphics or packaging.
- Experience in the corrugated box industry
LANGUAGE SKILLS
Ability to read and interpret documents such as sales reports, operating instructions, and training and procedure manuals. Ability to write reports and correspondence. Ability to speak and communicate clearly and effectively.
MATHEMATICAL SKILLS
Ability to calculate figures and amounts such as discounts, costs, proportions, percentages, and volume.
REASONING ABILITY
Ability to apply common sense understanding to carry out instructions furnished in written, oral, or graphic form.
PHYSICAL DEMANDSEmployee is regularly required to walk and talk and hear, stand, and sit. Vision requirements include: close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
WORK ENVIRONMENTWhile performing the duties of this job, the employee is frequently exposed to wet and/or humid conditions, moving mechanical parts, and fumes or airborne particles. The noise level in the work environment is usually loud. In addition, the employee frequently drives to and from customers and prospects and may experience hazardous driving conditions. Air travel required.
