Reports to: VP of Sales 

FLSA Status: Exempt 

Department: Sales 

Level: Mid/Senior-level 

Location: Remote 

Position Overview:  

The National End-User Accounts Manager is responsible for driving significant revenue growth within a portfolio of large, multi-site end-user accounts across North America. This role leads the development and execution of strategic national account plans, identifies and converts high-value opportunities/TOP opportunities, and builds long-term relationships with senior and executive-level decision makers. The role partners closely with internal sales, channel, and solutions teams, as well as distributor and manufacturer partners, to deliver scalable programs that create measurable value in safety, productivity, and cost reduction. Success requires strong strategic thinking, disciplined execution, and full ownership of program growth across assigned National Accounts. 

 Essential Job Functions:  

 Drive National Accounts Manager Program Growth (40%)  

• Create, expand, and scale programs that generate measurable revenue impact across multi-site end user organizations.  
• Conduct End User meetings to uncover needs, run trials, provide education, review and execute daily strategic call plan to support program goals and customer engagement requirements.  
• Review pipeline activity with internal leadership to ensure progress toward quarterly/annual targets.  
• Develop strategic plans for assigned end users to drive next conversions and expand manufacturer portfolio.  
• Maintain accurate Salesforce pipeline including opportunity creation, notes, and forecasting updates.  
• Lead the full sales cycle from opportunity identification through negotiation and program commitment.  

 Build and Strengthen Distributor & Manufacturer Partnerships (30%)  

• Collaborate with aligned distributors and manufacturer partners to execute programs, resolve challenges, and expand opportunities/TOP opportunities.  
• Conduct distributor alignment meetings to review progress, wins and upcoming opportunities/TOP opportunities and meet with key manufacturer partners to review program performance and identify expansion opportunities/TOP opportunities.  
• Represent customer needs, feedback, and market trends to manufacturers and internal stakeholders.  
• Joint field engagement with manufacturer partners to assess end-user sites, run trials, and identify program potential.  
• Support bid and rebate management through updates, documentation, and follow-through.  

 Program Governance, Reporting & Compliance (20%)  

• Ensure consistent delivery of documented value, program visibility, and compliance across all stakeholders.  
• Conduct Quarterly Business Reviews with executive end-user stakeholders outlining activation, pipeline, value delivered, and next steps.  
• Share new product insights with manufacturers and distributors based on customer feedback.  
• Ensure compliance with company policies and sales processes.  

 Internal Alignment & Cross-Functional Collaboration (10%)  

• Partner with internal teams to ensure consistent program execution and operational excellence.  
• Participate in internal planning calls with Solutions Consultants, Regional Sales Directors, Channel Managers, and Sales Operations.  
• Collaborate cross-functionally (Field Sales, Channel, Marketing, Sales Operations) to maximize account penetration.  

What You Bring to the Table  

• Strong understanding of multi-site national account structures and end-user business challenges 
• Bachelor’s degree in sales, marketing, business-related field OR the equivalent in work experience 
• 3–5 years of experience managing and growing national or strategic accounts 
• Strong business acumen and collaborative mindset with an emphasis on partnership development, accountability, and follow-through 
• Knowledge of distributor/manufacturer channel models and value-added program execution, to include analyzing sales and POS data to identify trends, risks, and opportunities/TOP opportunities for growth 
• Ability to build executive-level relationships and communicate ROI, value creation, and conversion results 
• Strong analytical and reporting skills with the ability to link activity to measurable results 
• Highly organized with exceptional time management and planning skills 
• Self-directed and capable of managing multiple projects, stakeholders, and deadlines 
• Skilled in opportunity development, solution positioning, and overcoming barriers to adoption 
• Win/Win negotiating and critical thinking skillset to effectively navigate outside of a structured environment 
• Proficient use of Microsoft Office 365, CRM tools (Salesforce preferred) and experience leveraging analytics platforms such as Power BI? 
• Comfortable leading field visits, onsite trials, and in-person program engagements 
• Commitment to continuous improvement through feedback, learning, and innovation 

Performance Expectations 

Closed/Won: 

• $4,000,000 per year / $1,000,000 per quarter in closes.  
• Close = SC working on a national end user project (child location) on behalf of identified national end user project (not double counting). 
• Grow National Account opportunities/TOP opportunities by $500K annually across identified major end users. 
• Achieve $500K per quarter in program growth with targeted National Accounts. 
• Sign 2 new National Account program commitments per quarter. 
• Achieve $4,000,000 closed/won annually, with $1,000,000 annualized closes to include Business Development, HQ, National End User - Parent/Child account opportunities/TOP opportunities. 

Document KPI’s and Scope of Work:

• Ensure all opportunities/TOP opportunities, tasks, meetings, marketing plans, etc. are logged in the CRM for 100% of National Accounts: 
• For the NEU accounts identified, you will be required to provide the data team with distributor identifier associated with the NEU account, including any parent/child relationships. 
• Identify list of target National End User accounts. 
• VCP will be calculated on growth within the distributor identifier for assigned distributor. 
• Any accounts added during the quarter must have active Salesforce activity associated with the account and being actively managed by NEU Manager. 
• Provide quarterly value reporting, program compliance updates, and progress documentation 
• Deliver consistent program visibility to end users, distributors, and manufacturers. 

Pipeline Health: 

• Maintain an accurate, balanced, and progressing pipeline that aligns with company sales standards tracked in Salesforce. ? 
• Bundled Opportunity (Closed/Won) at End Users: SPOT - Leverage success with end users to find additional solutions that bring value and help increase their overall operational efficiency. Expand the portfolio of manufacturers within the customer base, leading to increased sales.  
• Budget and Expense Management: Owning annual and quarterly budget planning, providing accurate forecasts, and maintaining clear visibility into spend across programs, partners, and internal teams and staying within annual expense budget. 

Physical Requirements 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. 

• Sitting, particularly for sustained periods of time 
• Specific vision abilities required by this job include close vision and distance vision to safely to walk or drive through a facility 
• Ability to walk through end user facilities for up to 5 hours at a time 
• The employee must frequently lift and/or move up to 25 pounds 
• Must possess and maintain a valid Class C driver’s license and have the ability to drive a vehicle 
• Ability to travel extensively within North America (approximately 50–60%) quarterly 
• Regular and reliable attendance