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David Careers

National Account Sales Manager - West

Posted 12 days ago

nefcoSpringfield (IL)
Sales ManagersAdministrative Management and General Management Consulting Services

SENIORITY

Manager

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About the role

Position Summary: We are seeking an experienced Regional Manager - National Accounts to lead and develop a team of National Account Sales Managers within an assigned region. This role is responsible for driving profitable regional growth, expanding market share, coaching and managing a team of account executives, and overseeing strategic relationships with the region's largest and most complex national accounts. The ideal candidate combines strong sales leadership with hands-on account strategy expertise.
Key Responsibilities:
  • Team Leadership
  • Hire, train, coach, and manage a team of National Account Sales Managers across the region
  • Set individual and team sales targets, and monitor performance against quota
  • Conduct field visits and ride-alongs, regular pipeline reviews, 1:1s, and performance evaluations
  • Foster a high-performance, accountable, and collaborative team culture
  • Identify skill gaps and provide ongoing coaching, mentorship, and professional development
  • National Account Strategy
  • Identify opportunities to expand NEFCO’s presence within existing National Accounts while aggressively pursuing new business
  • Develop and execute the regional sales strategy in alignment with company-wide revenue goals
  • Oversee strategic planning for the region's top national accounts, partnering with reps on key negotiations and executive relationships
  • Personally engage local trade association executives and top-tier or at-risk accounts as needed to support the team and protect revenue
  • Analyze regional market trends, competitor activity, and account performance to identify growth opportunities
  • Build and manage a sales pipeline & dashboards within CRM, tracking opportunities from prospecting through close to monitor growth opportunities and overall account health
  • Customer & Business Leadership
  • Serve as a trusted partner to key national accounts
  • Assist in resolving customer concerns and service challenges while maintaining strong relationships
  • Maintain a thorough understanding of NEFCO’s products, services, and market opportunities
  • Represent NEFCO professionally with customers, vendors, and industry partners.
  • Cross-Functional Collaboration & Reporting
  • Partner with sales, operations, supply chain, pricing, marketing, and customer success leadership to ensure account delivery and satisfaction
  • Deliver accurate regional forecasts, pipeline reports, and business reviews to senior leadership with a consistent operational rhythm
  • Represent the region in company-wide sales planning and strategy sessions
  • Ensure CRM consistency and reporting accuracy across the team
What Success Looks Like:
  • Consistently achieves sales and gross profit targets
  • Grows market share and expands customer relationships
  • Develops high-performing National Account Sales Managers
  • Creates strong alignment between sales & operating teams
  • Maintains high levels of customer satisfaction and employee engagement
  • Builds a culture of accountability, safety, and continuous improvement
Qualifications:
  • Bachelor's degree in Business, Marketing, or related field (or equivalent experience)5+ years of experience in national/enterprise account sales, with at least 2–3 years in a sales leadership or team management role
  • Proven track record of leading a team to meet or exceed regional revenue targets
  • Strong background managing complex, large-scale national account relationships
  • Demonstrated ability to coach, motivate, and develop sales talent
  • Experience with CRM software (Salesforce) and sales forecasting/analytics tools
  • Excellent negotiation, presentation, and executive communication skills
  • Ability to travel up to 50% within the region for client and team engagements
Preferred Qualifications:
  • Experience selling into ENR 500 or large enterprise organizations
  • Existing network of contacts within core MEP trades
  • Prior experience building or scaling a regional sales team
  • Familiarity with consultative or solution-based selling methodologies
Compensation & Benefits:
  • Base salary plus performance-based bonus
  • Health, dental, and vision insurance 401(k) with company match
  • Paid time off and company holidays
  • Additional perks: car allowance, expense account, remote flexibility, etc

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