National Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of the commercial performance and development of designated national accounts, focusing on revenue, profitability, forecasting, relationships, and execution of account plans.

• Create annual customer business plans that align with Festool's growth objectives and the priorities of customers.

• Establish strong relationships with senior leadership and the customer's merchandising, purchasing, e-commerce, marketing, finance, and operations teams.

• Discover and quantify growth opportunities through assortment expansion, new products, e-commerce, marketplaces, campaigns, and strategic initiatives.

• Manage the customer assortment strategy, distribution growth, assortment productivity, new product launches, and share expansion.

• Oversee integrated account planning alongside Marketing and Digital teams.

• Generate detailed forecasts based on growth opportunities, commitments, changes in assortment, and product launches.

• Facilitate customer business reviews, line reviews, and strategic planning meetings.

• Lead commercial negotiations related to contracts, dealer programs, SPAs, assortments, terms, investments, and commitments.

• Convert product launches, campaigns, and commercial initiatives into tailored sales plans for customers.

• Collaborate with Marketing and Digital teams to enhance online visibility, conversion rates, digital merchandising, content, and e-commerce sales.

• Evaluate sales, customer, market, and digital performance data to identify trends, risks, gaps, and opportunities.

• Advocate for the customer internally by providing feedback, competitive intelligence, opportunities, and challenges.

• Coordinate internal resources to ensure ownership and implementation of the account strategy.

• Maintain Salesforce as the definitive source for account plans, activities, opportunities, pipeline, and forecasts.

• Represent Festool at customer meetings, dealer events, trade shows, line reviews, and strategic account engagements.

• Enhance Festool's share of wallet while fostering long-term relationships with customers.

⛳️ Requirements

• Proven experience in sales or business development with direct accountability for prospecting, acquiring new business, and increasing customer revenue.

• Over 7 years of progressive experience in sales, national account management, or key account management with high-volume, complex customers.

• Demonstrated history of consistent revenue growth, expanded strategic relationships with customers, and tangible business outcomes.

• Capacity to introduce innovative commercial strategies and challenge existing beliefs.

• Experience in developing and implementing annual account business plans, forecasts, and growth strategies.

• Strong commercial and financial insight, including profitability assessments and revenue-impact evaluations.

• Experience in negotiations concerning customer programs, contracts, assortments, commercial terms, investments, and commitments.

• Proven ability to influence senior customer decision-makers across various functions.

• Strong analytical skills with proficiency in utilizing sales and customer data.

• Comprehensive understanding of e-commerce and omnichannel retail environments.

• Familiarity with CRM platforms, particularly Salesforce.

• Excellent presentation and communication skills; experience in leading customer business reviews and strategic account discussions.

• Ability to drive cross-functional initiatives without direct reporting authority.

• Highly accountable, self-motivated, and capable of balancing strategy with execution.

• Willingness to travel as required (approximately 30%).

• Bachelor’s degree in Business, Sales, Marketing, or a related field (preferred).

• Preferred: experience with national retail, dealer, distribution, or e-commerce accounts; physical retail and e-commerce sectors; assortment planning; new product launches; promotional initiatives; joint business planning; dealer/distribution go-to-market strategies; cross-functional customer growth plans; and industries related to professional tools, construction, woodworking, paint, durable goods, or similar.

🏝️ Benefits

• Recognized as a 2024 Best Places to Work recipient, with an award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance, and more.

• Comprehensive benefits package offered.

• Paid holidays in accordance with statutory and provincial regulations.

• Generous vacation/PTO package provided.

• Continuing education reimbursement benefits available upon eligibility.

• Medical, dental, vision, and short/long-term disability insurance included.

• Optional life insurance offered.

• RRSP with company matching contributions up to 6%.

• Company-sponsored paid corporate volunteer day.

• Competitive compensation and benefits.

• Parental paid leave policy in place.

• Leadership training programs available.

• Various wellness initiatives implemented.

• Employee-led resource groups, including the Leadership Advisory Council, Festool Fun Committee, and Ladies of Festool Team.

• Numerous charitable initiatives supported across the U.S. and globally.