Vice President, National Accounts

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

📋 Description

• Build and manage a high-performing national accounts organization.

• Develop and implement a national accounts strategy along with growth priorities, sales objectives, profitability targets, and customer opportunities.

• Identify appealing end markets, customer segments, and strategic prospects.

• Establish executive-level relationships with key national accounts and strategic prospects.

• Assess sales strategies, account performance, market opportunities, and competitive threats; implement necessary corrective actions.

• Oversee national accounts budgets, forecasts, pipeline plans, staffing requirements, and performance commitments.

• Lead strategic account evaluations, executive customer meetings, business reviews, and sales planning sessions.

• Address complex commercial and service challenges to enhance retention, share of wallet, and customer profitability.

• Propel account planning, prospecting, opportunity management, pricing strategies, and coordinated customer engagement.

• Recruit, structure, lead, coach, and cultivate the national accounts sales team.

• Drive profitable growth through value-based selling and alignment with operational capabilities.

• Enhance the team's business acumen, product and market knowledge, negotiation skills, and executive presentation capabilities.

• Advocate for Brook + Whittle’s products, innovation, and sustainability capabilities through tailored customer value propositions.

• Formulate growth plans for strategic accounts and targeted strategies to secure new national account business.

• Provide account analyses, pipeline updates, forecasts, and performance reporting utilizing Salesforce.com.

• Monitor customer retention, competitive exposure, and share-of-wallet opportunities.

• Translate customer priorities into coordinated plans across Operations, Supply Chain, Pricing/Estimating, Product Management, Marketing, Finance, and Customer Service.

• Lead the resolution of complex customer issues and drive root-cause solutions.

• Identify and eliminate internal barriers to growth while enhancing the customer experience.

• Champion cross-functional initiatives, commercial opportunities, and new product or market efforts through implementation.

• Manage business expenses in accordance with company guidelines.

• Travel overnight as necessary based on customer, territory, and business requirements.

⛳️ Requirements

• Strategic sales leadership with the ability to evaluate markets, set priorities, create growth plans, and convert strategy into action.

• Strong commercial and financial acumen, encompassing pricing, profitability, account economics, competitive trends, and growth investments.

• Outstanding problem-solving, judgment, negotiation, and decision-making capabilities.

• Executive presence paired with exceptional communication skills.

• Ability to recruit, develop, coach, and hold high-performing sales teams accountable.

• Strong leadership in organization, prioritization, and execution disciplines.

• Proficiency in CRM tools, including Salesforce.com, as well as Microsoft Office applications.

• Bachelor's degree in business, sales, marketing, or a related field preferred; equivalent relevant experience may be taken into account.

• 10+ years of progressive experience in sales, account management, or national account leadership.

• Experience ideally within pressure-sensitive labels, shrink sleeves, flexible packaging, or a related manufacturing sector.

• Proven success in building or leading high-performing sales teams, managing strategic accounts, acquiring new business, and achieving profitable revenue growth.

• Strong comprehension of packaging or related manufacturing markets, customer buying behaviors, competitive practices, and value-added selling techniques.

• Capability to lead cross-functional teams, address complex customer and operational challenges, and execute strategic growth initiatives.

• Proficient in Microsoft Word, Excel, PowerPoint, Outlook, and Salesforce.com or a similar CRM platform.

• Overnight travel is required.

🏝️ Benefits

• Competitive Benefits Package.

• Recognition program.

• Advancement opportunities.

• Compensation structure.

• Equal employment opportunities and nondiscrimination protections.