National Account Sales Manager - West

Position Summary

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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 LeadershipHire, train, coach, and manage a team of National Account Sales Managers across the regionSet individual and team sales targets, and monitor performance against quotaConduct field visits and ride-alongs, regular pipeline reviews, 1:1s, and performance evaluationsFoster a high-performance, accountable, and collaborative team cultureIdentify skill gaps and provide ongoing coaching, mentorship, and professional development
National Account StrategyIdentify opportunities to expand NEFCO’s presence within existing National Accounts while aggressively pursuing new businessDevelop and execute the regional sales strategy in alignment with company-wide revenue goalsOversee strategic planning for the region's top national accounts, partnering with reps on key negotiations and executive relationshipsPersonally engage local trade association executives and top-tier or at-risk accounts as needed to support the team and protect revenueAnalyze regional market trends, competitor activity, and account performance to identify growth opportunitiesBuild and manage a sales pipeline & dashboards within CRM, tracking opportunities from prospecting through close to monitor growth opportunities and overall account health
Customer & Business LeadershipServe as a trusted partner to key national accountsAssist in resolving customer concerns and service challenges while maintaining strong relationshipsMaintain a thorough understanding of NEFCO’s products, services, and market opportunitiesRepresent NEFCO professionally with customers, vendors, and industry partners.
Cross-Functional Collaboration & ReportingPartner with sales, operations, supply chain, pricing, marketing, and customer success leadership to ensure account delivery and satisfactionDeliver accurate regional forecasts, pipeline reports, and business reviews to senior leadership with a consistent operational rhythmRepresent the region in company-wide sales planning and strategy sessionsEnsure CRM consistency and reporting accuracy across the team
What Success Looks LikeConsistently achieves sales and gross profit targetsGrows market share and expands customer relationshipsDevelops high-performing National Account Sales ManagersCreates strong alignment between sales & operating teamsMaintains high levels of customer satisfaction and employee engagementBuilds a culture of accountability, safety, and continuous improvement
QualificationsBachelor'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 xzbcwsv in a sales leadership or team management roleProven track record of leading a team to meet or exceed regional revenue targetsStrong background managing complex, large-scale national account relationshipsDemonstrated ability to coach, motivate, and develop sales talentExperience with CRM software (Salesforce) and sales forecasting/analytics toolsExcellent negotiation, presentation, and executive communication skillsAbility to travel up to 50% within the region for client and team engagements
Preferred QualificationsExperience selling into ENR 500 or large enterprise organizationsExisting network of contacts within core MEP tradesPrior experience building or scaling a regional sales teamFamiliarity with consultative or solution-based selling methodologies
Compensation & BenefitsBase salary plus performance-based bonusHealth, dental, and vision insurance401(k) with company matchPaid time off and company holidaysAdditional perks: car allowance, expense account, remote flexibility, etc