National Accounts Manager - Industrial Construction Industry

Description Identifies national customers within the industrial construction industry and participates in the development of cross-regional strategies that meet the requirements of the customer while providing rental revenue growth for RSC. Promotes profitable volume growth by participating in the planning, development and establishment of sales programs, strategic objectives, and policies. Participates in the development of in-depth analyis of all legislation, regulations, current research and other trends within the segment to maximize RSC Equipment Rental's position as the vendor of choice.Teams with regional sales management and coordinates with corporate functions to implement solutions tailored to meet the needs of the client base. Regularly communicates results and progress to the National Account Executive. This position could be located anywhere in the United States, however preference may be given to those who reside near major industrial construction companies.

• Program Development: Participates in the development and implementation of innovative, national solutions in accordance with the Company's strategic objectives. Participates in the development of Rules of Engagement. Assists in the formulation, interpretation, and enforcement of policies such as pricing, selling practices, online selling, and other sales-related activities.
• Account Management: Provides sales leadership by coordinating sales efforts within the industrial construction industry in an assigned area.  Achieves financial objectives in terms of gross margins, promotional sales, inventory management, and operational efficiency. Provides assistance to local sales teams in support of business segment objectives.
• Business Development: Promotes company-wide sales efforts by leading the account sales effort within an assigned area in industrial construction. Researches information on industry-specific partnerships, establishes pricing methods, recommends resource allocation, and cultivates consultative relationships with strategic customers, using deep product and industry knowledge to implement effective solutions.
• Market Analysis: Identifies market opportunities within an assigned area and utilizes critical sales information by analyzing market research and customer segmentation, evaluating competitor market position and sales techniques, identifying new markets, and establishing sales forecasts.  Develops and presents metrics that measure the increase in rental revenue for accounts that are managed under the program.
• Customer Relations: Enhances customer satisfaction and retention by monitoring customer service metrics. Identifies and develops opportunities to improve products and services. Builds and maintains successful business partnerships by conducting visits to key customers. Monitors customer key performance indicators and provides reports as required. Coordinates problem resolution with National Accounts Service Center and region administration.

Requirements

• Five to seven years progressively-responsible experience in sales including significant national account management experience within the industrial construction industry required. 
• Bachelors' degree in related field required. Master of Business Administration or an equivalent graduate degree preferred. 
• Demonstrated experience in effective guidance of strategic account management and interfacing with senior management required.
• Demonstrated excellent communication and interpersonal skills to interface with all levels including executive management required. 
• Proven negotiation and presentation skills required.
• Ability to travel frequently required.