Senior National Account Manager The Senior National Account Manager leads the strategy, profitable growth, and execution of assigned national accounts across 2-step distribution, dealers, retailers, and builders, including KB Home. This player-coach role owns customer relationships, commercial programs, forecasting, and account performance while leading and developing one direct report.
Key Responsibilities:
Own account strategies, annual business plans, and revenue, volume, margin, and growth objectives.
Build relationships across customer leadership, purchasing, merchandising, operations, supply chain, finance, and field teams.
Identify opportunities to expand product placement, geographic reach, customer penetration, and share of wallet.
Lead pricing, rebate, incentive, contract, and service negotiations within established approval guidelines.
Manage account profitability, forecasts, pipeline, inventory or sell-through insights, and business risks.
Lead customer business reviews, line reviews, and executive meetings with clear recommendations and action plans.
Partner with Directors of Sales, ASMs, and TSMs to translate national strategies into regional and local execution.
Lead the national commercial relationship with KB Home, including account strategy, pricing, forecasting, product alignment, and issue resolution.
Coordinate with Finance, Marketing, Product Management, Sales Operations & Enablement, Customer Experience, Supply Chain, Operations, Quality, and Legal to execute customer commitments.
Leadership & Team Development:
Lead, coach, and develop one direct report with clear priorities, expectations, and development goals.
Delegate work effectively to improve customer responsiveness, quality, and efficiency.
Provide regular feedback and support development in analytics, reporting, forecasting, account planning, and program execution.
Conduct performance and development discussions and support onboarding and training.
Foster collaboration, accountability, and strong follow-through across the account team.
Key Competencies:- Strategic account and joint business planning
- Executive relationship management and negotiation
- Financial acumen, pricing, margin, and program ROI analysis
- Forecasting, analytics, and data-based decision making
- Knowledge of distribution, dealer, retail, and builder channels
- People leadership, coaching, delegation, and accountability
- Cross-functional leadership and executive communication
- Customer focus, sound judgment, organization, and follow-through
Qualifications:
5+ years of progressive sales or national account experience in building materials, exterior products, construction products, or a related industry.
Demonstrated success managing complex, multi-location accounts and delivering profitable growth.
Experience with 2-step distribution and dealer channels; national retail and production-builder experience preferred.
Experience with account planning, pricing, negotiations, forecasting, and profitability management.
Experience leading or developing sales, channel, analytics, or account-support talent; formal people-management experience preferred.
Proficiency with CRM, Excel, and business intelligence or customer data.
Bachelor's degree in business, sales, marketing, or a related field preferred, or equivalent relevant experience.
Travel:
Up to 60% national travel based on customer and business needs. Occasional evening or weekend travel may be required.
