Truck Sales Account Manager

Job Description
National Accounts Leader
(Confidential Search)
Our client is a large, well-established building products manufacturer. Its insulated panel division is building a national accounts program from the ground up and needs someone to lead it. Today the division sells through its traditional customer base. The next step is to go straight to end owners and sign national account agreements with them. Most will be structured as a directed buy
.

The owner writes our client's products into the specification, the work still bids to the traditional customer base, that customer buys from our client, and the owner gets a rebate on the back end. Market price holds, the customer base stays in the deal, and the owner locks in volume and pricing across their portfolio. Large owners are asking for enterprise-level partnerships. When a national grocer asks for one proposal covering every store it has, our client needs a leader who knows what to do next and can turn that request into a signed agreement. Develop the national account plan.

Set the strategy, target list, and go-to-market approach, then run it. Get in front of C-suite leaders and the people who make the large buying decisions at owners and manufacturers. That includes the director of construction level. A national retailer like Macy's, for example, has a director of construction who controls how every new and renovated location gets built. Target end owners across many markets: pharmaceutical manufacturing, cold storage, data centers, grocery, manufacturing, REITs, and more.

Build custom national account agreements within what the business can actually deliver, and see them through to a signature. Sell the full panel portfolio as one source
, from architectural facade systems to cold storage applications, often on the same project. Bring in the parent company's other product groups when the opportunity goes beyond panels, so the owner has one supplier for the whole building. Build the team over time, one the sales managers trust and want to work with. National accounts experience is a must. You've called on C-suite executives and closed enterprise-level agreements.

Ideally you've built a national accounts program, not just stepped into one that was already running. Construction experience is a must. You know how a project moves from owner to architect to spec to bid to install, from roofing contractors, building products, metal buildings, or similar. You're comfortable working alone. You fit a performance-driven, entrepreneurial culture. No degree required. Our client wants a tight initial focus, not a long target list. Pharmaceutical, cold storage, data centers, grocery, REITs, and manufacturing are all in play.

The right leader will help set the direction based on where their relationships already are.