Job Objective: Provide commercial management to the National Accounts team, specifically focused on the Commercial & Industrial segments. Drive differential growth among National Accounts team, both as an individual contributor and as a manager of National Account Associates.
Essential Duties and Responsibilities: In addition to the essential job functions described below, all associates will perform duties requested by management.
- Act as player coach for a team of professionals selling products and services for corporate accounts where a “One RelaDyne” approach is warranted
- Co-manage a highly capable and talented team that is tightly aligned to the business, industry trends, and performance metrics
- Co-manage a team of professionals to maximize sales for corporate accounts
- Employ and demand a fact-based, analytical approach to all business decisions, with an emphasis on the financial performance of the team
- Monitor key performance indicators, including establishment / refinement of best practices
- Report on KPI’s on a monthly, quarterly and annual basis for volume, UGM, and Contribution Margin at both the account, industry segment & team level
- Ensure people, process, tools and culture of the team support the sales strategy and execute improvement plans to address any gaps
- Develop and execute roadmap to provide a superior customer experience for Corporate Accounts
- Develop highly professional sales relationships both internally and externally
- Coordinate with senior & executive management on gallons needed to hit major oil goals and maximize program payouts
- Responsible for planning, design and administration of policies, procedures, and programs in all areas.
- Work collectively with Centralized Purchasing, Product Line Management, Supply Chain and Logistics to determine lowest cost to serve and sales strategy for network
- Collaborate with the Pricing Team to maximize margins where market allows and continue to implement a profitable pricing strategy within Corporate Accounts
- Work with marketing, as requested and agreed upon, for supply contracts and RFQs.
- Coordinate order activity with customer service team(s)
- Works with Centralized Credit Manager, for credit approvals on new accounts
- Utilize & co-manage the effective accuracy & use of the Salesforce CRM
- Continue to grow individual account portfolio, in addition to managing CAMs & KAMs
Other:
- Attend necessary regional, corporate, and industry meetings
- Represent the company in a professional manner at all times ensuring quality customer service
- Abide by all policies, rules, and regulations of the company including all applicable safety rules, regulations and procedures
- Support corporate programs, goals, and initiatives of the company
Knowledge Skills and Abilities:
- Prefer 5+ years of relevant industry experience
- Prefer 10+ years of sales experience
- Minimum education required— bachelor’s degree in Business Administration or related field or related & relevant work experience.
- Ability to travel 50%
- Proven ability to translate business needs into growth.
- Excellent verbal/written communication skills. Effective training and negotiating abilities and ability to deal constructively with conflicts. Must have a high degree of patience with the ability to recognize potential problems thru branches and how these relate to customers.
- Computer skills, Word, Excel, Saleforce, PBI
Performance Measurements:
- Budget achievement on Corporate Accounts
- Annual year over year program growth in volume, UGMs & Contribution Margin
- Unit Gross Margin by Account
- Volume and Share of Wallet growth at target accounts
- Cooperation and effective collaboration with all teams
Equal Opportunity Employer/Disability/Veterans
RelaDyne, and its affiliates, is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ethnicity, sex, age, gender identity, sexual orientation or identity, genetic information, status as a protected veteran, status as a qualified individual with disability, or any other protected class status.
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Skills Required
- 5+ years of relevant industry experience
- 10+ years of sales experience
- Bachelor's degree in Business Administration or related field
- Ability to travel 50%
What We Do
RelaDyne, headquartered in Cincinnati, OH, combines many years of expertise with our valued associates to serve more than 10,000 clients in the automotive, commercial and industrial industries. We strive to deliver valuable, dependable service and effective solutions as a trusted partner to our customers. Our core business, focused on lubrication excellence, is accomplished through offering unmatched products and services in which we improve the reliability and efficiency of our customer’s equipment for increased profitability of their business. Through an understanding of each customer’s specific needs, our team of dedicated associates becomes a valued extension of their operations.
