National Account Manager

SUMMARY: 

The role also requires continual engagement with all internal and external stakeholders across both the Enware and AVG channels with a focus on developing and executing strategic account plans for each nominated national account.   

RESPONSIBILITIES AND DUTIES: 

• Accurately forecast annual, quarterly and monthly revenue streams and interpret short and long-term effects on sales strategies in operating profit 

• Develop and execute strategic growth plans that outline investments and actions to meet or exceed stated revenue and profit targets 

• Develop and implement a Strategic Account Plans for the Key Accounts, which is in line with the overall AVG and Enware market strategy. 

• Hold regular meetings with sales and operational staff to ensure efficient and stable sales activity  

• Ensure sales growth in line with budget and AOP forecast requirements by focusing on key growth opportunities over all AVG, Enware and Watts product ranges. 

• Support business development through pursuing primary demand/specification channels to market (Hydraulic Consultants & Engineers, Major Plumbing Contractors, Water Authorities, Developers, OEMs, Fire Specialists) in the value chain for key growth accounts. 

• Engage in business development activities by implementing strategies and initiatives to gain maximum product solution specification.  

• Prepare and deliver presentations to solicit potential business opportunities from prospective clients and prepare proposals and tender contracts as required. 

• When required, support, plan and attend market trade shows and exhibitions to promote the product portfolio. 

• Work with the new product integration team to develop and launch new products into the related key national accounts.  

• Forecasting – provides accurate forecasting on a weekly and monthly basis for national key accounts. 

• Pricing – support the development of sell prices in coordination with sales, management and Marketing team to ensure consistency nationally whilst maximizing volume and gross margin opportunities. 

• Ensure project pricing consistency between the AVG & Enware business to maximise profitability. 

• Budget control - monitor and account for all expenses, and other budgets for the functional area and report any variances and recommend resolutions. 

• Promotional plans - develop and implement national promotional programs to achieve targeted results across all national accounts, working with management and territorial leaders to define industry specific needs and demands. 

• Industry knowledge - keep abreast of information on industry trends, regulatory changes, competitor activity and best practice that may directly impact on the business. Investigate market for new products that can be added to the portfolio 

• Develop close working relationships with Sales Team across all States & Territories to assist in product awareness and development, specific to key accounts. 

• Work closely with the National Business Development Manager for the Watts product range to assist with account plans and demand generation strategies with key merchants.   

• Provide reports on a monthly basis to management, advise all relevant action strategies as necessary. 

• Provide regular customer spend reports and analysis to influence buying behavior of key national accounts  

• Ensure the CRM becomes an essential tool for the sales team 

KEY MEASURABLES and KPI’s 

• Achieve and exceed annual budget targets with YOY growth being a key measure of success  

• Develop, manage and lead the State team to meet the strategic objectives and goals whilst also maximizing sales revenue for the state 

• Implement the strategic sales plan within the state 

• Protecting the core revenue volumes and products with key national accounts across Australia  

• Growing the sales volume with the key national accounts across Australia  

• Maintaining profitability with the key national accounts across Australia  

• Maintaining and increasing the customer loyalty score with the key national accounts across Australia 

EDUCATION: 

• A qualified senior professional business development Technical Salesperson with a minimum 10 years’ experience showing strong technical knowledge of plumbing and fire related valves industries.  

• Computer literacy skills are necessary (Microsoft Office suite). A current driver's license and passport are mandatory. 

• 10+ years’ business development experience preferably in senior technical/specification/solution sales. 

MANAGEMENT:  

• National Key Accounts  

WORKING ENVIRONMENT: 

• Mixture of office and travel (local, interstate, and international) as required to support customers and drive sales and business development initiatives. 

QUALIFICATIONS AND EXPERIENCE: 

• 10+ years’ business development experience preferably in senior technical/specification/solution sales. 

• Trade qualification in an associated field is a preference  

• Ability to communicate and motivate internal sales teams to achieve growth. 

• Strong capability of initiating relationships within the plumbing contractor, hydraulic consultant, engineers, Fire specialists & Water Authorities. 

• Experience in the specification process. 

• The position requires a self-motivated individual with the ability to react to market trends and conditions through a business development and solutions sales-oriented hands-on approach. Equally important is an ability to impart a corporate message to the target market as well as the confidence and presence to deliver presentations to small and large groups.