National Account Sales Manager
Position Summary
To initiate and develop the strategic sales plans and activities of the organization and to achieve budgeted sales revenue and profitability goals and objectives. Middle street Graphics and Displays products include Temporary Corrugated Displays, Semi Permanent Injection Molded, and Fiberboard Displays as well as POP and POS promotional items, and Label production for Spirits and Beverage Brands.
Essential Functions
Maximizes sales and distribution of Middlestreet products through selling techniques and communication of sales and marketing promotions based on the needs of each client.
Coordinates and communicates with client and MG employees regarding pricing, products, program details, design elements and addresses any special needs and requests of the client.
Manages existing client relationships and develops new relationships within assigned customer channels to maximize Middlestreet’s penetration, revenue, and profit.
Executes Middlestreet’s Annual Operating Plan strategies and programs related to assigned and newly developed client base.
Assures the economic component of client sales are within budgetary guidelines specifically pricing architecture, expenses, gross and net margins.
Conducts sales activity through both virtual means and face-to-face when possible and necessary to meet client demands and expectations.
Participates in a variety of communication and servicing activity and works closely with client services team members to ensure clients are well informed of Middlestreet services and capabilities and all service-related issues are timely addressed.
Initiates, prepares, and conducts internal and external client business reviews and planning meetings, as necessary.
Prepares periodic sales reports, pricing models, and margin analysis for book of business.
Maintains confidentiality of financial information, promotions, pricing, profit and loss reports, client information, employee information (e.g., discipline, wage information) and other sensitive and confidential information.
Ensures that company policies, standards and procedures are met, followed, and maintained in accordance with established company policy (e.g., OSHA and safety compliance, Federal/State/Local laws).
Works assigned schedule, exhibits regular and predictable attendance, and works outside of normal schedule as required to meet workload demands. Performs other related duties as required.
Position Qualifications
Competency Statement(s)
Analytical Skills - Ability to use thinking and reasoning to solve a problem.
Business Acumen - Ability to grasp and understand business concepts and issues.
Communication Skills - Ability to effectively communicate (both verbally and in writing) with others either individually or in a group setting.
Customer Oriented - Ability to take care of the client's needs while following company policies and procedures.
Decision Making - Ability to make critical decisions while following company policies and procedures.
Diversity Oriented - Ability to work effectively with people regardless of their age, gender, race, ethnicity, religion, or job type.
Goal Oriented - Ability to focus on a goal and obtain a pre-determined result.
Integrity - Ability to be truthful and be seen as credible in the workplace.
Leadership - Ability to influence others to perform their jobs effectively and to be responsible for making decisions.
Relationship Building - Ability to effectively build relationships with internal/external clients and co-workers.
Sales Ability - Ability to use appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea.
Strategic Planning - Ability to develop a vision for the future and create a culture in which the long-range goals can be achieved.
Skills & Abilities
Education Level
Bachelor’s Degree (four year college or technical school) or equivalent work experience.
Experience
5-7 years of previous experience with corrugated display or packaging, commercial print, graphics design, and with at least 5 years of previous sales experience calling on national/regional chain accounts with proven sales results. Previous wide-format digital print/design/display industry experience strongly preferred.
Computer Skills
Must be proficient in Microsoft Office Suite, including PowerPoint and Excel; previous experience with SharePoint and Office 365 strongly preferred, as well as Adobe Creative suite
Certificates & Licenses
Valid Driver's license and must be insurable to operate a vehicle as a condition of initial and continued employment.
Additional Requirements
Retail sales environment; alcohol and/or non-alcohol beverage industries; standard selling practices; promotional development; financial management. Skilled in: selling products & promotions; external & internal customer service; analyzing financial statements &
understanding organizational impact of sales & pricing decisions. Ability to: work quickly, efficiently & independently; multi-task; communicate effectively with customers & other employees both verbally & in writing; adapt to change; relate to & influence customers/other employees; develop & maintain good working relationships; problem solve; delegate; operate a computer; influence at high levels of the organization; demonstrate organizational leadership skills using a collaborative team approach; balance internal/external volume & profit goals to achieve targets; identify plan gaps with the ability to build & execute contingency programs. Other functions, skills & abilities may also apply.
