Reports to: SVP Of Sales and Marketing

Position Summary

The Director, National Accounts is responsible for developing and executing the company’s National Accounts strategy to drive profitable sales growth, increase market share, and strengthen relationships with enterprise customers and National Account partners. This role leads National Account initiatives focused on acquiring new business, expanding existing customer programs, increasing specification opportunities, and delivering consistent execution across multi-site organizations.

The Director, National Accounts, serves as the primary leader for the National Accounts Program and is responsible for developing strong relationships with end users, National Account distributors, sales representative organizations, lighting consultants, and design-build partners. This position identifies growth opportunities, develops strategic account plans, and ensures alignment between customer requirements and company objectives.

The ideal candidate combines strategic business development, relationship management, and program leadership with a hands-on approach to driving revenue growth and customer satisfaction.

Essential Responsibilities

National Account Strategy & Revenue Growth

• Develop and execute strategies to increase sales through National Account customers and partner channels
• Identify, pursue, and secure new National Account opportunities across targeted vertical markets
• Drive growth within existing National Account programs through account expansion and increased product adoption
• Establish account growth plans and performance objectives aligned with company revenue goals
• Monitor National Account performance metrics and implement corrective actions where necessary

National Account Relationship Management

• Build and maintain strong relationships with enterprise customers, National Account distributors, sales representative organizations, lighting consultants, and design-build partners
• Develop annual business plans with key National Account customers and partners
• Conduct regular business reviews to evaluate performance, identify opportunities, and strengthen partnerships
• Coordinate customer presentations, product standardization initiatives, and program expansion efforts
• Represent the company at customer meetings, industry events, and strategic partner functions

Business Development & Market Expansion

• Develop strategies to increase specification activity and project opportunities within National Account programs
• Support customer facility standardization efforts and portfolio-wide lighting initiatives
• Collaborate with sales agencies, regional sales managers, and distribution partners to maximize market opportunities
• Identify emerging technologies, market trends, and customer needs that support business growth
• Develop and implement programs designed to increase customer engagement and long-term account retention

Team Leadership

• Provide leadership, coaching, and development for two National Account Support Specialists
• Establish clear objectives, priorities, and performance expectations
• Foster accountability, responsiveness, and continuous improvement within the National Accounts team
• Ensure timely execution of quotations, proposals, project support, and customer communications

Cross-Functional Collaboration

• Collaborate with Regional Sales Managers, Marketing, Product Management, Operations, Customer Service, and Supply Chain teams to support National Account initiatives
• Ensure alignment between customer specifications, project opportunities, and operational capabilities
• Provide market feedback regarding competitive activity, customer requirements, and industry trends
• Support the development of National Account marketing materials, presentations, and strategic communications

Qualifications

• Bachelor’s degree in Business, Marketing, Sales, Engineering, or related field preferred
• 7+ years of experience in sales, National Account management, strategic account management, business development, or channel management
• Experience within the lighting, electrical, construction, or related industries strongly preferred
• Demonstrated success in developing and growing National Account or enterprise customer relationships
• Strong relationship-building, communication, presentation, and negotiation skills
• Proven ability to lead and develop team members
• Ability to analyze sales data and develop actionable growth strategies
• Willingness to travel as required

Key Performance Indicators

• National Account sales growth
• New National Account acquisition
• Existing account expansion and retention
• Specification activity and project pipeline growth
• National Account customer satisfaction
• Partner engagement and participation
• Revenue generated through National Account initiatives
• Development and performance of direct reports

Reporting Structure

Reports To: SVP Sales & Marketing

Direct Reports:

• Senior National Account Specialist
• National Account Specialist

Health and Safety Factors

• Positions that require performance of some assigned and required out of office job duties are designated as safety sensitive.
• Job duties are primarily sedentary in nature, but may require physical ability to stand, walk, and perform repetitive motions for extended periods of time in a fast-paced work environment.
• Must be capable of performing to the criteria presented in the position’s Job Analysis, including requirements for lifting, pushing, pulling, and carrying materials that vary in weight. Some tasks may require assistance of other persons and/or mechanical devices.
• Must comply with all policies, regulations, and standard operating procedures, including proper use and care of Personal Protective Equipment, maintaining the work area and equipment, and demonstrating a proactive mindset for identifying and addressing safety concerns to ensure a safe working environment.
• E. Williams, Inc. maintains a Drug and Alcohol Free workplace.

This job description in no way states or implies that these are the only activities to be performed by the employee occupying this position. Accommodations may be made to enable individuals with disabilities to perform the essential functions of the job. Employees will be required to follow any other job-related instructions and perform any other job responsibilities required by their Supervisor.

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