Own and grow strategic national accounts across North America by developing account plans, expanding revenue, managing negotiations, forecasting sales, and protecting profitability. Build executive and operational relationships with customers, OEMs, distributors, and channel partners. Identify new business opportunities, maintain accurate CRM and pipeline data, resolve customer issues, and coordinate with Engineering, Product Management, Operations, Supply Chain, and Marketing to deliver customer and commercial outcomes.
Position Description
Position: National Account Manager
Department: Sales
Reports to: Global Director of Sales
Direct Reports: None
Location: USA
Role Purpose
The National Account Manager is responsible for owning the development and growth of Enatel's strategic national accounts across North America, supporting the diversification of revenue streams and expansion into key markets and customer segments. Acting as the primary relationship owner for assigned accounts, the role combines executive-level relationship management, disciplined account planning, and new business development to drive sustainable revenue and margin growth.
Working closely with large multi-site customers, OEMs, distributors, and channel partners, the role develops long-term customer partnerships, identifies growth opportunities, and expands Enatel's presence across strategic accounts and target markets.
Working closely with teams across the business, the role translates customer requirements into effective commercial outcomes through forecasting, account planning, issue resolution, and cross-functional collaboration. The National Account Manager plays a key role in strengthening Enatel's market position, deepening customer engagement, and delivering long-term commercial success across the North American market.
Key Success Outcomes
- Revenue, margin, and profitability objectives are consistently achieved or exceeded across the assigned account portfolio.
- Sustainable revenue growth is achieved through the expansion of existing customer relationships and the development of new commercial opportunities.
- Enatel's customer portfolio is strengthened and diversified, reducing reliance on individual customers, markets, or revenue streams.
- Strong customer partnerships result in high levels of customer retention, satisfaction, and long-term business growth.
- A healthy and accurate sales pipeline supports effective business planning, forecasting, and strategic decision-making.
- Customer forecasts are effectively aligned with business requirements, contributing to operational efficiency and improved customer outcomes.
- Cross-functional collaboration enables the successful delivery of customer commitments and commercial objectives.
- Enatel's market position, reputation, and share of customer spend are strengthened within strategic accounts and target markets.
- The role consistently demonstrates Enatel's values, maintains ethical business practices, and positively contributes to team performance and culture.
Key Internal Relationships
- Global Director of Sales and wider Sales Team
- Engineering, Product Management and Marketing Teams
- Operations, Supply Chain
- General Managers and Business Leader as required
Key External Relationships
- Existing key accounts
- Prospective customers
- Distributors and Channel Partners
- Strategic industry partners
Key Requirements
Accountability Area
Desired Outcome/Achievement Indicators
Strategic Account Management
- Act as the primary relationship owner for assigned strategic accounts.
- Develop and execute account plans aligned to customer and business objectives.
- Identify opportunities for account growth, expansion, and increased customer value.
- Conduct regular account reviews and maintain strong executive and operational relationships.
Revenue Growth & Business Development
- Identify, qualify, and convert new commercial opportunities within existing and target accounts.
- Support customer acquisition and market expansion initiatives where required.
- Develop strategies to increase revenue, profitability, and market penetration.
- Maintain a healthy pipeline of opportunities aligned to business objectives.
Commercial Management
- Manage pricing, commercial negotiations, and contract discussions.
- Monitor account performance, profitability, and commercial risks.
- Support the development and execution of customer growth strategies.
- Ensure commercial commitments support both customer and business outcomes.
Forecasting & Business Planning
- Develop and maintain accurate sales forecasts and account projections.
- Collaborate with customers and internal stakeholders to improve forecast quality.
- Communicate demand trends, risks, and changes to relevant stakeholders.
- Maintain accurate CRM, pipeline, and account data.
Customer Success & Issue Resolution
- Coordinate the resolution of customer concerns, product issues, and service-related enquiries.
- Facilitate cross-functional responses to customer requirements and escalations.
- Ensure timely communication and effective issue resolution.
- Monitor customer satisfaction and proactively manage risks to customer relationships.
Cross-Functional Collaboration & Market Insight
- Work closely with Engineering, Product Management, Sales Engineering , Operations, Supply Chain, Sales Operations, and Marketing teams.
- Provide customer, competitor, and market insights to support business decision-making.
- Support new product introduction and customer implementation activities.
- Translate customer feedback into actionable recommendations and business opportunities.
Other duties:
- Maintains a behaviour consistent with Enatel’s company values and manages activities which both optimises and remains within the agreed expenses budget.
- Perform other tasks as required by the Global Director of Sales or the business.
- Contributes to the achievements of department goals and objectives.
Health & Safety:
- Ensures compliance with all Health and Safety requirements and that all Company health and safety policies are implemented. This includes ensuring any site safe risk assessments are provided to or carried out by Enatel when off site, as well as ensuring The Employee keeps themselves safe while travelling domestically or abroad, in accordance with all Enatel H&S and Company Policies.
- Maintain a safe and clean working environment by complying with Enatel policies and procedures.
- Leads by example in all matters relating to Health & Safety.
Environmental:
Enatel is committed to minimising the environmental impact of our operations and products.
- Ensuring Environmental policies and processes are followed.
Person Specification
Essential
Desirable
Competencies
- Functional/Technical Skills - has the functional and technical knowledge and skills to do the job at a high-performance level.
- Action orientated – driven to achieve successful outcomes for all the business.
- Strategic Thinking – Identifies long-term opportunities, anticipates market trends, and develops practical strategies that drive business growth.
- Business Acumen - Conducts organizational strategy with a clear understanding of the industry trends, economic sectors and market dynamics that drive strategic imperatives within the business community.
- Commercial Acumen – Understands the financial, commercial, and operational drivers that influence customer and business performance.
- Customer Focus - Builds and maintains strong, long-term customer relationships by understanding customer needs and delivering value-driven solutions.
- Learning Agility - the ability to learn quickly in a new environment.
- Problem Solving – systematic approach to ensure effective and efficient processes are in place.
- Integrity and Trust – is seen as a direct, truthful individual; is widely trusted.
- Ethics & Values - Has an appropriate and effective set of core values and beliefs and acts in line with those values at all times.
- Drive for Results – can be counted on to exceed goals successfully.
Skills, Experience & Knowledge
- Demonstrated success managing and growing large, complex national or strategic accounts within the United States, preferably in a technical, industrial, manufacturing, OEM, or B2B environment.
- Experience developing and executing strategic account plans that deliver measurable revenue growth, margin improvement, and customer value.
- Proven ability to engage, influence, and build trusted relationships with corporate decision-makers at operational, commercial, and executive levels.
- Strong commercial acumen, including experience managing revenue, margin, forecasting, and profitable customer outcomes.
- Experience identifying and converting growth opportunities through account expansion, market development, and strategic sales initiatives.
- Ability to analyse customer, market, and sales performance data to identify opportunities, risks, and business trends.
- Experience coordinating customer activity and stakeholder engagement across multiple customer locations, sites, or business units.
- Strong commercial negotiation skills, including experience negotiating agreements and delivering mutually beneficial customer and business outcomes.
- Excellent communication skills with the ability to present ideas and recommendations effectively to customers and internal stakeholders.
- Demonstrated ability to work collaboratively across Sales, Engineering, Product Management, Operations, Supply Chain, Marketing, and Technical Services teams.
- Experience using CRM systems and maintaining accurate pipeline, forecast, and customer information.
- Strong organisational and prioritisation skills with the ability to manage multiple accounts and competing priorities.
- Experience working within the material handling, motive power, battery charging, power electronics, industrial equipment, or related sectors.
- Established relationships within the US material handling, motive power, battery charging, power electronics, industrial equipment, or adjacent markets.
- Established relationships with national customers, OEMs, distributors, channel partners, or other key industry stakeholders.
- Experience managing complex OEM, distributor, channel partner, or national account relationships.
- Experience supporting international customers across multiple geographic regions.
- Experience contributing to market expansion, customer portfolio diversification, or strategic growth initiatives.
- Knowledge of demand planning, supply chain processes, or manufacturing operations.
- Experience working within a global or matrixed business environment.
Qualification / Licenses
- Bachelor's degree in Business, Marketing, Sales, Commerce, Engineering, or a related discipline, or equivalent professional experience.
- Valid driver's licence and ability to travel domestically and internationally as required.
IDEAL INDUSTRIES Colorado Springs, Colorado, USA Office
Colorado Springs, United States
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