Director, National Accounts - TCP

Summary
The Director, National Accounts is responsible for the development and implementation of sales
strategies for national electrical distributors’ accounts and development of the marketing plans to
optimize the sales of TCP products. As a member of the executive leadership team, this position will
contribute to the strategic direction and vision of the Company, participate in key high-level business
decisions and play a role in setting overall corporate objectives.


Essential Duties

  • Actively support the company’s culture and business mission by always putting TCP employees and customers first.
  • Optimize team members through talent acquisition, development, training, motivation and inspiration. Continuously coach, evaluate and engage each team member’s competency and performance level while maintaining retention of superior talent. Identify succession planning within the channel.
  • Actively seek & implement new sales resources (personnel, tools, training, etc) to further accelerate profitable sales growth.
  • Generates new business and relationships and develops, maintains and grows ongoing relationships with the goal of creating profitable repeat ordering accounts.
  • Create and prepare strategic overview of the electrical distributor market including who are the key players.
  • Derive a list of immediate targets and develop account plans for the targets and identify the key decision stakeholders.
  • Develop sales plan for each approved account.
  • Provide day to day leadership and management to achieve sales goal objectives.
  • Review analysis of sales activities, operations, and forecast data to determine progress toward stated goals and objectives. Utilize Salesforce.com to forecast and track all sales activities.
  • Oversees and ensures that sales forecasts are up to date and accurate.
  • Ensures that sales strategies and plans support the deepest level of market penetration maximizing profitability.
  • Formulate short/long term sales strategies and determine departmental structure(s) to maximize resources and align with company growth goals.
  • Establishes and maintains relationships with industry influencers, key strategic partners and vendors.
  • Development the maximum revenue from the market so as to contribute to maximum profits for the company.
  • Develop strategies, sales goals, and budget. Ensure budget compliance according to company goals and strategic objectives.
  • Meets with key clients, assisting sales representatives with maintaining relationships and negotiating and closing deals.
  • Work with marketing to determine and execute marketing programs.
  • Maintain sales volume by staying current with changing trends, economic indicators,competitor’s strategies and supply and demand.
  • Presentations and negotiations of major contracts.
  • Establish standards and measures for performance and monitoring of productivity in sales department. Pushes and strives for continuous improvements through goal setting and increasing benchmarks.
  • Implements creative new tools to assist the sales team in securing business.
  • Work with the corporate training department to development and implement entire sales organizational training & personnel performance tools
  • Actively promotes and personally observes safety and security procedures, and uses equipment and materials properly.
  • Other responsibilities or projects assigned by manager.

Experience/Requirements

  • Minimum 4-5 years sales experience required with major emphasis on training, motivation and providing leadership.
  • Direct experience developing new business in the commercial & industrial channels.
  • Proven history of securing new national accounts, as well as growing sales across various other channels.
  • Experience implementing various sales structures in a fast-paced market.
  • Position requires strong written and verbal communication and interpersonal skills.
  • Proven track record of leadership and team development.
  • Solid understanding of P&L and balance sheet.
  • Strong proficiency in MS Office.
  • Strong strategic thinker
  • Consistently at work and on time, follows instructions, responds to management direction and solicits feedback to improve performance.

Skills, Knowledge and Abilities (SKAs)

  • Knowledge of structuring sales quota goals and revenue expectations
  • Ability to communicate and work with all levels of staff
  • Knowledge and accountability for forecasting, budget development and channel analysis.
  • Exceptional oral presentation and written communication skills.
  • Ability to communicate with all levels of the organization.
  • Ability to travel weekly and up to 75% of the time.
  • Demonstrated strength in negotiation, financial and analytical skills.

Education/Training

  • Bachelor’s degree in Business Administration or Marketing.

Physical/Environmental

  • Sitting for periods of time, completing tasks using a computer and other office equipment.
  • Position requires frequent talking, hearing, and vision with moderate standing, walking and reaching.
  • May require lifting up to 10 lbs.
  • Job position responsibilities are generally performed in a business office environment with computers, printers and phones.
  • Ability to travel via automobile and/or airplane, as necessary to successfully perform role.

Interested applicants, please visit our website: www.tcpi.com scroll to the bottom of the screen and select “Careers” and apply on-line.