National Accounts Manager

Purpose

The National Accounts Manager will be responsible for driving sales for assigned Strategic Accounts with a focus on meeting immediate and long term sales targets, building lasting relationships with customer C-suite and business line leaders and effectively collaborating with internal and external resources to create an effective team and achieve beneficial outcomes for Ravago Americas.

Areas of Responsibility / Tasks

Performance must reflect appropriate level of expertise and achievement of the desired results for the items listed below.

The National Accounts Manager targets, secures, manages and directs select key customer business within Ravago Americas. He is responsible for overall account performance and growth and will oversee multiple account locations while working in tandem with other company functions and distribution channels to ensure overall commercial presence and growth for Ravago at these accounts. This position works closely with, collaborates, cooperates and coordinates with the functional teams at the Ravago channels with regard to product management, logistics, technical and commercial programs. This includes review and oversight for contract development/management, budget planning and performance, account profitability targets, purchasing, planning and inventory, as well as invoicing, management of accounts receivables and sales revenue forecasting.

The National Accounts Manager is responsible for building and maintaining positive and enduring customer relationships across multiple levels of these key customers. They are responsible for account management and relationships including senior/chief executives within the customer’s organization. The National Accounts Manger acts as a business partner to Ravago customers and takes a leadership role in helping them solve complex business and marketing issues. He understands how to optimize and coordinate with all channels to meet these customer’s business needs and has a keen and intuitive grasp of Ravago, Ravago channel partners as well as the distribution and related services available. This role is responsible for identifying potential marketing and partnership opportunities for customers, even if the customer has not requested or identified such opportunities yet.

The National Accounts Manager is a strategic thinker with outstanding organizational, communications, presentation and analytical skills. This person works with account teams to define success metrics for the entire account, as well as individual projects. Additionally they will meet with channel partners and critical suppliers to ensure channel and supplier success at these key accounts. They are obsessive about results and ensuring that customer programs are constantly fueled with the insights required to maximize effectiveness and drive positive ROI. The National Accounts Manager takes results from current customer efforts and frames those to positively present the Ravago portfolio to other key accounts for future growth.

They provide overall direction for the customer’s activities and helps the channel teams plan and then implement strategic programs. This individual is a skillful negotiator working with customers and internal Ravago team members to reach fair and equitable solutions. They are adept at recognizing creative excellence and takes an active role in nurturing the seeds of great ideas through the company, as well as applying ideas across customers.

The National Accounts Manager has specific responsibility for new business efforts. This person is responsible for identifying potential customers, conducting account planning for potential new customers, developing and delivering capabilities presentations for potential customers and industry gatherings, and identifying and planning joint development efforts.

This position serves as a leader within the channels and represents Ravago with the highest degree of professionalism—internally and externally. Possessing an instinctive “roll up your sleeves” work ethic, they reflect the core attributes and culture of the company. They are collaborative, fair, honest, accountable and relentless towards finding a better way for the company, the channels and its customers to increase sales for Ravago Americas.

Quantitative Success Measures

• Current Account Growth
• Financial Management
• Annual Account Plans

Qualitative Success Measures

• Quality of Work
• Teamwork and Collaboration
• Customer Satisfaction
• Positive Work Style

Job Responsibilities

• Responsible for overall account performance, growth and profitability
• Builds and maintains positive and enduring customer relationships across multiple levels including senior executives
• Acts as customer’s business partner
• Maintains comprehensive understanding of customer business
• Ensures that Ravago consistently delivers and receives measurable value for the services that are provided
• Is proactive in making strategic recommendations and cross-promoting value-added services
• Leads negotiation of customer proposals
• Responsible for financial oversight of account
• Contracts
• Accounts Receivables
• Pipeline management
• Demonstrates exceptional strategic and analytic skills
• Understands general markets and identifies unseen opportunities for customers
• Demonstrates exceptional communications skills / Strong business writing skills
• Excellent verbal communications; is clear, concise and persuasive
• Outstanding presentations skills; persuasive, quick on his feet, brings credibility to presentations
• Works with teams and channel leaders to ensure Ravago’s best interests are achieved
• Flexible in accommodating each channel’s best interest while meeting company objectives
• Represents Ravago with the utmost professionalism
• Promotes a strong sense of unity among channels and associated functions

Competencies; Knowledge, Skills, Abilities (KSA)

To perform this role successfully, an individual must have experience achieving desired result(s) in their areas of responsibility. The requirements listed below are representative of observable behaviors and essential knowledge, skill, and abilities required of a successful incumbent within our culture.

• Demonstrated ability to develop, grow, and manage strategic national account relationships across multiple locations and business units.
• Strong financial acumen with experience managing account profitability, budgets, forecasting, contracts, inventory planning, receivables, and revenue performance.
• Proven ability to build and maintain executive-level customer relationships, including senior leadership and C-suite stakeholders.
• Excellent strategic planning, business development, and account management skills with a track record of identifying growth opportunities.
• Strong negotiation and influencing skills with the ability to achieve mutually beneficial outcomes for customers and internal stakeholders.
• Exceptional verbal, written, presentation, and interpersonal communication skills.
• Advanced analytical and problem-solving abilities, including the capability to identify market trends and uncover new business opportunities.
• Demonstrated ability to collaborate cross-functionally with sales, product management, logistics, technical, supply chain, and finance teams.
• Strong organizational and project management skills with the ability to manage multiple priorities and drive execution of strategic initiatives.
• Customer-focused leadership style with a commitment to professionalism, accountability, teamwork, and delivering measurable results.

Minimum Qualifications/ Education / Experience / Certifications

1. Education:
   1. Bachelor’s degree or related training equivalent required
   2. Equivalent experience considered in lieu of degree
2. Experience:
   1. Minimum 5 years of relevant work experience in similar title and scope of responsibility preferred
   2. Financial business acumen as demonstrated by previous work experience
   3. Sales or sales management experience preferred
   4. Commodity and/or Engineering plastics market experience
3. Licenses / Certifications:
   1. Valid driver’s license – required
4. Language:
   1. Proficiency in English required
   2. Bi-Lingual – Spanish or Portuguese is a plus

Work Environment / Conditions

The work environment/conditions described herein are representative of those that an incumbent may experience, and therefore

1. 1. 1. • Must be adaptable to work in a shared space, with constant noise, with/or without the use of a private office.
         • This position is a hybrid in-office and work-from-home role
         • May be required to travel to office locations in the USA as well as other countries based on the businesses involved in e-commerce sales
         • Travel extensively to customers, suppliers, sales and industry meetings.

Physical Requirements / Demands

The physical demands described herein are representative of those that must be met by an incumbent to successfully perform the essential functions of this job. *Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions & physical demands of this role.

1. While performing the duties of this job, the incumbent is regularly required to communicate verbally, read, and comprehend information, type on a consistent and daily basis.
2. Push, pull, and lift to 40lbs on a weekly basis.
3. While performing the duties of this job, the incumbent is regularly required to travel by foot, car, bus, airplane, or other means of transportation which require sitting, waiting, and standing for long and short periods of time.
4. Ability to setup desk equipment including setting up equipment on top of desks and connecting cables and power cords under desk (requiring lifting, bending, pushing, pulling).

Acknowledgement:

This job description is not an exhaustive list of areas of responsibility or tasks that an incumbent in this position may be asked to perform. All Employees are required to deliver the desired results intended for their role, at the designated level of knowledge, skill, and ability commensurate with their job title and level within the organization.