Director Of National Accounts

Crane 1 Services, Inc. • West Chester, OH • 3h ago

Director of National Accounts Location: Flexible (Remote with travel) Reports To: Vice President of Sales The Director of National Accounts is responsible for driving revenue growth and building strategic relationships with key national customers while leading a team of National Account Managers. This individual will personally manage select top-tier accounts and serve as a player/coach-balancing direct selling responsibilities with leadership, strategy development, and team performance management. The Director will ensure alignment between customer needs, company capabilities, and long-term partnership objectives across all Crane 1 business lines. Key Responsibilities Leadership & Strategy:

Lead, mentor, and develop a team of National Account Managers, ensuring consistent execution of account strategies, growth targets, and customer satisfaction goals.

Establish national account strategies and programs to expand relationships, improve retention, and drive profitability across all major accounts.

Collaborate closely with Regional Vice Presidents, District Managers, and local branches to ensure national account initiatives are successfully executed at the local level.

Monitor and report on key metrics including revenue growth, hit rates, and account profitability.

Provide training and guidance to ensure the team maintains deep understanding of Crane 1's products, services, and value proposition.

National Account Sales & Relationship Management:

Personally manage and grow select high-value national accounts, serving as the executive point of contact.

Develop and maintain strong relationships with key decision-makers at the corporate and regional levels.

Understand client business goals and operational challenges, aligning them with Crane 1's overhead handling and service solutions.

Create and execute strategic account plans to maximize revenue and meet evolving customer needs.

Identify and pursue opportunities for multi-site expansion within existing accounts, leveraging local branches for execution.

Conduct Quarterly Business Reviews (QBRs) with key clients to evaluate performance, identify opportunities, and strengthen partnerships.

Proactively address client concerns or escalations, ensuring win-win resolutions and long-term satisfaction.

Business Development & Market Intelligence:

Identify new national account prospects and lead high-level business development efforts.

Drive upselling and cross-selling initiatives to increase share of wallet with existing customers.

Stay abreast of market trends, competitors, and industry developments to anticipate customer needs and position Crane 1 as a trusted advisor.

Partner with internal teams-including marketing, operations, and product development-to provide comprehensive and innovative client solutions.

Qualifications:

5-7 years' experience in national account management within the heavy equipment or industrial services industry; overhead crane experience preferred.

Demonstrated ability to secure and grow multi-location, high-revenue accounts.

Proven access to and experience engaging executive and corporate procurement teams.

Strong leadership, organizational, and project management skills with the ability to drive accountability and collaboration.

Deep understanding of customer buying processes, industry dynamics, and service-based sales strategies.

Exceptional communication, negotiation, and presentation abilities.

Willingness to travel up to 70% to meet with customers, support team members, and attend industry events.

Preferred Qualifications:

Bachelor's degree in Business, Marketing, or a related field.

Experience in similar industries such as construction, heavy machinery, or industrial services.

Proficiency in CRM platforms (Salesforce or similar) and data-driven sales analytics tools.

Equal Employment Opportunity (EEO) Statement

Crane 1 Services is an equal opportunity employer. We are committed to creating a diverse and inclusive workplace where all qualified applicants are considered for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected status in accordance with applicable federal, state, and local laws. We believe in fostering a supportive environment where every employee is valued and given the opportunity to succeed.

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