Director of National Accounts

Overview

Lead the National Accounts team and strategy for Acoufelt's highest-value target accounts. Develop the people, processes, account strategies, and cross-functional programs needed to build long-term client relationships and scalable growth. Maintain the Acoufelt 500 portfolio and strengthen relationships with senior client decision makers.

Essential Duties and Responsibilities

Core Responsibilities

• Lead the overall strategy and direction of the National Accounts team. Set priorities for the Acoufelt 500 portfolio and ensure each account has a clear strategy, objectives, and appropriate level of engagement.
• Manage and develop the National Accounts team through onboarding, training, coaching, performance management, and ongoing professional development. Grow team capacity as business needs develop.
• Own the management and annual review of the Acoufelt 500 list. Establish criteria for adding, removing, and prioritizing accounts and coordinate updated editions each year.
• Develop and maintain National Accounts processes, SOPs, systems, and tools. Create consistent ways of working that provide visibility into account activity, programs, pipeline, and team performance.
• Coordinate internal resources and processes across Sales, Product Development, Marketing, Systems, Inside Sales, Regional Sales, and other teams. Establish clear responsibilities and handoffs between National Accounts and teams responsible for downstream execution.
• Lead the development of account-wide programs, multi-location specifications, and standardized solutions. Coordinate internal teams to move programs from client need through development and into repeatable processes for execution.
• Lead key client relationships and strategic conversations with senior decision makers. Support National Account Managers with executive-level engagement and lead major negotiations involving MSAs, MOUs, specifications, pricing structures, and account programs.
• Maintain accountability for National Accounts performance and use of resources. Review account activity, team engagement, pipeline, and results to identify priorities, remove roadblocks, and improve account development.
• Bring client and market insights back to Acoufelt teams. Use those insights to identify opportunities to improve products, programs, processes, and the client experience.

Other Responsibilities

• Track and report National Accounts KPIs including meetings, engagements, pipeline, agreements signed, and revenue from Acoufelt 500 accounts.
• Maintain visibility into major client initiatives, project pipelines, and upcoming opportunities.
• Review National Accounts activity and results with company leadership.
• Attend Quarterly, Annual, and Monthly planning and coordination meetings with Acoufelt leadership teams. Prepare written objectives, reports, and progress updates to ensure the team is being built for continued revenue growth.
• Attend industry events and client meetings to strengthen strategic relationships.
• Provide additional support on key accounts or escalations when needed.
• Travel as required to support the National Accounts team and key client relationships.
• Other duties as needed.

Qualifications

• Experience leading strategic or national account relationships and working with senior client decision makers.
• Experience managing and developing teams through onboarding, training, coaching, performance management, and ongoing professional development.
• Experience coordinating cross-functional programs and processes across Sales, Product Development, Marketing, Systems, and related teams.
• Ability to develop account strategies, SOPs, systems, and tools that improve visibility, consistency, and execution.
• Experience leading negotiations involving commercial agreements, pricing structures, specifications, or account programs.

Working Environment and Physical Requirements

• Travel as required to support the National Accounts team and key client relationships. Typical travel requirements are approximately 60%.
• Work from the Michigan headquarters when not traveling.
• Participate regularly in client meetings, internal meetings, trade shows, and industry events.
• Regularly lift and carry up to 40 lbs., including sample cases, luggage, and presentation materials.
• Walk, stand, and climb stairs as needed during travel, client visits, and events.
• Perform the physical requirements of the position with or without reasonable accommodation.

Position Core Competencies

• Strategic Account Leadership
• Team Management and Development
• Executive Relationship Management
• Cross-Functional Coordination
• Negotiation and Commercial Judgment
• Process and SOP Development
• Portfolio Prioritization and Resource Management
• Communication and Client Insight

Benefits:

• Competitive compensation and bonuses
• Comprehensive health insurance including a choice of two medical plans, dental, vision, employer paid health savings account, and voluntary accident, hospital, life, critical illness.
• Paid Time Off starting at 15 days with carry over
• Collaborative wellness program
• Paid volunteer time off
• 401k employer match
• Employee Assistance Program
• Rewards and Recognitions