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National Account Manager
Festool USA. Own commercial performance and growth of assigned national accounts, including revenue, profitability, forecasting, relationships, and account-plan execution .
About the role
Key responsibilities & impact- Own commercial performance and growth of assigned national accounts, including revenue, profitability, forecasting, relationships, and account-plan execution
- Develop annual customer business plans aligned with Festool growth objectives and customer priorities
- Build relationships with senior leadership and customer merchandising, purchasing, e-commerce, marketing, finance, and operations teams
- Identify and quantify growth opportunities across assortment expansion, new products, e-commerce, marketplaces, campaigns, and strategic initiatives
- Own customer assortment strategy, distribution expansion, assortment productivity, new product introductions, and share growth
- Lead integrated account planning with Marketing and Digital teams
- Develop bottom-up forecasts tied to growth opportunities, commitments, assortment changes, and product launches
- Lead customer business reviews, line reviews, and strategic planning discussions
- Lead commercial negotiations involving contracts, dealer programs, SPAs, assortment, terms, investments, and commitments
- Translate product launches, campaigns, and commercial initiatives into customer-specific sales plans
- Partner with Marketing and Digital teams to improve online visibility, conversion, digital merchandising, content, and e-commerce sales
- Analyze sales, customer, market, and digital performance data to identify trends, risks, whitespace, and opportunities
- Represent the customer internally through feedback, competitive intelligence, opportunities, and barriers
- Coordinate internal resources and ensure account-strategy ownership and follow-through
- Maintain Salesforce as the source of truth for account plans, activity, opportunities, pipeline, and forecasts
- Represent Festool at customer meetings, dealer events, trade shows, line reviews, and strategic account activities
- Increase Festool's share of wallet and strengthen long-term customer relationships
Requirements
What you’ll need- Demonstrated sales or business development experience with direct responsibility for prospecting, winning new business, and growing customer revenue
- 7+ years of progressive sales, national account, or key account management experience with high-volume, complex customers
- Track record of sustained revenue growth, expanded strategic customer relationships, and measurable business results
- Ability to introduce new commercial approaches and challenge existing assumptions
- Experience developing and executing annual account business plans, forecasts, and growth strategies
- Strong commercial and financial acumen, including profitability evaluation and revenue-impact analysis
- Negotiation experience covering customer programs, contracts, assortment, commercial terms, investments, and commitments
- Experience influencing senior customer decision makers across multiple functions
- Strong analytical skills using sales and customer data
- Strong understanding of e-commerce and omnichannel retail
- Experience with CRM platforms such as Salesforce
- Strong presentation and communication skills; experience leading customer business reviews and strategic account discussions
- Ability to lead cross-functional initiatives without direct reporting authority
- Highly accountable, self-directed, and able to balance strategy with execution
- Ability and willingness to travel as required (approximately 30%)
- Bachelor's degree in Business, Sales, Marketing, or a related field (preferred)
- Preferred: experience with national retail, dealer, distribution, or e-commerce accounts; physical retail and e-commerce businesses; assortment planning; new product introductions; promotional programs; joint business planning; dealer/distribution go-to-market models; cross-functional customer growth plans; professional tools, construction, woodworking, paint, durable goods, or related industries
Benefits
Comp & perks- 2024 Best Places to Work recipient and award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance and more
- Comprehensive benefits package
- Paid holidays following statutory and provincial laws
- Generous vacation/PTO package
- Continuing educational reimbursement benefits upon eligibility
- Medical, dental, vision, short/long-term disability insurance
- Optional life insurance
- RRSP with company match up to 6%
- Company-arranged paid corporate volunteer day
- Competitive wages and benefits
- Parental paid leave policy
- Leadership training programs
- Wellness initiatives
- Employee-led resource groups, including Leadership Advisory Council, Festool Fun Committee, and Ladies of Festool Team
- Several charitable initiatives across the U.S. and globally