Director of National Accounts

Location: Atlanta, GA

Department: GA Sales

Type: Full Time

Min. Experience: Experienced

Carolina Handling, is a leader in the Material Handling business. We are a strong and a rapidly growing company with a history of stable performance that focuses squarely on our associates.  If you’re looking for a challenging, rewarding career where you can make a difference, then Carolina Handling is the place for you. At Carolina Handling, professional growth is fundamental to our corporate culture.  Our motto is “Exceeding Customer Expectations”. This not only applies to our external customers, but to our internal customers – our Associates. We continually strive to exceed their expectations through career development, continuing education, advancement opportunities, job stability, great benefits and a culture unlike any other.

Job Summary

The Director of National Accounts will work closely with assigned accounts and Regional Sales personnel in establishing & maintaining National and Major Account customers. They will be responsible for managing all activities of the assigned National Accounts & Major Accounts as well as assisting the National Account Managers in their daily duties. Objectives are to achieve maximum unit sales volume, market penetration, profit return and customer loyalty from the selected National Accounts and Major Accounts customers. They will focus on developing and managing national account sales representatives in conjunction with the Regional Sales Managers.  

 

PRINCIPAL DUTIES AND RESPONSIBLE

  • Plan the forecasting and achievement of sales of Raymond products to the assigned National Accounts customers for National Account Department. 
  • Forecast and direct achievement of expense and profit objectives for the assigned National Accounts Sales in both short range and long range planning.
  • Develop, implement, and administer Business Plans and functional reporting systems/procedures for continual measurement of performance against objectives.
  • Analyze market potential and trends, determine areas where Raymond product sales are weak and initiate action to improve market penetration of National Accounts, major accounts and non-Raymond users.
  • Direct the development and implementation of strategies, guidelines and marketing aids to increase the effectiveness of Carolina Handling personnel in selling to the major accounts segments of the market.
  • Communicate to Management, Raymond, Toyota and involved Service Centers regarding all pertinent activities of assigned National Accounts to keep them abreast of all phases of National Accounts activities.
  • Responsible to lead the entire Major & National Accounts programs and plans.
  • Responsible to manage lease, Usage, and rental expirations within the assigned account base for the National Account Representitives.
  • Responsible for every phase of marketing Raymond product and Carolina Handling, from simple product questions to major pricing/product strategies.
  • Promote the Company and Sales department with present and potential customers through active marketing of programs and features such as:  1) Scheduled and Comprehensive Fixed Price maintenance contracts; 2) rental equipment; 3) rebuilt equipment; 4) truck and component rebuilding (shop work); 5) equipment specials and promotions; 6) Warehouse Solutions products.
  • Will work closely with respective Manager (VP Sales) on account planning and pricing decisions.

KNOWLEDGE, SKILLS AND ABILITIES

  • BA or BS in business or equivalent experience
  • Minimum of ten (10) years’ experience in the Material Handling industry with expertise in the management of large accounts, parts, material handling equipment, customer service, operations, sales and aftermarket support programs
  • Comprehensive understanding of Financial Merchandising
  • Exceptional business acumen with a demonstrated understanding of key business drivers
  • Must be able to establish and maintain customer confidence.
  • Provide exceptional customer service
  • Extensive travel required
  • Demonstrate persistence and overcomes obstacles.
  • Highly motivated to achieve challenging goals.
  • Organizational, planning and prioritizing skills  
  • Excellent computer skills and efficient in Microsoft office products
  • Excellent communication and presentation skills
  • Product knowledge of Raymond and competitor forklifts and general sales and market knowledge of material handling industry

 

WORKING CONDITIONS

Working in an office as well as a warehouse environment with possible exposure to extreme temperatures for short periods of time.  Use of computer and terminal to gather data and generate reports and memos.  Must be able to deal with strict deadlines, upset customers and Associates.   From time to time, must operate equipment in the field.  At which time, could be exposed to varying environments at the customer’s site, including potential exposure to dangerous chemicals and solvents if proper safety procedures are not followed.  Overnight travel required on regular basis and at short notice.

 

PHYSICAL REQUIREMENTS

Ability to perform moderate physical work, exerting in excess of 50 pounds of force occasionally, up to 25 pounds frequently, performing such activities as climbing, balancing, stooping, kneeling, crouching, reaching, standing, walking, pushing, pulling, lifting, and grasping.

 

**To learn more about our company, you may visit our web site at www.carolinahandling.com. Please only send your resume to one location. Please note that due to the extremely high volume of responses, we will only respond to those candidates whose backgrounds and experience most closely match our needs.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or protected veteran status.

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