National Account Manager

**Job Description**:
Job Summary:
Major Duties and Responsibilities:
1. Establishment and Achievement of Objectives:

- Shows high level of knowledge and understanding of business unit goals and supporting strategies.
- Contributes to establishment of business unit business plan.
- Initiates and contributes to planning for responsibilities of division wide significance and implements strategies to achieve sales objectives with little assistance from manager.
- Assists the sales territory or organization in meeting objectives and undertakes special projects.
- Recommends adjustments to business plan and establishes new objectives.
- Consistently achieves and exceeds sales forecasts, goals and objectives.

2. Sales and Marketing:

- Applies and provides input to business unit marketing policies, procedures and plans.
- Utilizes selling process to achieve sales results.
- Proactively reports all new or unusual pertinent market conditions, competitor activities, and product performance information to supervisor.
- Coaches and develops others on the use of selling tools to the levels of proficient and above in order to maximize business results.
- Interacts with business groups and/or business management to provide input to a communications plan that delivers the brand promise to target audiences and builds customer loyalty.
- Plans, coordinates, and implements all activities necessary to achieve key account sales objectives.
- Works with Marketing, Analytics, Trade Development, Demand Planning and Logistics to ensure alignment of objectives.
- Establishes and strengthens key account relationships.
- Works independently from development to completion of the key account.

3. Coordination and Planning:

- Plans and manages time and resources for effective coverage of territory, communications, and other responsibilities.
- Leverages resources to achieve objectives within budget guidelines.

4. Administration:

- Maintains and communicates account and prospect information, maintains company resources, and sales support materials.

5. Leadership:

- Considered an extension of sales management.
- Exhibits leadership with accounts, prospects, peers and business unit management.
- Accepts direction and provides leadership to business unit sales efforts.
- Asserts ideas and persuades others to action, builds collaboration among team members to address relevant customer/industry issues.
- Provides direction on priorities and develops a shared vision that stimulates needed changes.
- Position may provide significant training/mentoring to other sales representatives.

6. Development:

- Demonstrates excellent facilitation skills to achieve learning objectives with customers, distributors, and peers.

7. Policy:

- Applies and supports the business unit's sales policies, practices and procedures.
- The job also requires performing other duties as assigned.

Qualifications:

- Applies advanced knowledge in sales to handle the most complex situations or accounts, where existing methods or procedures may not apply.
- Provides consulting assistance to more senior management and other sales professionals.
- May direct projects or have a direct or indirect leadership role.
- Represents the standard of business knowledge, account control, clinical expertise, sales success and leadership.
- Utilizes exceptional selling skills, as well as business planning and leadership skills.
- Influencing, communication and coordinating skills, listening, interpersonal, negotiating, presentation, are well established and apparent.
- Also requires planning, administrative and analytical skills.
- Requires use of Office 365 software, specialized CRM software, and internal systems.
- Demonstrates business unit expertise of product lines, customer segments and their needs, divisional/branch functions, and competitive products, prices and policies.
- Recognized as a market expert due to professional conduct, technical knowledge and market involvement.
- Works from guidelines, using individual reasoning when deviating from these guidelines.
- Significantly modifies and adapts behavior to changes in the situation or environment to reach goals.
- Analyses all available information in complex and unique problem situations and uses extensive experience and knowledge of past practice to determine the best solution.
- Requires a high degree of ingenuity, creativity and leadership.
- Regularly utilizes and mobilizes formal and informal network of contacts in 3M including supervisory and managerial contacts to meet and exceed customer expectations and achieve business objectives by influencing internal policies and procedures (e.g. logistics, marketing, technical service, quality, etc.).
- Builds effective executive level relationships and leverages working relationships with key people in accounts and/or distributors at all levels.
- Must influence those contacts to exceed sales objectives.
- Represents the company in a manner consistent with 3M's business c