Key Account Manager – National Distributors
DuBois Chemicals, Inc.
full-time
Posted on:
Location Type: Remote
Location: United States
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About the role
- Own and manage executive-level relationships with assigned national distributor accounts, serving as the primary point of contact for all commercial matters.
- Develop and execute national account strategies and joint business plans that drive sustainable, profitable growth across distributor networks.
- Lead negotiations related to national pricing structures, rebate programs, contracts, and commercial agreements to ensure alignment with company objectives.
- Coordinate closely with regional sales teams, channel managers, and account managers to ensure consistent execution of national programs at the local level.
- Serve as the internal advocate for national distributor partners, aligning supply chain, customer service, marketing, and technical resources to support account success.
- Drive alignment between distributor corporate leadership and field sales teams to improve product focus, market penetration, and sales effectiveness.
- Monitor distributor performance against agreed-upon KPIs, including revenue, margin, product mix, and program compliance.
- Identify opportunities for expansion, cross-selling, and introduction of new products or technologies within national distributor accounts.
- Gather and communicate market intelligence, competitive insights, and customer feedback to inform internal strategy and product development.
- Resolve escalated commercial issues such as pricing discrepancies, contract disputes, service challenges, and program execution gaps.
- Represent the company at national distributor meetings, leadership summits, and key industry events.
- Maintain accurate account plans, forecasts, and activity tracking using CRM tools (e.g., DCRM or equivalent systems).
- Drive disciplined sales management practices to ensure visibility, accountability, and execution across national distributor initiatives.
Requirements
- 7+ years of B2B sales experience with significant experience managing national or strategic distributor accounts.
- Proven success driving revenue growth through indirect sales channels and complex distributor organizations.
- Demonstrated ability to develop and execute national account strategies and joint business plans.
- Strong negotiation skills with experience managing pricing, contracts, and national programs.
- Ability to influence and lead cross-functional teams without direct authority.
- Excellent communication, presentation, and relationship-building skills at both executive and field levels.
- Strong analytical and financial acumen, with the ability to assess profitability and performance metrics.
- Proficiency in Microsoft Office and CRM systems; comfort with data-driven sales management.
- High initiative, strategic mindset, and ability to manage multiple priorities in a fast-paced environment.
- Ability to travel up to 40–50%, including overnight travel.
Benefits
- health insurance
- dental insurance
- vision insurance
- life insurance
- 401k with company match
- paid holidays
- vacation time
- income protection plans
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
B2B salesnational account strategiesjoint business plansnegotiationpricing managementcontract managementKPI monitoringanalytical skillsfinancial acumendata-driven sales management
Soft Skills
relationship-buildingcommunication skillspresentation skillsinfluenceleadershipstrategic mindsetinitiativeability to manage multiple prioritiesproblem-solvingcollaboration