Director, National Accounts
Position Summary
Join our team as our Director, National Accounts! In this role you will be responsible for developing and executing the company’s National Accounts strategy to drive profitable sales growth, increase market share, and strengthen relationships with enterprise customers and National Account partners. This role leads National Account initiatives focused on acquiring new business, expanding existing customer programs, increasing specification opportunities, and delivering consistent execution across multi-site organizations.
The Director, National Accounts, serves as the primary leader for the National Accounts Program and is responsible for developing strong relationships with end users, National Account distributors, sales representative organizations, lighting consultants, and design-build partners. This position identifies growth opportunities, develops strategic account plans, and ensures alignment between customer requirements and company objectives.
The ideal candidate combines strategic business development, relationship management, and program leadership with a hands-on approach to driving revenue growth and customer satisfaction.
Committed to our workforce, H.E. Williams, Inc. offers an excellent benefit package for all full-time employees including:
- Team Incentive Program
- Health insurance – $10/week individual, $20/week family
- Dental insurance
- Vision insurance
- Life insurance at no cost
- 401(k) match up to 4%
- Paid time off
- 10 paid holidays
This job description in no way states or implies that these are the only activities to be performed by the employee occupying this position. Accommodations may be made to enable individuals with disabilities to perform the essential functions of the job. The employee will be required to follow any other job-related instructions and to perform any other job responsibility required by his or her supervisor.
Position Responsibilities
- Develop and execute strategies to increase sales growth and win new National Accounts across targeted vertical markets
- Establish account growth plans and performance objectives, then monitor metrics and implement corrective actions as needed
- Build and maintain strong relationships with enterprise customers, National Account distributors, sales representative organizations, lighting consultants, and design-build partners
- Represent the company at customer meetings, industry events, and strategic partner functions
- Increase specification activity and project opportunities within National Accounts programs, supporting facility standardization and portfolio-wide lighting initiatives
- Collaborate with sales agencies, regional sales managers, and distribution partners to maximize market opportunities and identify emerging technologies and market trends
- Provide leadership, coaching, and development for two National Account Support Specialists, establishing clear objectives, priorities, and performance expectations
- Foster accountability, responsiveness and continuous improvement within the National Accounts team, ensuring timely quotes, proposals, project support, and customer communications
- Coordinate with Regional Sales Managers, Marketing, Product Management, Operations, Customer Service, and Supply Chain teams to support National Account initiatives
- Relay competitive and market feedback and support development of National Account marketing materials and communications
Desirable Qualifications
- Bachelor's degree in Business, Marketing, Sales, Engineering, or related field preferred
- 7+ years of experience in sales, National Account management, strategic account management, business development, or channel management
- Experience within the lighting, electrical, construction, or related industries strongly preferred
- Demonstrated success in developing and growing National Account or enterprise customer relationships
- Strong relationship-building, communication, presentation, and negotiation skills
- Proven ability to lead and develop team members
- Ability to analyze sales data and develop actionable growth strategies
- Willingness to travel as required
Health & Safety Factors
- Positions that require the performance of some assigned and required out-of-office job duties are designated as safety-sensitive
- Job duties are primarily sedentary in nature, but may require physical ability to stand, walk, and perform repetitive motions for extended periods of time in a fast-paced work environment
- Must be capable of performing to the criteria presented in the position’s Job Analysis, including requirements for lifting, pushing, pulling, and carrying materials that vary in weight. Some tasks may require assistance of other persons and/or mechanical devices
- Must comply with all policies, regulations, and standard operating procedures, including proper use and care of Personal Protective Equipment, maintaining the work area and equipment, and demonstrating a proactive mindset for identifying and addressing safety concerns to ensure a safe working environment
- H.E. Williams, Inc. maintains a Drug and Alcohol Free workplace