Senior Manager, National Accounts presso JPW Industries

Position Title: Senior Manager, National Accounts

Department: TN - Sales

Reports To: Director, Sales

Job Type: Full-Time | Exempt

EEO Classification: Sales

Location: LaVergne, TN

Date: July 1, 2025

POSITION SUMMARY

The Senior Manager, National Accounts is responsible for the strategic leadership, growth, and execution of JPW’s partnerships across key national accounts, including major MRO and Industrial distributors. This role focuses on building deep customer relationships, driving sales strategy, and ensuring execution of sales and marketing initiatives that align with customer needs and company goals.

This highly visible role combines data-driven decision-making, cross-functional collaboration, strategic negotiation, and a deep understanding of both the MRO and Industrial channels. The Senior Manager serves as the central point of contact for assigned national accounts, managing everything from commercial agreements and promotional calendars to line reviews and new product launches, while mentoring internal support teams and contributing to JPW’s broader channel growth strategy.

ESSENTIAL FUNCTIONS

REASONABLE ACCOMMODATIONS STATEMENT 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodation may be made to enable qualified individuals with disabilities to perform the essential functions.

KEY RESPONSIBILITIES

Account Strategy & Business Development

• Lead development and execution of comprehensive strategic plans for assigned national accounts to achieve sales, margin, and placement goals.
• Identify, pursue, and capture new business opportunities within existing accounts and across assigned channels.
• Manage and grow relationships with major accounts, including Fastenal, MSC, Grainger, McMaster-Carr, Global Industrial, and Northern Tool & Equipment.

Customer Engagement & Relationship Management

• Serve as the primary point of contact for assigned accounts; build strong, trusted partnerships at all levels.
• Conduct regular business reviews and strategic planning meetings with key stakeholders.
• Ensure customer satisfaction through proactive communication, issue resolution, and alignment of JPW programs with account expectations.

Sales Execution & Channel Support

• Develop and manage annual account calendars, including promotional campaigns, catalog submissions, training programs, and product launches.
• Collaborate with internal teams to ensure alignment on product availability, pricing, service levels, and customer requirements.
• Maintain accurate documentation for financial agreements, rebates, subsidies, and supplier contracts.

Analytics, Forecasting & Financial Accountability

• Analyze account-level sales performance, trends, and profitability; develop insights to optimize product mix, positioning, and promotional strategies.
• Manage claims related to fines, shortages, and deductions; recommend process improvements to reduce chargebacks.
• Contribute to the annual sales and marketing budget specifically to the assigned customer base and report on performance to leadership.

Cross-Functional Collaboration

• Partner with Marketing, Product Management, Customer Service, Finance, Supply Chain, and Inside Sales teams to support flawless execution of customer programs.
• Ensure integration of national account strategy into JPW’s broader commercial and operational plans.

Contract Negotiation & Compliance

• Lead contract negotiations, pricing discussions, and supplier agreement creation to secure favorable terms.
• Manage renewal timelines and ensure compliance with contractual commitments.

Leadership & Team Development

• Mentor and guide inside sales support staff; support hiring, training, and performance feedback in collaboration with leadership.
• Champion JPW’s values and promote a high-performance, customer-first culture within the team.

POSITION QUALIFICATIONS

EDUCATION, CERTIFICATIONS AND LICENSES

• Bachelor’s degree in Business, Marketing, or a related field required; equivalent combination of education and experience considered. 

 EXPERIENCE AND COMPETENCIES

• 5–7+ years of progressive experience in national account sales, preferably in the MRO and Industrial distribution space.
• Demonstrated success managing high-profile accounts (e.g., Grainger, MSC, McMaster-Carr, Fastenal).
• Proven experience in contract negotiation, strategic planning, and cross-functional leadership.
• Strong analytical, financial, and planning skills; ability to interpret and act on sales data.
• Proficient in CRM tools (Salesforce), ERP systems (SAP), and Microsoft Office Suite (Excel, PowerPoint, Outlook).
• Exceptional communication, presentation, and negotiation abilities.
• Comfortable navigating a dynamic, evolving environment with frequent change and competing priorities.
• Experience working with inside sales or customer support teams a plus.track record of at least 5 years in eCommerce sales management, including demonstrated success in developing strategies and policies to drive incremental sales growth.

PHYSICAL DEMANDS AND WORK ENVIRONMENT

The physical demands described here are representative of those that must be met by a team member to successfully perform the essential functions of this job. While performing the duties of this job, the team member is regularly required to sit for long periods; use hands to handle or feel and talk or hear. The team member is frequently required to reach with hands and arms. The team member is occasionally required to stand; walk and stoop, kneel or crouch. The team member may occasionally lift and/or move up to 25 pounds.   Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus. This position requires adaptability to varied customer environments (warehouses, workshops, offices) and may include flexible hours to support customer schedules or events.