Company / Location Information
A.O. Smith is a global leader applying innovative technologies and energy-efficient solutions to products manufactured and marketed worldwide. The company is one of the world’s leading manufacturers of residential and commercial water heating equipment and boilers, as well as a manufacturer of water treatment products for residential and light commercial applications. A. O. Smith is headquartered in Milwaukee, Wisconsin, with approximately 12,000 employees at operations in the United States, Canada, China, India, Mexico, the Netherlands, and the United Kingdom.
Primary Function
The National Accounts Sales Manager is responsible for driving strategic growth, profitability, and market share within assigned national and regional commercial accounts. This leadership role develops and executes comprehensive account strategies that strengthen customer partnerships, expand enterprise-wide opportunities, and position the company as the preferred provider of innovative solutions.
The National Accounts Sales Manager serves as a trusted advisor to customer executives and key stakeholders while collaborating across internal sales, marketing, operations, product management, and executive leadership teams to deliver measurable business outcomes. The position requires a highly strategic sales professional capable of managing complex account relationships, navigating matrix organizations, and identifying opportunities that accelerate revenue growth and enhance long-term customer value.
Responsibilities
Strategic Account Leadership
• Develop and execute strategic account plans designed to achieve sustainable revenue growth, increased market penetration, and long-term customer retention.
• Establish trusted executive-level relationships with national, regional, and local customer leadership teams and key decision-makers.
• Identify, prioritize, and pursue strategic business opportunities across assigned accounts to maximize share of wallet and enterprise engagement.
• Lead annual and multi-year account growth initiatives aligned with customer business objectives and company strategic priorities.
Business Development & Revenue Growth
• Drive profitable growth through consultative and solution-based selling approaches that address customer business challenges and strategic objectives.
• Develop customized value propositions and business cases that clearly demonstrate financial, operational, and competitive advantages.
• Negotiate commercial agreements, contracts, pricing structures, and strategic partnerships that support long-term growth objectives.
• Build and manage opportunity pipelines while providing accurate forecasting, revenue projections, and strategic account updates.
Executive Relationship Management
• Serve as the primary executive liaison for assigned accounts, fostering strong relationships built on credibility, trust, and strategic alignment.
• Engage internal executive leadership and Executive Sponsors to strengthen customer partnerships and accelerate strategic initiatives.
• Conduct comprehensive Strategic Account Reviews with key customers on a biannual basis to evaluate performance, growth opportunities, and future objectives.
• Ensure customer expectations are consistently exceeded through proactive communication, issue resolution, and coordinated support.
Cross-Functional Leadership
• Collaborate with sales leadership, operational teams, product management, marketing, and subject matter experts to execute account strategies and business initiatives.
• Lead internal account planning sessions to align organizational resources with customer goals and growth opportunities.
• Coordinate customer engagement efforts across business units to deliver a seamless and differentiated customer experience.
• Influence internal stakeholders to prioritize strategic initiatives that support customer success and business growth.
Market Intelligence & Strategic Planning
• Monitor industry trends, economic conditions, competitive activity, and emerging market developments to identify opportunities and risks.
• Deliver biannual market intelligence reports and strategic business recommendations to senior leadership.
• Provide customer and market insights that influence product development, commercialization strategies, and pricing decisions.
• Analyze market dynamics, customer needs, and competitive positioning to recommend growth strategies and business investments.
Performance Management
• Maintain accountability for revenue growth, profitability, customer satisfaction, market share expansion, and strategic objective attainment.
• Track performance against established account plans, growth targets, and key performance indicators.
• Communicate account performance, business risks, opportunities, and strategic priorities to leadership on a regular basis.
• Support special projects and strategic initiatives as assigned.
Qualifications
Professional Experience
• Demonstrated success in strategic sales, national account management, or business development roles serving mid-sized and large enterprise customers.
• Proven experience managing complex, multi-million-dollar customer relationships within matrix organizations.
• Track record of driving revenue growth through solution selling, strategic account planning, and executive relationship management.
• Experience negotiating complex commercial agreements and long-term business partnerships.
• Strong understanding of customer acquisition, retention, and growth strategies across multiple channels and markets.
Leadership Competencies
• Exceptional strategic thinking, business planning, and problem-solving capabilities.
• Proven ability to influence senior executives and build credibility across all organizational levels.
• Strong business acumen with deep understanding of financial principles, profitability drivers, and return-on-investment analysis.
• Ability to balance strategic initiatives with operational execution in a dynamic business environment.
• Demonstrated leadership in cross-functional team alignment and change management.
Communication & Analytical Skills
• Outstanding verbal, written, and presentation skills with the ability to communicate effectively to executive audiences.
• Ability to interpret technical information and translate complex concepts into compelling business solutions.
• Strong analytical capabilities with experience leveraging market data, competitive intelligence, and customer insights to guide decision making.
• Proficiency in developing executive-level business reviews, strategic presentations, and account performance reports.
Industry Knowledge
Experience within one or more of the following industries is preferred:
• Restaurant & Food Service Management
• Restaurant & Food Service Equipment Sales
• Water Heating Sales, Technical Training
• Building Products Sales
• HVAC Sales and Training
• Wholesale Distribution
Travel
• Ability to travel as required to support customer engagements, strategic initiatives, and business development activities.
We Offer
Competitive compensation package and comprehensive benefits plans which include medical and dental insurance, company-sponsored life insurance, retirement security savings plan, short- and long-term disability programs and tuition assistance.
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ADA Statement & EEO Statement
In developing this job description care was taken to include all competencies needed to successfully perform in this position. However, for Americans with Disabilities Act (ADA) purposes, the essential functions of the job may or may not have been described for purposes of ADA reasonable accommodation. All reasonable accommodation requests will be reviewed and evaluated on a case-by-case basis. We consider all applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, gender identity and expression, marital or military status.
We also provide reasonable accommodations to qualified individuals with disabilities in accordance with the Americans with Disabilities Act and applicable state and local law.