National Account Executive - Multi-Family

Dallas, TX, United States

Position Summary: The National Account Executives is responsible for quarterbacking strategies for revenue growth, client retention, and operational excellence by improving and managing the strategy for enterprise customers and industry influencers.

Successful National Account Executives accomplish results through Executive client relationships with business owners, their operations and management teams, and industry associations using a consultative, educational, and targeted approach.  This is a hybrid role, with responsibilities including ongoing account management of existing strategic partnerships, pursuit of C-Suite networking to include new logo prospecting, overseeing project management efforts, cross-selling, and guiding the vision for an exceptional customer experience.

As a National Account Manager, you are responsible for spearheading strategy for all national account initiatives throughout each internal department.  Reporting to the Director of National Accounts and working closely with the Vice President of Commercial Real Estate, the National Account Executive will strategically partner with multiple local Account Executives, District Sales Managers, and other Senior Management. Additionally, the National Account Executive will work collaboratively with Marketing, Solutions Engineering, Operations, Monitoring, Service, Customer Success, Accounting, and Legal to drive core Key Performance Indicators (KPIs) for assigned accounts and industry go-to-market strategies.

Key Duties/Responsibilities:

Sales

Hold yourself and teammates accountable to Enterprise-grade Customer Relationship Management standards.

Create and maintain Account Plans to drive revenue growth targets and manage risk.

Develop innovative proposals and deliver strategic sales presentations at the executive level.

Secure and maintain National Vendor agreements with new and existing Enterprise customers.

Proactively manage renewal process and execution, including attrition, retention, and pricing standardization.

Develop and deliver Customer Business Reviews, with emphasis on organic revenue opportunities (forecasting).

Identify and manage strategy for targeting or activating accounts who represent the largest growth opportunities.

Promote teamwork within assigned vertical and across departments.

Plan for, and drive, internal operational excellence across all customer interactions.

Voice of the Customer - communicate critical customer expectations across internal teams.

Build, develop, and leverage a widespread network of useful industry contacts to foster proactive business development.  Diligently maintain Executive level client information and sales activity in designated CRM.

Attend National industry events / associations to further expand industry knowledge and relationships.

Vertical Subject Matter Expert – develop and deliver Sales Team training, research, socialize market changes, and partner with marketing to deliver exceptional content.

Special Projects

- Manage special projects and related research with enthusiasm and strong work ethic

Integrity

- Be honest and respectful in all dealings with clients and internal team

Customer Excellence

- P rovide the best possible customer service

- B e professional, courteous, offer solutions, and involve the correct people to resolve any customer concerns

- Maintain high standard of sales calls as per policy and procedures

Accountability

- Be a punctual and a reliable member of the team

Teamwork

- Operates in a manner that promotes team success in conjunction with individual success

- Communicates effectively in ways that enhance productivity and builds respectful relationships

- Demonstrates active listening, written and verbal skills

- Shares all relevant information as needed

Continuous Improvement

- Take initiative to learn new tasks

- Bring forward recommendations for improvement

Qualifications:

EDUCATION

Required: A post-secondary degree/diploma in Business or Technology

EXPERIENCE

Required:

- 7-10 years outside sales experience, with a minimum of 5 years handling “C” Suite and executive level clients for the NMHC Top 50 National Multi-Family organizations

- Verified acknowledgement of previous exceptional sales performance (ie: exceeding quote, president’s club, etc.)

- Completed classical solution / consultative sales training (corporate)

QUALIFICATIONS

- High energy with a “sense of urgency” and a “take charge” attitude

- Excellent teamwork, communication, presentation, and interpersonal skills

- A demonstrated ability to operate with grace under pressure

- Excellent MS Office skills

- CRM (Salesforce) experienced

- Able to communicate with multiples layers of Organizations, including Senior Leadership

- Through a constant presence, becomes aware of changes in a customer’s organization and alters sales plan accordingly

- Team player with high level of influence and strong management skills, able and willing to be assertive when necessary

- Able to recognize the various stages of opportunities, recognize buying signals, can effectively trial close and is able to close for the customer’s commitment

- Ability to understand the nuances of managing a project from start to finish, including delivery, set up, site and design issues while maintaining margins

- Well organized, able to handle multiple tasks at once

- Superior English oral and written communication skills

- High level self-motivation

Role Competency

- Collaboration (Strength) – Reaches out proactively to build strong cross-functional relationships; builds consensus across relevant stakeholders when making important decisions; focuses on solving cross-functional problems while also meeting individual and departmental objectives; credits others for their accomplishments.

- Communication (Strength) – Communicates persuasively (without manipulation) to find common ground; adapts messages and personal style based on audience needs and expectations; shares important information openly, directly, candidly, and proactively; helps others craft effective messages.

- Critical Thinking (Strength) – Reaches insightful conclusions by evaluating data from different frames of reference; breaks down complex problems into simpler and easier to handle pieces; identifies, evaluates, and prioritizes different information to support analysis; anticipates the impact of various potential solutions before reaching conclusions.

- Customer Focus (Strength) – Recognizes and prioritizes different customer expectations to satisfy each interest; solicits data to measure and improve service level; anticipates and addresses potential or evolving stakeholder needs; uses insights to influence customer requirements and assumptions.

- Sense of Urgency (Strength) – Operates comfortably with minimal planning; drives through to the finish line despite obstacles; builds effective working teams to meet deadlines and commitments; allocates controlled resources to make urgent progress on critical priorities.

- Results Orientation (Strength) – Delivers expected results against important initiatives while operating within our core values; balances competing priorities by making appropriate trade-offs; anticipates potential problems based on history and adapts approach to better drive results; builds appropriate vehicles to facilitate reliable outcomes against complex requirements.

Work Conditions

- Up to 25% overnight travel expected (Client Meetings, National Trade Show, Corporate training, etc.)

- Home office, field, and office work environment

Working Conditions

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