Position Summary

The National Account Manager – Channel  is responsible for developing and executing strategic business plans for key national channel distribution partners. This role serves as the primary point of contact for assigned accounts, driving profitable growth, strengthening executive-level customer relationships, and ensuring alignment between customer objectives and company business strategies.

The position requires strong commercial leadership, strategic account management expertise, and the ability to coordinate cross-functional resources to grow market share, expand product penetration, and maximize customer value across multiple business units.

Key Responsibilities

Strategic Account Management

• Develop and execute comprehensive annual business plans for assigned national channel and distribution accounts.
• Build and maintain executive-level relationships with key decision-makers and influencers.
• Identify growth opportunities and create strategies to expand sales, profitability, and market share.
• Lead account reviews and business planning sessions with customers and internal stakeholders.
• Establish clear account ownership and accountability within assigned customer portfolio.

Revenue Growth & Business Development

• Achieve annual sales, margin, and growth objectives.
• Identify and pursue new business opportunities within assigned accounts.
• Drive portfolio penetration by introducing new products, services, and solutions.
• Negotiate pricing, terms, marketing agreements, and commercial partnerships.
• Monitor market trends, competitive activity, and customer business needs.

Cross-Functional Leadership

• Lead internal account teams consisting of sales, marketing, technical services, customer service, supply chain, and business unit representatives.
• Coordinate resources to deliver best-in-class customer support and solutions.
• Facilitate regular communication and alignment across internal business unit stakeholders.

Account Planning & Forecasting

• Develop detailed account plans and maintain ongoing updates throughout the year.
• Manage sales forecasts, pipeline opportunities, and business performance metrics.
• Conduct quarterly business reviews with customers and management.
• Track progress against mutually aligned strategic objectives.

Marketing & Commercial Programs

• Develop and execute strategic marketing agreements and customer programs.
• Manage cooperative marketing investments and promotional initiatives.
• Measure return on investment and business impact of customer-focused programs.
• Collaborate with marketing and business teams to support product launches and growth initiatives.

Customer Experience & Partnership Management

• Serve as the primary touchpoint point for customer business concerns.
• Ensure a consistent and professional customer experience across all touchpoints.
• Strengthen long-term strategic partnerships through proactive communication and collaboration.
• Advocate for customer needs while balancing company objectives.

Qualifications

Education

• Bachelor's degree in Business, Marketing, Agriculture, Animal Nutrition, Animal Science, or related field required.
• MBA or advanced degree preferred.

Experience

• 7+ years of sales, account management, business development, or channel management experience.
• Proven success managing large national accounts, distributors, or strategic customers.
• Experience negotiating complex commercial agreements.
• Demonstrated ability to achieve revenue and profitability targets.

Skills & Competencies

• Strategic account planning and execution
• Executive relationship management
• Negotiation and influence skills
• Financial and business acumen
• Forecasting and pipeline management
• Cross-functional leadership
• Presentation and communication skills
• Problem-solving and decision-making ability
• CRM and business analytics proficiency

Key Performance Indicators (KPI's)

• Revenue growth achievement
• Gross margin performance
• Market share growth within assigned accounts
• Customer retention and satisfaction
• New product adoption and portfolio penetration
• Forecast accuracy
• Strategic account plan execution
• Marketing program ROI
• Customer engagement and executive relationship effectiveness

Travel Requirements

• 40-60% travel, including customer visits, industry meetings, trade events, and internal business reviews.

Success Profile

The successful candidate is a highly strategic, customer-focused commercial leader who can manage complex national relationships, influence executive decision-makers, coordinate internal resources, and consistently deliver profitable growth through strategic channel partnerships