Director, National Accounts

SRS Distribution Inc.; Atlanta (GA); Hybrid; USD 180,000 - 250,000; Full time

Job summary

GMS seeks a dynamic Director, National Accounts to lead strategic growth with top national clients. You will build and manage high-performance teams, drive cross-functional initiatives, and shape long-term partnerships to maximize revenue and client satisfaction.

In this hybrid, U.S.-based role you will negotiate complex contracts, analyze market trends, and collaborate with product, marketing, and operations to deliver differentiated value. Travel is expected for national accounts and events.

Qualifications

• Bachelor’s degree in Business Administration, Marketing, or related discipline; MBA preferred.
• Minimum 10 years in sales or account management with national/key accounts experience.
• Proven leadership in guiding teams within a matrix organization.
• Strong negotiation, analytical, and communication skills with executive presence.
• Willingness to travel for meetings with national accounts and events.

Responsibilities

• Develop and execute strategic national account growth aligned with corporate goals.
• Lead and develop a high-performing team of national account managers.
• Use market insights and competitive intelligence to drive account planning.
• Build relationships with key stakeholders to position GMS as a trusted partner.
• Lead complex contract negotiations and collaborate cross-functionally.

Skills

Leadership

Strategic thinking

Negotiation

Analytical skills

Communication

Interpersonal skills

Data-driven decisions

Relationship management

Education

Bachelor’s degree in Business Administration, Marketing, or related field

MBA or advanced degree

Tools

CRM platforms

Data analytics tools

Job description

## Director, National AccountsApply: GMS Virtual: Full time: Posted Today: REQ54883**Position Purpose:**The Director, National Accounts at GMS is responsible for spearheading the strategic expansion and execution of national account initiatives, thereby playing an essential role in driving significant revenue growth and enhancing customer satisfaction. This leadership role demands a visionary approach to building and managing high-performance teams, leveraging comprehensive market analysis, and fostering cross-functional collaborations to deliver innovative solutions that exceed client expectations. Through expert negotiation, strategic planning, and dynamic relationship management with key national clients, the Director will fortify and expand long-term partnerships, ensuring GMS upholds a competitive edge and preferred partner status in the marketplace.**Key Responsibilities:*** Develop and execute strategic national account growth initiatives, ensuring alignment with corporate goals and facilitating seamless cross-functional collaboration for effective strategy rollout.* Lead and cultivate a high-performing team of national account managers, driving them towards exceeding sales targets through exemplary leadership and comprehensive development programs.* Utilize market trend analysis, customer insights, and competitive intelligence to drive strategic account planning and uncover growth opportunities that deliver significant business value.* Build and sustain robust relationships with key stakeholders within national accounts, positioning GMS as a trusted and preferred partner in the industry.* Implement performance metrics and reporting mechanisms to track and evaluate progress against strategic objectives, promoting accountability and a culture of continuous improvement.* Collaborate with cross-departmental teams, including product development, marketing, and operations, to innovate and enhance value propositions tailored to national account needs.* Lead complex contract negotiations, crafting mutually beneficial agreements that ensure long-term profitability and enhanced customer satisfaction.* Act as the primary representative of GMS at major industry events and forums, advocating the company's brand strengths and thought leadership to enhance market presence.**Direct Manager/Direct Reports:*** The Director, National Accounts reports directly to the VP of National Accounts, serving as a critical member of the sales leadership team. This position is responsible for managing a team of national account managers who are direct reports. The Director will leverage leadership and strategic oversight to drive team performance, ensuring alignment with organizational goals and maximizing client engagement.**Travel Requirements:*** The role of Director, National Accounts at GMS requires regular travel to national account locations and industry events, necessitating flexibility and commitment to maintaining strong client relationships and representing the company effectively.**Physical Requirements*** The position of Director, National Accounts at GMS primarily involves tasks performed in a standard office environment, including extended periods of sitting, focusing on computer-based tasks, and engaging in verbal and written communication. The role may require the ability to travel domestically to facilitate in-person meetings with national clients and participate in industry events. This position necessitates adeptness in performing consistent fine motor tasks and occasional lifting of light materials typically associated with professional office activities. GMS is committed to ensuring accessibility and will provide reasonable accommodations to enable individuals with disabilities to perform the essential functions of this role, allowing all candidates equal opportunity to succeed in an inclusive workplace.**Working Conditions*** The Director, National Accounts at GMS will operate within a hybrid working model, combining remote work flexibility with in-office days , fostering both collaboration and individual productivity. This role demands adaptability and thrives in a fast-paced, deadline-driven environment, where strategic decision-making and prompt execution are critical to success. The position involves managing multiple priorities simultaneously and requires occasional travel to meet with national accounts and participate in industry events. The successful candidate must be a proactive leader who excels in dynamic settings, maintaining composure and effectiveness under pressure to consistently deliver superior business outcomes.**Minimum Qualifications*** Bachelor’s degree in Business Administration, Marketing, or a related discipline; MBA or advanced degree strongly preferred.* At least 10 years of progressive experience in sales, account management, or related functions, with a focus on managing national or key accounts within a Fortune 500 company.* Demonstrated leadership experience with proven ability to guide, mentor, and cultivate high-performing teams in a dynamic, matrixed organizational structure.* Advanced strategic thinking, negotiation, and analytical skills, with a proven ability to evaluate complex business scenarios and craft innovative, effective solutions.* Superior communication, presentation, and interpersonal skills, with a refined ability to establish and sustain relationships at all levels, both internally and externally.* Results-driven approach, emphasizing data-based decision-making and leveraging insights for business advancement.* Willingness and ability to travel as required for meetings with national accounts and participation in significant industry events.**Preferred Qualifications*** Advanced proficiency in the development and execution of large-scale sales strategies and account management initiatives specifically tailored to the unique needs of national accounts within the industry.* Extensive experience in leveraging data analytics tools and customer relationship management (CRM) platforms to deliver precise and actionable insights for strategic decision-making and enhanced customer engagement.* Demonstrated success in cultivating transformational change through innovative problem-solving methodologies and proactive adaptation to market trends.* In-depth understanding of the regulatory and compliance landscape affecting national account sales operations within the industry, with proven ability to navigate complex legal and compliance requirements.* Strong financial acumen with expertise in budgeting, forecasting, and pricing strategies to maximize profitability and market share for national accounts.* Track record of leading successful cross-functional project teams, driving collaboration and fostering innovation across departments, including marketing, product development, and supply chain management.* Proven ability to manage and influence senior-level client relationships and stakeholder engagements to achieve alignment on strategic objectives and foster long-term partnerships.* Experience with digital transformation initiatives, including the integration and optimization of digital tools and technologies to enhance customer experiences and operational efficiencies.**Minimum Education:*** A Bachelor's degree in Business Administration, Marketing, or a closely related field is required. An MBA or advanced degree is preferred.**Preferred Education:*** An MBA or advanced degree in Business Administration, Marketing, or related fields is strongly preferred to enhance strategic leadership capabilities in managing national accounts and driving revenue growth.**Minimum Years of Work Experience:*** Minimum Years of Work Minimum 10 years of progressive experience in sales, account management, or related roles, with a strong track record of managing national or key accounts in a Fortune 500 environment.**Certifications:*** Professional certifications relevant to sales, account management, or leadership are considered advantageous.* Certification in Strategic Account Management (CSAM) is preferred, demonstrating advanced expertise in managing and growing key client relationships effectively.* Certified Sales Executive (CSE) is desirable, indicating a commitment to excellence in sales leadership and strategic account management**Competencies:**Strategic Leadership: Demonstrated ability to set and implement a vision aligned with corporate objectives, ensuring the development of comprehensive national account strategies that drive growth and market leadership. Relationship Management: Proficiency in establishing and nurturing deep partnerships with key decision-makers and stakeholders, positioning the company as a trusted and preferred partner in the marketplace. Analytical Acumen: Strong ability to analyze complex market data, competitive activities, and customer needs to identify growth opportunities and inform strategic decision-making. Negotiation and Influence: Expertise in contract negotiations and proposals, achieving balanced agreements that align with company goals and maximize mutual benefits. Cross-Functional Collaboration: Ability to effectively collaborate with diverse teams, including product development, marketing, and operations, to deliver innovative and customer-centric solutions. Performance Management: Skilled in designing and implementing performance metrics and reporting systems, fostering a culture of accountability and continuous improvement to exceed sales targets and organizational goals. Communication Excellence: Exceptional communication, presentation, and interpersonal skills, capable of articulating complex concepts and fostering relationships at all organizational levels. Change and Innovation Leadership: Aptitude for driving innovation and navigating a dynamic business environment, leading teams through change with foresight and adaptability to maintain competitive advantage.**Remote/Virtual, hybrid or in-office:** Remote