National Account Manager

Mackenzie Stuart; United States; Remote; USD 90,000 - 130,000; Full time

Job summary

Mackenzie Stuart is seeking a National Account Manager to join a growing manufacturer of engineered construction products serving North America. The role is remote-based with a home office, travel about 50% across the United States, and requires taking over an existing book of business while also acquiring new accounts.

You will develop territory growth plans, build and maintain relationships with distributors, contractors, architects, and owners, and manage the full sales cycle from prospecting

Qualifications

• Five to ten years of successful sales experience within construction products, specialty building materials, engineered products, roofing, waterproofing, cladding, building-envelope systems, or closely related markets.
• Direct experience selling through distribution, contractor, dealer, or channel partner networks.
• Demonstrated success developing new business and growing a sales territory.
• Experience building relationships with distributors, contractors, architects, builders, purchasing decision-makers, and other industry stakeholders.
• Experience selling specialty construction products, engineered building materials, exterior building products, roofing systems, cladding systems, waterproofing solutions, or related products is strongly preferred.
• Existing relationships with distributors, contractors, architects, builders, or specification professionals are highly desirable.
• Bachelor's degree in Business, Sales, Marketing, Construction Management, Engineering, or a related field preferred; equivalent industry experience will be considered.
• Strong negotiation, presentation, communication, and relationship-management skills.
• Ability to understand technical product information and communicate its commercial value effectively.
• Strong organizational and territory-management skills.
• Proficiency with CRM systems, sales forecasting tools, and standard business software.
• Willingness and ability to travel extensively throughout the United States.

Responsibilities

• Identify, qualify, and develop new customers, distributors, contractors, builders, design professionals, and strategic partners.
• Expand sales within commercial, industrial, institutional, multifamily, and specialty construction markets.
• Develop and execute territory growth plans focused on revenue generation, customer acquisition, and market penetration.
• Identify new geographic markets, product applications, customer segments, and sales channels.
• Generate opportunities through targeted prospecting, networking, referrals, industry associations, trade shows, and customer introductions.
• Build and maintain a healthy sales pipeline of qualified opportunities.
• Pursue new business with distribution partners, contractors, end-users, and strategic accounts.
• Develop and execute account penetration strategies that increase market share and customer engagement.

Skills

Hunter mindset

Territory planning

Account management

Sales strategy

CRM proficiency

Negotiation

Education

Bachelor's degree

Tools

CRM software

Forecasting tools

Job description

Mackenzie Stuart is currently recruiting on behalf of a growing manufacturer of engineered construction products and building-envelope solutions serving commercial, industrial, institutional, and specialty construction markets across North America. The successful candidate will be a proactive hunter who is comfortable working independently, creating territory strategies, and managing the sales process from prospecting through closing (travel expectations at 50%). You will be given a book of business to take over, but the main expectation is to find and acquire new accounts.

The organization partners with distributors, contractors, architects, builders, and construction professionals to deliver high-performance solutions for a wide range of building applications. After experiencing rapid growth they are looking for a National Account Manager to help sustain this.

This role is ideal for a results-oriented sales professional who combines strong commercial acumen with technical product knowledge and enjoys identifying opportunities, building relationships, and driving sustainable revenue growth.

Key Responsibilities:

Business Development and Market Expansion

• Identify, qualify, and develop new customers, distributors, contractors, builders, design professionals, and strategic partners.
• Expand sales within commercial, industrial, institutional, multifamily, and specialty construction markets.
• Develop and execute territory growth plans focused on revenue generation, customer acquisition, and market penetration.
• Identify new geographic markets, product applications, customer segments, and sales channels.
• Generate opportunities through targeted prospecting, networking, referrals, industry associations, trade shows, and customer introductions.
• Build and maintain a healthy sales pipeline of qualified opportunities.
• Pursue new business with distribution partners, contractors, end-users, and strategic accounts.
• Develop and execute account penetration strategies that increase market share and customer engagement.

Account Management and Customer Relationships

• Build, maintain, and grow relationships with existing and prospective customers.
• Serve as the primary commercial contact for assigned accounts.
• Conduct regular customer visits, business reviews, needs assessments, and market evaluations.
• Develop trusted-advisor relationships with distributors, contractors, architects, builders, purchasing professionals, and other industry stakeholders.
• Understand customer requirements and recommend appropriate product and application solutions.
• Resolve customer concerns in collaboration with Customer Service, Operations, Supply Chain, and other internal teams.
• Identify opportunities to increase account penetration, repeat business, and long-term customer loyalty.
• Develop relationships at multiple levels within customer organizations, from project stakeholders to executive decision-makers.

Sales Strategy and Revenue Growth

• Execute company sales strategies and annual growth plans within the assigned territory.
• Create account plans and pursue opportunities that support sustainable, profitable growth.
• Manage the full sales cycle, including prospecting, qualification, product presentations, quoting, negotiation, closing, and follow-up.
• Monitor competitive activity, pricing trends, customer preferences, and changing market conditions.
• Provide recommendations to leadership regarding market opportunities, pricing, product positioning, and business-development priorities.
• Support the development and implementation of new sales strategies in response to customer and market needs.
• Consistently achieve or exceed territory growth targets and key performance objectives.

Technical and Commercial Sales Support

• Educate customers and channel partners on product features, performance benefits, and value propositions.
• Provide product recommendations based on customer requirements and project objectives.
• Support customer engagement activities, product reviews, sales meetings, and promotional programs.
• Assist with presentations, industry events, customer meetings, and market-development initiatives.
• Communicate customer feedback, market intelligence, product requirements, and emerging industry trends to internal teams.
• Stay current on developments in construction products, building-envelope systems, commercial construction, and related industry segments.

Forecasting, Reporting, and Collaboration

• Maintain accurate CRM records, account information, opportunity stages, and sales activity.
• Prepare reliable sales forecasts and pipeline reports.
• Track territory performance, sales metrics, customer activity, and market developments.
• Collaborate with Customer Service, Supply Chain, Operations, Finance, Product Development, and senior leadership.
• Participate in sales meetings, strategic planning sessions, trade shows, customer events, and industry conferences.
• Support continuous-improvement initiatives that enhance customer experience and sales effectiveness.
• Provide regular territory updates and growth recommendations to leadership.

Required Qualifications

• Five to ten years of successful sales experience within construction products, specialty building materials, engineered products, roofing, waterproofing, cladding, building-envelope systems, or closely related markets.
• Direct experience selling through distribution, contractor, dealer, or channel partner networks.
• Demonstrated success developing new business and growing a sales territory.
• Experience building relationships with distributors, contractors, architects, builders, purchasing decision-makers, and other industry stakeholders.
• Experience selling specialty construction products, engineered building materials, exterior building products, roofing systems, cladding systems, waterproofing solutions, or related products is strongly preferred.
• Existing relationships with distributors, contractors, architects, builders, or specification professionals are highly desirable.
• Bachelor's degree in Business, Sales, Marketing, Construction Management, Engineering, or a related field preferred; equivalent industry experience will be considered.
• Strong negotiation, presentation, communication, and relationship-management skills.
• Ability to understand technical product information and communicate its commercial value effectively.
• Strong organizational and territory-management skills.
• Proficiency with CRM systems, sales forecasting tools, and standard business software.
• Willingness and ability to travel extensively throughout the United States.

Ideal Candidate Profile

The ideal candidate will be:

• A proactive business developer with a strong new-business mindset.
• Comfortable creating and executing a territory sales plan.
• Experienced in working through distributor, contractor, dealer, and channel-partner networks.
• Able to develop relationships at multiple levels, from field contacts to executive decision-makers.
• Commercially and technically capable of articulating product value and application benefits.
• Self-motivated, organized, and comfortable working remotely.
• Skilled at adapting sales strategies to changing market conditions.
• Focused on both revenue growth and long-term customer relationships.
• Comfortable managing a sales process with a high degree of independence.
• Driven by performance, accountability, and customer success.

Work Environment and Travel

• Remote-based position with a home office.
• Travel of approximately 50% throughout the United States by air and/or vehicle.
• Travel will include customer visits, distributor meetings, trade shows, industry conferences, and business-development activities.
• Regular use of a computer, CRM system, telephone, and standard office equipment is required.