Vice President of National Accounts

About the role

Brook & Whittle Ltd., a leading sustainable labeling solutions provider in North America, is looking for a Vice President of National Accounts to join its Sales Leadership Team. The role builds and leads a high-performing national accounts organization, develops strategies for profitable growth and retention, expands relationships with key national accounts and turns commercial priorities into measurable results. It calls for strong business judgment, hands-on team leadership and collaboration across Sales, Marketing, Product Management, Pricing, Operations, Supply Chain, Finance and Customer Service.

Key responsibilities

• Develop and execute a national accounts strategy with growth priorities, sales objectives, profitability targets and long-term customer opportunities.
• Identify attractive end markets, customer segments and strategic prospects, and build executive-level relationships with key accounts.
• Own budgets, forecasts, pipeline plans, staffing needs and business performance commitments; run strategic account reviews, executive customer meetings and sales planning sessions.
• Drive disciplined account planning, prospecting, opportunity management, pricing strategy and value-based selling.
• Recruit, structure, lead, coach and develop the national accounts sales team, including product and market expertise and negotiation skills.
• Collaborate with Customer Service and cross-functional teams to resolve complex customer issues, remove internal barriers to growth and champion new product and market initiatives.
• Provide accurate account analyses, pipeline updates, forecasts and performance reporting using Salesforce.com; monitor retention, competitive exposure and share-of-wallet.
• Manage business expenses responsibly and travel overnight as needed.

Required profile

• Bachelor's degree in business, sales, marketing or a related field preferred; equivalent experience may be considered.
• 10+ years of progressive sales, account management or national account leadership experience, preferably in pressure-sensitive labels, shrink sleeves, flexible packaging or a related manufacturing industry.
• Demonstrated success building sales teams, managing strategic accounts and delivering profitable revenue growth.
• Strong understanding of packaging or manufacturing markets and value-added selling.

Required skills

• Proficiency with CRM tools, including Salesforce.com, and Microsoft Office (Word, Excel, PowerPoint, Outlook).
• Commercial and financial acumen, negotiation and decision-making skills.
• Executive presence, strong communication and organizational leadership.