The National Account Manager is responsible for developing and executing strategic account plans for assigned national and multi-location customers while driving profitable growth across GHX Industrial key markets. This role serves as the primary relationship manager for enterprise-level customers and is responsible for expanding market share, identifying new opportunities, pursuing major capital projects, and strengthening executive-level customer relationships.
Role & Responsibilities
- Develop and execute comprehensive account strategies for assigned national accounts.
- Build executive relationships across procurement, engineering, operations, maintenance and project teams.
- Establish and maintain proactive communication across customer stakeholders, GHX leadership, branch teams, and supplier partners to ensure alignment, accountability, and successful execution of strategic initiatives and major projects.
- Conduct regular business reviews and growth planning.
- Identify and pursue new business opportunities within assigned accounts and targeted growth markets.
- Develop strategic engagement plans to secure preferred supplier status and increase market share.
- Collaborate with supplier partners to create and deliver value-added customer solutions.
- Drive organic sales growth through cross-selling, specification development, and market penetration initiatives.
- Identify opportunities for national agreements, enterprise-wide standardization, and strategic sourcing programs.
- Develop relationships with Engineering, Procurement and Construction (EPC) firms, general contractors, engineering firms, design-build contractors, and project owners.
- Identify, qualify, and track major capital projects through planning, design, construction, commissioning, and operational phases.
- Influence project specifications and procurement strategies to position GHX products and solutions.
- Coordinate project pursuit strategies across multiple regions and branch locations.
- Develop relationships with Data Center owners, operators, developers, EPCs, general contractors, mechanical contractors, and electrical contractors.
- Engage hyperscale, colocation, mission-critical, and cloud infrastructure organizations.
- Support Data Center construction, expansion, modernization, and maintenance opportunities nationwide.
- Maintain awareness of market trends, project pipelines, contractor alignment strategies, and customer procurement initiatives within the Data Center, EPC, and Critical Infrastructure markets.
- Coordinate executive relationships between customer leadership and GHX senior management.
- Prepare and lead executive business reviews.
- Negotiate strategic agreements and commercial terms.
- Coordinate implementation of new accounts and contracts.
- Drive supply chain optimization, issue resolution and continuous improvement initiatives.
Strategic Account Management
Business Development
Executive Engagement
Operational Excellence
Qualifications
- Bachelor degree required.
- 7-10 years industrial sales, business development or national account management experience.
- Demonstrated success selling into EPC organizations and Data Center markets.
- Experience with utilities, power generation, manufacturing or critical infrastructure markets preferred.
- Excellent written, verbal, presentation, and executive-level communication skills with the ability to influence stakeholders across multiple organizations and levels of management.
- Ability to travel 40%-60% nationwide.