National Account Manager

National Account Manager (Job Code: NAM)

Department: Sales – Transformer Pad – Demand Generation and Product Development

Location: Duluth, GA;
Jupiter, FL;
Broomsfield, CO

Reports To: VP of HVAC Sales, President, or Director of Demand Generation

FLSA Classification: Exempt

EEOC Classification: Sales Workers

Supervisory Responsibilities: Yes

The primary responsibility of the National Account Manager is to expand market share for the product family within the trade channel by selling through national account wholesale distributors and other accounts with national influence. The role involves developing, implementing, and executing detailed account development strategies, fostering strong relationships, and gaining insight into assigned accounts. The account strategies developed consist of regional actions and activities to align with Diversi Tech’s management teams, regional sales managers, and the independent representatives they oversee.

The National Account Manager is accountable for overseeing the sales process, management, value validation, and revenue results for each assigned national account, utilizing Diversi Tech’s account management methodology and Keep, Convert, Grow (KCG) opportunity management pipeline.

• Increase sales of products through the wholesale distribution channel by developing a comprehensive account plan and reaching out to designated national accounts’ corporate, division, regional, and branch locations when appropriate.
• Meet or exceed established sales budget.
• Evaluate, identify, and recommend products with Diversi Tech’s engineering and sourcing departments to add high‑value products that expand the product portfolio.
• Collaborate with the marketing team to implement regional and national customer marketing plans.
• Contribute to the development of the organization’s strategic direction to increase sales of products through the wholesale distribution channel.
• Employ and execute Diversi Tech’s Account Management sales methodology effectively.
• Facilitate a cohesive selling approach between Diversi Tech’s senior leadership and select national account functional leadership teams.
• Define regional strategies and tasks required to achieve national account plans, coordinating with regional sales managers for local/branch‑level engagement and manufacturer’s representative activities to increase market share.
• Collaborate with sales operations and channel marketing teams to execute account plans, develop customer/territory pricing strategies, and implement push and pull‑through sales strategies.
• Perform other duties as assigned.

• Bachelor’s degree in Business Administration or related field.
• 10–12 years of experience in sales in a manufacturing or distribution environment.
• Experience with Salesforce or Oro Commerce.
• Knowledge of HVACR products, two‑step distribution selling models and commercial customers in the US HVACR market.
• Advanced experience with Microsoft Office Suite, especially Word, Excel, and PowerPoint.
• Demonstrates strong analytical, organizational, and problem‑solving abilities for establishing and working in conjunction with sales associates, regional sales managers, and independent manufacturer’s representatives.
• Experience working in a fast‑paced and high‑volume work environment.
• Proactive “self‑starter” with strong attention to detail.
• Excellent communication skills, both verbal and written, with the ability to interact with all employee levels, including executive management, and customers.
• Exhibits professional sales and persuasive communication skills evident in one‑on‑one and group presentations.
• Capable of reaching decision makers and gaining commitment.
• Possesses adept listening and probing skills to understand customers’ needs.
• Valid driver’s license.

Consistent interaction with all levels of corporate, sales operations, regional management, and independent representatives. Regularly interfaces with customer and third‑party sales representatives who work on behalf of the company. Attends sales conferences and trade shows as needed.

Work…