National Account Manager, Western United States

Preferred Location: Phoenix, Arizona (Remote Based)
Compensation: Competitive Base Salary + Uncapped 20% Commission + Car Allowance

We are partnering with one of our oldest and best clients to recruit a high-impact National Account Manager for the Western United States. This is a high-visibility opportunity with a well-established, growing organization that serves many of the nation’s largest retailers.

This is not a “manage the existing book and keep everyone happy” sales position. Approximately 80% of the role is focused on sales hunting and new business development, with the remaining 20% dedicated to growing and managing existing accounts.

We are looking for a driven, polished sales professional who knows how to open doors, build executive-level relationships, develop opportunities from the ground up, and close major business. The ideal candidate will have experience selling retail fixtures, store environments, merchandising systems, displays, shelving, material-handling solutions, or other products and services used by major retailers.

If you are a true go-getter who enjoys pursuing large accounts, navigating complex sales cycles, and getting in front of senior decision-makers, this is an opportunity worth exploring.

What Makes This Opportunity Stand Out

• High-visibility role with significant exposure to senior leadership
• Established, respected company with major national retail customers
• Approximately 80% new business development and 20% account management
• Uncapped 20% commission opportunity and Car allowance
• Strong internal sales, customer service, operational, and technical support
• Significant opportunity to develop new accounts and expand business within existing customers
• Entrepreneurial environment backed by the resources of a large global organization
• One of our firm’s oldest and best clients, with whom we have a long and successful relationship

Key Responsibilities

• Aggressively pursue new business throughout the Western United States.
• Identify, develop, and close opportunities with major retailers and other large multi-location organizations.
• Build a strong pipeline beyond an established list of target accounts.
• Expand revenue within existing customers by identifying new applications, locations, programs, and business needs.
• Develop relationships with executives, procurement leaders, store planning teams, operations leaders, and other key decision-makers.
• Lead complex sales cycles from initial prospecting and discovery through proposal, negotiation, and close.
• Deliver persuasive presentations and business proposals to senior-level audiences.
• Understand each customer’s operational challenges and develop solutions that address their current and future needs.
• Collaborate with internal sales, operations, customer service, and other functional teams to ensure proposed solutions can be delivered successfully.
• Negotiate pricing, terms, and commercial agreements while protecting profitability.
• Maintain accurate pipeline activity, opportunity updates, forecasts, and customer information within the CRM.
• Monitor competitive activity, customer trends, and market developments throughout the territory.
• Help shape and execute the company’s Western U.S. growth strategy.
• Provide ongoing account support and ensure a strong customer experience after the sale.
• Travel regularly throughout the Western United States to meet customers, develop relationships, and pursue new business.

Ideal Background

• At least 5 years of successful outside B2B sales experience.
• Demonstrated success hunting for new business, opening major accounts, and building a territory.
• Experience selling to large retail, grocery, convenience-store, or other multi-location organizations.
• A background involving retail fixturing, store fixtures, shelving, displays, merchandising systems, store environments, material handling, retail technology, or related solutions is strongly preferred.
• Comfortable calling on and presenting to senior executives at major retail organizations.
• Proven ability to manage long, complex sales cycles involving multiple stakeholders.
• Strong prospecting, presentation, negotiation, and closing skills.
• Track record of expanding revenue within established accounts.
• Disciplined approach to CRM management, forecasting, and pipeline development.
• Ability to work independently, manage changing priorities, and operate effectively with limited supervision.
• Strong business judgment and the ability to balance customer needs with company profitability.
• Proficiency with Microsoft Office, particularly PowerPoint and Excel.
• Bachelor’s degree preferred but not required for a candidate with a strong record of sales success.
• Ideally based in the Phoenix, Arizona area.
• Must be willing and able to travel extensively throughout the Western United States, potentially up to 50%.

The Person We’re Looking For

The right candidate will be entrepreneurial, competitive, persistent, and comfortable creating opportunities where none currently exist. You must be able to walk into a meeting with senior retail executives, quickly understand their business challenges, establish credibility, and advance the conversation toward a commercial opportunity.

You will have substantial internal support, but success in this role will come down to personal initiative, consistent prospecting, strong follow-through, and the ability to close. If you need leads handed to you and prefer maintaining accounts over winning them, this probably is not your role. If you enjoy the hunt and want an uncapped opportunity with a highly respected organization, we should talk.