Director of National Accounts - NEFCO Construction Supply in East Hartford, Connecticut at NEFCO Construction Supply LLC

Position Summary

NEFCO is seeking a dynamic and experienced Director of National Accounts to lead our national sales strategy focused on the largest contractors across the United States. This leadership role is responsible for managing a team of National Account Managers and National Account Sales Representatives. The Director will drive revenue growth by targeting new and existing customers, managing complex supply contracts, and fully leveraging NEFCO’s broad range of business units and value-added services.

This position requires a strategic leader with strong industry relationships, exceptional negotiation skills, and the ability to thrive in a fast-paced, travel-intensive environment (approximately 50% travel).

Key Responsibilities

• Lead, mentor, and manage a team of National Account Managers and Sales Representatives to achieve sales targets and performance goals.
• Develop and execute strategies for selling into the largest contractors nationwide, focusing on both new business acquisition and expansion of existing accounts.
• Manage key customer relationships, including presenting in boardroom-style settings and conducting quarterly business reviews.
• Oversee the negotiation and management of supply contracts, pricing agreements, and customer price files.
• Utilize SalesForce CRM daily for pipeline management, forecasting, customer tracking, and reporting.
• Actively participate in and help coordinate national trade associations (e.g., NECA, MCAA, and others), including heavy involvement in events, networking, and industry initiatives.
• Prospect new national accounts and build long-term strategic partnerships.
• Collaborate cross-functionally to leverage all NEFCO business units, services, engineering support, fabrication capabilities, and inventory solutions to deliver comprehensive value to customers.
• Manage customer expectations, resolve escalated issues, and ensure high levels of satisfaction and retention.

Qualifications

• Minimum 5 years of progressive experience selling in the construction distribution industry, with a proven track record of success at the national or major account level.
• Prior experience managing and developing a sales team is strongly preferred.
• Demonstrated experience negotiating and managing large supply contracts and pricing programs.
• Proficiency with SalesForce (or equivalent CRM) is highly preferred.
• Strong presentation and communication skills, with comfort presenting to executive-level audiences (C-suite, boardrooms).
• Deep understanding of the construction trades and national contractor landscape.
• Exceptional relationship-building, negotiation, and leadership abilities.
• Willingness and ability to travel approximately 50% of the time.
• Professional demeanor with a customer-first mindset and strong business acumen.