National Account Manager

National Account Manager

Overview
Festool is seeking an experienced National Account Manager to own and accelerate growth across a portfolio of strategically important national customers. The ideal candidate is a commercially driven sales leader who knows how to grow complex accounts, build relationships with senior customer stakeholders, negotiate effectively, and turn opportunities into measurable revenue. This is not an account-maintenance role. You will be expected to understand your customers' businesses, challenge the status quo, identify and quantify growth opportunities, secure customer commitments, and take ownership of the commercial plan and results for your accounts. Success in this role also requires strong cross-functional leadership. You will work closely with Festool's Marketing and Digital teams, bringing customer insights, commercial priorities, revenue objectives, and opportunities into a shared account strategy. You do not need to be the marketing or e-commerce expert, but you must understand how these capabilities contribute to growth and know how to bring the right expertise together around the customer. The right candidate will be comfortable balancing strategy with execution. You will move between annual business planning and contract negotiations, senior customer meetings and Salesforce management, assortment decisions and new product launches. Ultimately, you will be accountable for growing the business and strengthening Festool's long-term position with the customers you manage.

Job Responsibilities

- Own the overall commercial performance and growth of assigned National Accounts, including revenue, profitability, forecasting, customer relationships, and execution of account plans.

- Develop and own annual customer business plans that connect Festool's growth objectives with customer priorities, specific opportunities, commitments, and measurable revenue expectations.

- Build strong relationships across customer organizations, including senior leadership, merchandising, purchasing, e-commerce, marketing, finance, and operations.

- Identify and quantify growth opportunities across existing business, assortment expansion, new products, e-commerce, marketplaces, campaigns, and other strategic initiatives.

- Own the customer assortment strategy from a commercial perspective, identifying opportunities to expand distribution, improve assortment productivity, introduce new products, and increase Festool's share of the customer's business.

- Serve as the commercial lead for assigned accounts, working closely with Marketing and Digital partners to develop integrated account plans. Bring customer priorities, commercial opportunities, revenue objectives, and account insights while leveraging functional expertise in marketing, e-commerce, digital activation, content, and investment planning.

- Develop bottom-up forecasts that connect specific growth opportunities, customer commitments, assortment changes, product launches, and other initiatives to annual revenue targets.

- Lead customer business reviews, line reviews, and strategic planning discussions covering performance, growth opportunities, assortment, investments, product launches, campaigns, and future priorities.

- Lead commercial negotiations with assigned accounts, including contracts, dealer programs, SPAs, assortment opportunities, terms, investments, and customer commitments within established Festool guidelines.

- Translate Festool product launches, campaigns, and commercial initiatives into customer-specific sales plans with clear objectives, commitments, execution requirements, and measurable revenue expectations.

- Partner with Marketing and Digital teams to identify opportunities to improve online visibility, conversion, digital merchandising, product content, and e-commerce sales, while relying on those functional teams for marketing strategy, activation expertise, and investment planning.

- Use sales, customer, market, and digital performance data to identify trends, risks, whitespace, and opportunities and translate those insights into commercial actions.

- Act as the voice of the customer internally, bringing customer feedback, competitive intelligence, emerging opportunities, and barriers into Festool's planning and decision-making processes.

- Coordinate internal resources to support the account strategy, ensuring clear ownership, communication, and follow-through.

- Maintain Salesforce as the source of truth for account plans, customer activity, opportunities, commitments, pipeline, and forecasts.

- Represent Festool at relevant customer meetings, dealer events, trade shows, line reviews, and other strategic account activities.

- Consistently identify and pursue opportunities to increase Festool's share of wallet, deepen customer relationships, and strengthen its long-term strategic position within assigned accounts.

Qualification:

Basic Requirements

- Demonstrated sales or business development experience with direct responsibility for prospecting, winning new business, and growing customer revenue.

- 7+ years of progressive sales, national account, or key account management experience, including direct responsibility for high-volume, complex customers.

- Demonstrated track record of delivering sustained revenue growth, expanding strategic customer relationships, and converting opportunities into measurable business results.

- Demonstrated ability to bring new commercial approaches and best practices into an established organization, constructively challenging existing assumptions and ways of working.

- Experience developing and executing annual account business plans, forecasts, and growth strategies.

- Strong commercial and financial acumen with the ability to evaluate opportunities, understand profitability, and translate commercial initiatives into revenue and business impact.

- Demonstrated negotiation experience, including customer programs, contracts, assortment, commercial terms, investments, and commitments.

- Experience building relationships and influencing senior customer decision makers across multiple functions.

- Strong analytical skills with the ability to use sales and customer data to identify opportunities and determine appropriate commercial actions.

- Strong understanding of e-commerce and omnichannel retail, with the ability to identify digital growth opportunities and effectively partner with Marketing and Digital specialists to activate them.

- Experience using CRM platforms such as Salesforce to manage account plans, opportunities, customer activity, pipeline, and forecasts.

- Strong presentation and communication skills, including experience leading customer business reviews and strategic account discussions.

- Proven ability to lead cross-functional initiatives and influence internal teams without direct reporting authority.

- Highly accountable, self-directed, and comfortable balancing long-term account strategy with day-to-day commercial execution.

- Ability and willingness to travel as required to support customers, dealer events, trade shows, and other business priorities. (~30%)

Preferred Qualifications

- Bachelor's degree in Business, Sales, Marketing, or a related field.

- Experience managing national retail, dealer, distribution, or e-commerce accounts.

- Experience managing customers with both physical retail and e-commerce businesses.

- Experience with assortment planning, new product introductions, promotional programs, and joint business planning.

- Experience working within a dealer or distribution-based go-to-market model.

- Experience partnering directly with Marketing, Digital, Field Sales, Finance, Operations, and other functions to execute complex customer growth plans.

- Familiarity with professional tools, construction, woodworking, paint, durable goods, or related industries.

OTHER DUTIES:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Why choose FESTOOL?

Since 1925, we have been developing power tools that meet the highest demands of professional craftspeople. It is only through a direct exchange with them that enables us to understand their ever-changing challenges and needs.

It is their ideas and, above all, their criticism that inspire us to question the status quo and to think of new, holistic product and system solutions that make the daily work of professional craftspeople easier, safer and more productive.

And that will always be true for us: the success of our customers is our greatest success - and the best praise. This has always been what drives us at Festool and what makes us proud.

Every tool is only as good as the person behind it. That’s why at Festool, we look for people who want to make an impact alongside more than 3,000 colleagues worldwide. Join our team and experience the pride of building the world’s best power tools as part of a family-owned company.

Benefits That Support Your Growth and Wellbeing:

- Culture: 2024 Best Places to work recipient and award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance and more

- Wellbeing: Comprehensive benefits package including:

- We provide paid holidays that follows statutory and provincial laws

- Generous Vacation / PTO package

- Continuing educational reimbursement benefits upon eligibility

- Health insurance: medical, dental, vision, short/long term disability, optional life insurance available

- RRSP with company match up to 6%

- Company arranged paid corporate volunteer day

- Competitive wages and benefits

- Parental paid leave policy

- Learning & Development: As a company dedicated to employee growth, we offer a wide array of developmental opportunities such as continuing educational reimbursement benefits (upon eligibility), leadership training programs, and wellness initiatives to support personal and professional growth

- Social Impact: Employee-led resource groups including Leadership Advisory Counsil, Festool Fun Committee and Ladies of Festool Team, annual paid volunteer day and several charitable initiatives across the U.S. and globally (e.g., Blankets for Animal Shelters in the Lebanon facility.)

TTS Tooltechnic Systems North America LP, Festool USA LLC, Festool Canada Inc., and Systainer Systems North America, LLC are equal opportunity employers. We provide equal employment opportunities to all employees and applicants and prohibit discrimination and harassment of any kind based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable federal, state, or local law.