Position Overview
We are seeking a high-performing sales executive to lead the growth, retention, and strategic expansion of a major enterprise accounts in the manufacturing & distribution space. This role is responsible for developing deep executive relationships, identifying business challenges, and delivering customized Sandler training and performance solutions that drive measurable results.
The ideal candidate combines strong consultative selling skills with experience managing complex, multi-stakeholder accounts in the professional services or training space. Additional experience working with private equity groups is desired
Key Responsibilities:
Strategic Account Leadership
- Own and execute the national account strategy for designated major clients
- Develop long-term account plans aligned with the client’s business objectives and growth initiatives
- Identify opportunities to expand Sandler solutions across divisions, regions, and business units
Consultative Selling
- Diagnose organizational challenges related to sales performance, leadership, and culture
- Position Sandler training solutions as a strategic investment, not a transactional service
- Lead complex sales cycles involving multiple stakeholders, including senior executives
- Relationship Management
- Build and maintain trusted advisor relationships with key decision-makers (Sales Leaders, HR, L&D, Executive Leadership)
- Facilitate regular business reviews and strategic planning sessions with the client
- Ensure high client satisfaction, retention, and ongoing engagement
Revenue Growth & Expansion
- Drive revenue growth through upselling, cross-selling, and new solution development within the account
- Identify and pursue new opportunities aligned with client priorities (e.g., onboarding, leadership development, sales enablement)
- Manage pipeline and forecasting for the account
Program Oversight & Delivery Alignment
- Collaborate with trainers, consultants, and delivery teams to ensure successful implementation
- Monitor program effectiveness and ROI, adjusting strategy as needed
- Act as the voice of the client internally to ensure alignment and excellence in execution
Thought Leadership
- Bring insights, trends, and best practices to the client around sales performance and leadership development
- Position Sandler as a strategic partner in driving organizational growth and change
Qualifications
- 5–10+ years of experience in enterprise/national account management, preferably in professional services, training & development, sales enablement/consulting
- Proven success in managing and growing large, complex accounts
- Strong consultative selling skills
- Previous Sandler experience
- Experience selling into senior leadership and the C-suite
- Ability to navigate multi-layered organizations and long sales cycles
- Strong business acumen and ability to link solutions to measurable outcomes
- Excellent communication, presentation, and facilitation skills
Key Competencies
- Strategic thinking and account planning
- Executive presence and influence
- Relationship building and trust development
- Problem-solving and needs analysis
- Results orientation and accountability
- Collaboration and cross-functional leadership
Success Metrics
- Account revenue growth and retention
- Expansion into new divisions or business units
- Client satisfaction and engagement levels
- Measurable impact of training programs (ROI, performance improvement)
- Strength and depth of executive relationships
Why This Role Matters
This role is critical to strengthening long-term partnerships with key clients and ensuring Sandler solutions are embedded as a strategic driver of performance. Success in this position directly contributes to client transformation and sustained revenue growth.
