National Account Manager

Company Overview JSI Store Fixtures

A U.S based manufacturer, JSI Store Fixtures is an industry-leading producer of innovative in-store food displays for the grocery, convenience and food retailer markets. JSI started in 1991 in Milo, Maine and continued to grow until it was acquired by LSI Industries in 2021. JSI is a wholly owned subsidiary of LSI. JSI uses its five facilities across the U.S. and Canada to engineer, optimize, manufacture and install its energy efficient and environmentally friendly fixtures. The standard and custom portfolio of JSI includes refrigeration displays, merchandising fixtures for produce, bakery, wine, and floral departments and specialty millwork projects.

Position Description

We are seeking a National Account Manager to lead growth and business development in the retail channel with a focus on grocery in the western region of the US. It is preferred that the role be based in the Western Region of the country, yet other locations will be considered. The role will report to the SVP of Sales with JSI. The National Account Manager will be a senior sales leader and work as the leader of an existing team focused on the Grocery, C Store and other retail markets. The National Account Manager will provide voice of customer input to the JSI Executive Team including new features, products, and/or services to complement an already-strong set of innovative offerings. The National Account Manager will be an important part of the team responsible for delivering substantial growth, specifically in the Western Region grocery marketplace.

Scope of Responsibilities

• Leadership – Serves as a primary sales leader within JSI. Instills vision and creates enthusiasm to achieve goals. Uses data and analytics to make recommendations to the team and management regarding profitably growing sales.
• Sales – The primary need for the business and responsibility of this role is to drive continual Sales growth. The business is not overly complex, and JSI has a strong reputation, quality products and excellent customer service. JSI has earned the position of number one market share for ambient and self-contained refrigeration units in food retail environments across the US and Canada. However, there is a significant growth opportunity in all other departments of grocery and sectors of the food retail indusry where JSI can provide self-contained refrigerated, remote refrigerated, specialty millwork and ambient products.
• Marketing – Is closely aligned with the marketing team to ensure appropriate strategic and tactical support of sales for continued growth. Manages planning, budgeting, execution, and debrief of trade shows and related events focused within the targeted product channels.
• Growth Strategy – Assumes ownership for JSI’s strategic planning within the Grocery and other food retail vertical markets. Strategic planning should address several critical issues, including pursuit of new business and recommended product categories to enter.
• Revenue – Because the Grocery and Food Retail vertical markets represent the largest market for JSI products and services, this role is responsible for delivering the majority of annual Revenue objectives in Western Region of the US.
• Pricing & Margin Management – Ensures proposals, pricing structures, and other contract terms effectively communicate the value being proposed. Ensures pricing is competitive for the value and that it yields gross margin goals in line with the expectations of the business. Provides guidance to the business on necessary continuous improvement in these areas to yield more growth and higher profit.

Performance Measures

• Revenue, Gross Margin & EBITDA
• Product Viability/Innovation 

Key Internal Relationships

• Marketing
• Product Development
• Customer Care 
• Manufacturing
• 
  

Candidate Profile

Relevant Industries (B2B) – We are seeking someone with go-to-market experience, including selling to similar customers and/or selling similar products. The following products and industries are relevant:

• Products 

• Food Display Products and Services
• Food Preparation Products and Services
• Refrigeration Products and Services
• HVAC Products and Services

• Industries

• Grocery
• Convenience Store
• Restaurant
• Specialty

Sales Strength – Proven breadth and depth of experience in B2B Sales and/or Business Development role for a large/mid-sized company. Particularly important will be proven success growing existing accounts, establishing new accounts, and selling to ultimate purchasing decision makers whether that be at C-level or some lower level in the organization that has the autonomy to make purchasing decisions. 

Essential Duties and Responsibilities include the following: 

• Grows JSI sales in the Grocery vertical
• Grows Sales in other Food Retail verticals, including Restaurant, QSR, etc.
• Develops and drives strategy and delivers results with concise communication
• Makes recommendations to the JSI departments
• Through data analysis, making solid decisions on strategy & negotiation
• Effectively communicates across the JSI business
• We expect the person will travel between 20-40% 

Skill Set

• Ability to build relationships with customers
• Management of sales processes, building a pipeline and reliable forecasting
• Results focused
• Excellent communication and selling skills. 
• Highly resourceful and able to prioritize while ensuring all responsibilities are met
• Excellent organization and planning skills 
• Maintains a professional presence
• Outgoing personality, friendly, and engaging with strong interpersonal skills
• Strategically plan in advance and establish contingencies.
• Bilingual (English/Spanish) is beneficial

Profile

• Persistent and resilient 
• Open, honest and genuine
• Passionate and committed
• High level of personal accountability 

Qualifications 

 Education and Experience

• Four-year college degree is preferred but not necessary
• 5+ years of experience