National Account Manager

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Title: National Account Manager

Reports to: Sales Leader, UK

Position: Manchester Onsite, Full time

Imagine working at the forefront of innovation in fluid-flow technology, with over 1,400 colleagues across the globe, and contributing to a legacy of excellence that spans eight manufacturing facilities on four continents. Armstrong Fluid Technology is more than just a leader in our industry; we are a community of the brightest and most creative minds, driven by a shared mission to engineer the future and safeguard our planet.

As part of our team, you'll be immersed in an environment that fosters growth, creativity, and collaboration. Here, you'll have the opportunity to push boundaries, tackle exciting challenges, and develop cutting-edge solutions that promote energy efficiency and reduce environmental impact. Every day offers the chance to make a meaningful contribution to a more sustainable future, driving innovations that help lower global carbon footprints. Together, we're creating a legacy that goes beyond business-one that's changing the world for the better.

Strategic Account Manager (SAM) role is responsible for developing, managing, and expanding relationships with designated high-value strategic accounts. This role focuses on long-term partnership development, revenue growth, cross-functional collaboration, and delivering integrated solutions that align with customer business objectives.

As a Strategic Account Manager (SAM), you will be responsible for executing national account strategies within a designated geographic region by engaging with national client teams, identifying national opportunities and working closely key internal stakeholders to drive strong sales performance and a deep adoption of our technology within the account, through value articulation around energy efficiency, carbon abatement and space optimization. This role covers 50% national accounts and 50% OEM.

Key Accountabilities

National Account Planning & Development

• Develop and execute comprehensive multi-year national account plans/OEM aligned with Armstrong's growth objectives and customer business strategies.
• Build and maintain executive-level relationships across engineering, procurement, operations, and C-suite stakeholders to strengthen long-term partnerships.
• Identify enterprise-wide standardization and expansion opportunities across facilities, regions, and business units.
• Lead regular business reviews with customers to demonstrate value delivered, align on future initiatives, and protect incumbent positions.

Revenue Growth & Financial Performance

• Achieve or exceed assigned revenue, margin, and growth targets within designated strategic accounts.
• Drive cross-selling and upselling initiatives across Armstrong's pumps, controls, digital solutions, and lifecycle service offerings.
• Lead commercial negotiations, pricing strategies, and long-term contract agreements to optimize profitability and competitiveness.
• Maintain accurate forecasting, pipeline management, and financial reporting using CRM and internal sales tools.

Solution Selling & Technical Leadership

• Lead consultative sales engagements focused on energy efficiency, system optimization, and decarbonization initiatives.
• Collaborate with engineering and application teams to develop tailored technical and commercial solutions.
• Present total cost of ownership (TCO) and ROI-based value propositions to technical and executive audiences.
• Support customer sustainability and ESG objectives by demonstrating measurable energy and performance improvements.
• Integration with RSEC team for proposal development

Cross-Functional Leadership & Internal Coordination

• Serve as the primary internal point of accountability for all activities related to assigned strategic accounts.
• Coordinate with sales, engineering, operations, marketing, and service teams to ensure seamless project execution.
• Advocate for customer priorities internally to ensure responsiveness and high service levels.
• Facilitate executive engagement between Armstrong leadership and customer stakeholders when required.

Customer Relationship Management & Retention

• Establish and maintain strong, trust-based relationships across multiple levels within customer organizations.
• Proactively monitor customer satisfaction and resolve issues to ensure long-term retention.
• Identify modernization, retrofit, and lifecycle service opportunities within the installed base.
• Protect and grow Armstrong's market share within assigned accounts through proactive engagement and competitive awareness.

Market Intelligence & Strategic Insights

• Monitor industry trends, competitive activity, and emerging technologies within HVAC/OEM and fluid-flow markets.
• Provide actionable market feedback to product management and leadership teams.
• Identify new vertical or geographic growth opportunities within strategic accounts.
• Contribute insights to regional and global sales strategy development.

What We're Looking For

To thrive in this role, you should bring:

Education and Experience

• Bachelor's degree in Mechanical Engineering, Business, or related discipline required or substantial equivalent experience.
• MBA or advanced business/technical degree preferred.
• Substantial experience in B2B technical sales within HVAC/Data Centres, OEM, district energy, pumping systems, fluid handling, building systems, or industrial solutions.
• Demonstrated success managing large enterprise or national accounts.
• Substantial experience in negotiating complex commercial contracts and long-term agreements.
• Proven track record of achieving large financial targets

Technical Skills

• Strong understanding of HVAC/OEM systems, hydronic systems, pumping technologies, and fluid-flow applications.
• Knowledge of energy efficiency principles, system optimization, and lifecycle cost analysis.
• Ability to interpret engineering drawings, system schematics, and technical specifications.
• Proficiency in financial modelling, ROI/TCO analysis, and value-based pricing strategies.
• Experience negotiating complex contracts and long-term supply agreements.
• Competency in CRM systems (e.g., Salesforce) and sales forecasting tools.
• Understanding of sustainability, ESG initiatives, and decarbonization strategies in commercial and industrial environment

Soft Skills

• Strategic thinking with the ability to align customer objectives to long-term business growth.
• Executive presence and confidence engaging senior-level stakeholders.
• Strong consultative selling and influencing skills without direct authority.
• Excellent communication and presentation skills, both technical and commercial.
• High emotional intelligence and relationship-building capability.
• Results-driven mindset with strong accountability and ownership.
• Negotiation and conflict resolution skills in complex, multi-stakeholder environments.
• Collaborative leadership approach with cross-functional teams.
• Adaptability and resilience in long sales-cycle, competitive markets

Why Armstrong Fluid Technology?

By joining us, you'll become part of a global community dedicated to pushing the boundaries of fluid-flow technology while upholding Armstrong's commitment to sustainability. You'll have endless opportunities to learn, grow, and make a significant impact on the world. Together, we'll build tomorrow's solutions today.