Richmond, VA, USA+1 moreMore locations: Baltimore, MD, USA
RemoteFully remote with up to 50% travel.
About the job
Requirements
A high school diploma or equivalent is required.
Proven success managing, retaining, and growing large strategic or enterprise-level customer accounts is required.
Ability to build trusted relationships with executive stakeholders and influence cross-functional decision makers across Operations, Safety, Procurement, Human Resources, Finance, Labor Leadership, and Executive teams is required.
Strong consultative selling and strategic account management skills are required, including identifying customer needs, developing account growth strategies, and driving revenue, product adoption, profitability, and long-term customer value.
Strong business and financial acumen is required, including experience with pricing strategy, contract renewals, commercial negotiations, gross margin, product mix, and profitability analysis.
Ability to evaluate customer performance, purchasing trends, and business opportunities and develop actionable growth recommendations is required.
Communication, presentation, and executive business review skills are required for customer meetings, industry events, and tradeshows.
Strong organizational, planning, and project management skills are required to manage multiple complex accounts, forecasts, account plans, CRM data, and priorities.
Ability to collaborate across Sales, Client Services, Operations, Marketing, Merchandising, Finance, and Distribution is required.
Ability to resolve customer issues, navigate complex situations, and maintain customer satisfaction and retention is required.
Ability to develop expertise in the company's products, managed apparel programs, industry regulations, and market trends is required.
Proficiency with Microsoft Office, artificial intelligence productivity tools, and customer relationship management platforms is required.
A valid driver's license and willingness to travel regularly for customer meetings, business reviews, implementations, tradeshows, and company events are required.
Responsibilities
Own the long-term growth, retention, and strategic direction of an assigned portfolio of large strategic customer relationships.
Develop and execute comprehensive account strategies that strengthen customer partnerships and drive sustainable, profitable growth.
Conduct organizational account mapping using the Strategic Selling Process and 9-Box Account Evaluation Framework to identify executive sponsors, stakeholders, decision makers, organizational changes, and growth opportunities.
Expand share of wallet by increasing product penetration, optimizing managed apparel programs, identifying allowance growth opportunities, and expanding into additional divisions, facilities, and business units.
Serve as a trusted strategic advisor to executive customer stakeholders.
Lead executive business reviews that communicate program value, align on business priorities, and identify continued growth opportunities.
Anticipate evolving customer needs and develop strategies that strengthen customer loyalty and reduce competitive risk.
Provide market insights and strategic feedback that influence business decisions, customer experience, and product innovation.
Own the customer relationship throughout the full account lifecycle and partner with internal teams on implementation, issue resolution, customer satisfaction, and long-term program success.
Collaborate with Client Services, Operations, Finance, and Distribution to address customer concerns, including payment issues, account performance, and service challenges.
Achieve annual objectives for customer retention, revenue expansion, gross margin, and product mix optimization.
Analyze purchasing behavior, program performance, and business trends to improve customer value and profitability.
Lead contract renewals, pricing strategy, and commercial negotiations.
Identify and mitigate risks affecting customer retention, satisfaction, or future growth.
Maintain advanced knowledge of the company's products, managed apparel programs, services, and strategic growth categories.
Demonstrate product and service features, benefits, technical advantages, and value propositions tailored to customer objectives.
Maintain knowledge of industry trends, regulatory requirements, competitive offerings, fabrics, manufacturers, and emerging technologies.
Use product expertise to improve customer outcomes, program adoption, and profitability.
Maintain strategic account plans, growth initiatives, forecasts, opportunity pipelines, and stakeholder maps in Salesforce.
Lead complex expansion initiatives by coordinating cross-functional resources.
Monitor account performance against strategic objectives and adjust growth plans.
Support corporate and sales initiatives that strengthen customer partnerships and advance strategic objectives.
Participate in industry tradeshows, customer events, and company-sponsored events as requested.
Represent the company by presenting its products, services, managed apparel programs, and strategic value proposition.
Follow up on leads from tradeshows, referrals, internal assignments, and corporate initiatives; document them in Salesforce and advance them through established sales processes.
Desired Qualifications
A bachelor's degree is preferred.
Salesforce experience is preferred.
Overview
The Tyndale Company is seeking a strategic, relationship-driven National Account Executive (NAE) to join our high-performing sales organization. In this role, you'll serve as a trusted advisor to some of Tyndale's largest and most strategic customers, leading long-term partnerships that drive mutual growth, customer success, and revenue expansion. You'll develop and execute account strategies that deepen customer relationships, expand enterprise-wide opportunities, increase product adoption, and position Tyndale as an indispensable partner. Working cross-functionally with sales, operations, customer success, and product teams, you'll deliver tailored managed apparel solutions, exceptional customer experiences, and measurable business results. If you excel at consultative selling, executive-level relationship management, and building lasting customer partnerships, this is an opportunity to make a significant impact while growing with an industry leader.
HYBRID/REMOTE: Tyndale supports a strong work-life balance. This position is fully remote with up to 50% travel.
About Tyndale
The Tyndale Company is a privately held, consecutive Top Workplace winner recognized in both the Greater Philadelphia and Houston markets, and an industry-leading national supplier of arc-rated flame-resistant clothing (FRC) to the energy sector, including utilities, oil and gas, transportation, chemical manufacturing, and NFPA 70E markets. We’re a family-owned business providing a retail-style apparel experience to hundreds of thousands of energy workers across the US and Canada. We’re the leading distributor of innovative FRC solutions, and the largest industrial supplier of Carhartt FR, Ariat FR, and Wrangler FR clothing.
Responsibilities
Strategic Account Leadership
Own the long-term growth, retention, and strategic direction of an assigned portfolio of Tyndale's largest and most strategic customer relationships.
Develop and execute comprehensive account strategies that strengthen customer partnerships and drive sustainable, profitable growth.
Conduct organizational account mapping utilizing the Strategic Selling Process (SSP) and 9-Box Account Evaluation Framework to identify executive sponsors, key stakeholders, decision makers, organizational changes, and untapped growth opportunities across customer organizations.
Expand Tyndale's share of wallet by increasing product penetration, optimizing managed apparel programs, identifying allowance growth opportunities, and expanding into additional divisions, facilities, and business units.
Customer Leadership
Serve as the trusted strategic advisor to executive customer stakeholders, building relationships that reinforce Tyndale's position as a long-term partner.
Lead executive Business Reviews that communicate program value, align on business priorities, and identify opportunities for continued growth.
Anticipate evolving customer needs and develop proactive strategies that strengthen customer loyalty and reduce competitive risk.
Champion the voice of the customer by providing market insights and strategic feedback that influence business decisions, customer experience, and product innovation.
Maintain ownership of the customer relationship throughout the full account lifecycle, partnering with internal teams to ensure successful implementation, issue resolution, customer satisfaction, and long-term program success.
Collaborate with internal stakeholders, including Client Services, Operations, Finance, and Distribution, to proactively address customer concerns, including payment issues, account performance, and service-related challenges that may impact the customer relationship.
Business Growth & Profitability
Deliver profitable growth by achieving annual objectives for customer retention, revenue expansion, Gross Margin, and product mix optimization.
Analyze purchasing behavior, program performance, and business trends to identify opportunities that improve customer value while increasing profitability.
Lead contract renewals, pricing strategy, and commercial negotiations that support long-term customer success and Tyndale's financial objectives.
Identify and mitigate risks that could impact customer retention, customer satisfaction, or future growth.
Product, Industry & Market Expertise
Develop and maintain an advanced knowledge of Tyndale's complete portfolio of products, managed apparel programs, services, and strategic growth categories.
Demonstrate the features, benefits, technical advantages, and value proposition of all Tyndale products and services, tailoring recommendations to each customer's operational, safety, and business objectives.
Maintain current knowledge of industry trends, regulatory requirements, competitive offerings, fabrics, manufacturers, and emerging technologies that impact customer programs.
Leverage product expertise to identify opportunities that improve customer outcomes while increasing program adoption and profitability.
Strategic Execution
Develop and maintain strategic account plans, growth initiatives, forecasts, opportunity pipelines, and stakeholder maps within Salesforce.
Lead complex expansion initiatives by coordinating cross-functional resources to ensure successful execution.
Monitor account performance against strategic objectives and adjust growth plans to capitalize on new opportunities and changing customer priorities.
Support corporate and sales initiatives that strengthen customer partnerships and advance Tyndale's strategic objectives.
Participate in industry tradeshows, customer events, and company-sponsored events as requested. Effectively represent Tyndale by presenting the company's products, services, managed apparel programs, and strategic value proposition to customers and industry professionals.
Ensure all leads generated through tradeshows, customer referrals, internal assignments, or corporate initiatives are promptly followed up, documented in Salesforce, and advanced in accordance with established sales processes.
Qualifications
Bachelor's degree preferred; High school diploma or equivalent required.
Proven success managing, retaining, and growing large strategic or enterprise-level customer accounts.
Demonstrated ability to build trusted relationships with executive stakeholders and influence cross-functional decision makers across Operations, Safety, Procurement, Human Resources, Finance, Labor Leadership, and Executive teams.
Strong consultative selling and strategic account management skills, with the ability to identify customer needs, develop account growth strategies, and drive revenue, product adoption, profitability, and long-term customer value.
Strong business and financial acumen, including experience with pricing strategy, contract renewals, commercial negotiations, gross margin, product mix, and profitability analysis.
Analytical mindset with the ability to evaluate customer performance, purchasing trends, and business opportunities to develop actionable growth recommendations.
Excellent communication, presentation, and executive business review skills, with the ability to represent the company in customer meetings, industry events, and tradeshows.
Strong organizational, planning, and project management skills with the ability to manage multiple complex accounts, forecasts, account plans, CRM data, and priorities with a high level of accountability.
Proven ability to collaborate effectively across Sales, Client Services, Operations, Marketing, Merchandising, Finance, and Distribution to deliver an exceptional customer experience.
Demonstrated ability to resolve customer issues, navigate complex situations, and maintain high levels of customer satisfaction and retention.
Ability to quickly develop expertise in Tyndale's products, managed apparel programs, applicable industry regulations, and market trends.
Proficiency with Microsoft Office, AI productivity tools (such as ChatGPT), and CRM platforms; Salesforce experience preferred.
Valid driver's license and willingness to travel regularly for customer meetings, business reviews, implementations, tradeshows, and company events.
Benefits
Health & Wellness: Comprehensive medical, dental, and vision insurance with competitive premiums. Paid parental leave. Mental health support through an EAP and partial reimbursement on copays, fertility support, and robust wellness programs with annual reimbursements.
Work-Life Balance: Many positions with Tyndale offer hybrid onsite + remote work schedules, generous PTO, paid holidays + a floating holiday, and more.
Financial Compensation: Competitive salary, 401(k) with matching, and bonus opportunities.
Career Growth & Development: Training/certification/tuition reimbursement programs and demonstrated paths for knowledge share and internal promotion opportunity.
Culture & Perks: Family-owned values, award winning culture, team-engagement events, casual dress code, company-sponsored charitable events and activities, and an inclusive workplace that values collaboration and integrity.
Qualified candidates are encouraged to apply on our website, www.tyndaleusa.com/careers.