National Account Manager - Soft Surface

Job Title

National Account Manager - The Home Depot, Soft Surface

Position Overview

Shaw Industries Group, Inc. is a leader in flooring and other surface solutions designed for residential housing, commercial spaces and outdoor environments. Leveraging strengths in design, innovation and operational excellence, the company takes a people-centered, customer-focused, and growth-minded approach to meet diverse market needs. It creates differentiated customer experiences through its expansive portfolio of brands: Anderson Tuftex, COREtec, Shaw Floors, Patcraft, Philadelphia Commercial, Shaw Contract, Shaw Sports Turf, Shawgrass, Southwest Greens, Watershed Geo and more. Headquartered in Dalton, Georgia, Shaw is a wholly owned subsidiary of Berkshire Hathaway, Inc. with more than $5 billion in annual sales and approximately 18,000 associates worldwide. 

The National Account Manager is responsible for the strategic growth, account development, and end-to-end management of Shaw's Soft Surface business with The Home Depot, with primary responsibility for Carpet and Turf. This role serves as the commercial lead for the soft surface portfolio, translating consumer, competitive, merchant, and financial insights into assortment strategies that improve category productivity and grow market share. The position leads senior-level customer engagement, Product Line Reviews, new product and program launches, forecasting and budgeting, and cross-functional execution across product, marketing, operations, supply chain, finance, compliance and legal. The National Account Manager is accountable for strengthening Shaw's position as a strategic supplier of choice while ensuring programs are commercially sound, operationally executable, and supported from corporate strategy through store and digital execution. This role will work in a hybrid way approximately three days a week in our Dalton office.

Primary Responsibilities

• Own the national account strategy and commercial performance for The Home Depot Soft Surface portfolio, including Carpet and Turf, across stores, digital, Special Order, and applicable Pro channels.
• Build and maintain trusted relationships with The Home Depot merchants, product development, merchandising, marketing, operations, finance, and other key decisionmakers to align priorities and accelerate growth.
• Lead executive-level sales calls, strategic business reviews, and Product Line Review presentations that clearly connect customer needs, category opportunities, financial impact, and recommended actions.
• Analyze sales, margin, market, regional, competitive, consumer, and assortment performance to identify whitespace, productivity opportunities, portfolio gaps, and risks within Carpet and Turf.
• Develop and execute multi-year category and assortment strategies, including product architecture, price ladders, brand positioning, innovation pipelines, SKU rationalization, and channel-specific opportunities.
• Partner with Shaw product, R&D, design, sourcing, and marketing teams to develop differentiated Soft Surface solutions that address The Home Depot's strategic priorities and consumer needs.
• Lead annual forecasts, budgets, demand assumptions, promotional plans, and financial business cases; monitor performance and adjust plans based on business results, inventory, and market conditions.
• Own the commercial planning and cross-functional execution of resets, launches, transitions, and exits, including samples, displays, inventory, training, marketing content, store communications, digital readiness, and milestone management.
• Manage program economics and customer agreements, including pricing, margin, rebates, marketing investments, promotional funding, and other account-specific financial considerations in partnership with finance and leadership.
• Coordinate with operations, supply chain, customer service, quality, claims, credit, and inventory teams to resolve issues quickly, protect the customer experience, and minimize business disruption.
• Partner with field sales and training teams to improve store-level product knowledge, selling confidence, execution, and feedback loops for Carpet and Turf programs.
• Monitor competitive activity, market trends, installation dynamics, and emerging consumer preferences to proactively shape recommendations and strengthen Shaw's value proposition.
• Establish clear performance scorecards, priorities, and follow-up rhythms; communicate business health, opportunities, risks, and required decisions to internal and customer leadership.
• Provide direction to account support resources and cross-functional workstreams, ensuring ownership, timing, and deliverables remain aligned to account commitments.
• Plan travel and customer engagement to support strategic meetings, store walks, market visits, line reviews, launch readiness, and business growth objectives.
• Demonstrate a strong understanding of Shaw's internal and external processes and lead effectively through a highly matrixed, cross-functional environment.

Key Measures of Success

• Sales and market share growth across Carpet and Turf programs.
• Gross margin, program profitability, and return on customer investments.
• Assortment productivity, innovation adoption, and performance of new product launches.
• Forecast accuracy, inventory health, service levels, and on-time reset or launch execution.
• Growth of strategic relationships and Shaw's standing as a differentiated, trusted partner to The Home Depot.
• Consistent communication, issue resolution, and cross-functional accountability.

Position Requirements

• Four-year degree in business, marketing, finance, supply chain, or a related field; equivalent relevant experience may be considered.
• A minimum of 5 years of sales, national account, category management, product management, or flooring industry experience.
• Demonstrated experience developing and presenting strategic sales solutions to senior business leaders and decision-makers.
• Ability to translate complex sales, financial, assortment, and market data into clear recommendations and executable plans.
• Experience building forecasts, budgets, business cases, and account plans with measurable financial outcomes.
• Strong leadership and influence skills, with the ability to align cross-functional teams without direct authority.
• Demonstrated ability to build strong customer and vendor relationships and navigate complex account dynamics.
• Excellent oral, written, presentation, negotiation, and executive communication skills.
• Ability to manage multiple high-priority initiatives, make sound decisions, and maintain attention to detail in a fast-paced environment.
• Overnight travel required, up to 25%.

Preferred Skills and Experience

• Direct national account or Home Center experience, preferably supporting The Home Depot.
• Soft Surface flooring experience, with working knowledge of residential Carpet, Turf, samples and displays, installation considerations, and retail merchandising.
• Experience leading Product Line Reviews, assortment resets, product launches, and lifecycle management for a national retailer.
• Knowledge of retail financial drivers, including sales, margin, inventory, turns, promotional investment, rebates, and category productivity.
• Experience integrating store, digital, and Pro strategies into a unified account growth plan.
• Advanced proficiency with Microsoft Excel and PowerPoint; experience with business intelligence and customer reporting tools is beneficial.

Competencies

• Demonstrate Customer Orientation
• Build Trusting Relationships
• Create Strategic Plan
• Drive Results
• Demonstrate Strategic Influence

Shaw benefits include: 

• Medical, dental, and vision insurance 
• Life insurance and disability coverage 
• Tuition reimbursement 
• Employee assistance program 
• Health savings account 
• Paid Time Off 
• Parental Leave 
• 401K and Retirement Plans 
• Product discounts for employees

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Work Shift

8 Hr non-rotating shift, Hrs fall to in punch day, Observed Calendar, shift starts AM