Account Manager - Sales

Description

Town & Country Living is seeking an Account Manager to manage and grow key national retail accounts across one or more product categories.

This role serves as an important link between Sales, the customer, and internal cross-functional teams, helping drive the business from product development and costing through Market (industry trade shows), order placement, production, and delivery. The Account Manager will work closely with Sales leadership to execute account strategies, identify business opportunities, maintain accurate and timely account information, and ensure strong follow-through across all stages of the sales process.

This position will take ownership of the day-to-day business, including account analysis, assortment and pricing preparation, customer communication, development tracking, and cross-functional execution. The Account Manager owns day-to-day account execution and buyer communication; Sales leadership owns overall account strategy, negotiations, and final pricing. The ideal candidate is commercially minded, highly organized, analytical, and comfortable taking initiative while working closely with senior Sales leadership on overall account strategy. 

The scope of the role may include ownership across a specific product category or multiple categories/accounts depending on business needs. 

Key Responsibilities 

Account Management & Sales

• Own the day-to-day management and growth of assigned national retail accounts and/or product categories, partnering with Sales leadership on overall strategy.
• Develop a strong understanding of each account’s business, including assortment, pricing architecture, historical performance, competitive landscape, and growth opportunities.
• Support the development and execution of account strategies, seasonal plans, and sales initiatives.
• Build strong working relationships with buying teams and serve as their primary day-to-day contact regarding product development, pricing, samples, orders, production status, and other business needs.
• Identify potential incremental sales opportunities, reorders, available-to-sell (ATS) inventory opportunities, and areas of whitespace within assigned accounts.
• Partner with Sales leadership on customer negotiations, pricing discussions, and business proposals. • Prepare for and participate in customer meetings, Market appointments, line reviews, and business reviews.
• Own meeting recaps, next steps, and cross-functional follow-through to ensure commitments and deadlines are met.
• Manage customer requirements, including retailer portals, EDI, routing guides, and vendor compliance standards, to minimize errors and chargebacks. 

Sales Analysis & Business Planning

• Analyze sales, inventory, historical performance, and trends to help inform sales recommendations.
• Assist in building account plans, forecasts, budgets, and seasonal sales strategies while monitoring performance against those key targets. Identify opportunities and risks.
• Maintain accurate account reporting, sales recaps, ATS reports, pricing files, and other business tools.
• Partner with Sales leadership to develop account-specific recommendations based on performance, buyer feedback, and market trends.
• Support monthly and seasonal business reviews with clear reporting and actionable insights.
• Help improve account processes, reporting, and ways of working as the business evolves. 

Product Development, Merchandising & Costing

• Partner closely with Design, Product Development, Sourcing, Production, and Sales leadership throughout the development process.
• Help build and maintain account-specific line structures and assortments based on customer needs, sales history, and identified opportunities.
• Manage development calendars and key milestones to ensure product, costing, and samples are ready for customer deadlines.
• Work with Sourcing to obtain and maintain accurate costing and partner with Sales leadership to evaluate sell prices and margins.
• Ensure pricing, product specifications, and account information are accurate and aligned across internal systems (NetSuite and PLM/WFX) and working documents.
• Track buyer feedback and ensure comments, changes, approvals, and next steps are communicated clearly.
• Proactively identify development, costing, sample, or timing risks and work cross-functionally to resolve issues before they impact the customer. 

Order & Program Management

• Manage programs from initial customer interest through order placement, production, and delivery in partnership with cross-functional teams.
• Oversee item setup, deal sheets, Top Line Sheets, PLM (WFX) data, customer item agreements, and other required account documentation.
• Track purchase orders and production milestones, communicate material changes or risks to Sales leadership and customers, and help drive resolution.
• Partner with Production, Customer Service and Logistics to help ensure orders remain on track.
• Maintain visibility to Pre-Production and top-of-production (TOP) samples, approvals, and outstanding requirements.

Success Measures

• Account sales growth versus plan
• Development, costing, and sample deadlines met on time
• Order accuracy and on-time delivery
• Fewer chargebacks, errors, and rework
• Strong buyer relationships and feedback from internal partners 

Requirements

• 3–5 years of wholesale, account management, or related sales experience, preferably within home textiles and décor, fashion, consumer products, or another product-driven wholesale environment. 
• Experience working with national retailers, major accounts, or off-price retailers required.
• Demonstrated ability to manage multiple programs, categories, or projects simultaneously in a fast-paced environment.
• Strong commercial instincts and a working knowledge of sales, costing, margin, assortment planning, and account performance.
• Strong analytical skills with the ability to interpret sales and inventory information and translate it into actionable recommendations.
• Excellent written and verbal communication skills with the confidence to communicate directly with customers and senior internal partners.
• Highly organized and detail-oriented with a strong sense of urgency and follow-through.
• Ability to work cross-functionally and drive projects forward without direct authority over all stakeholders.
• Proactive problem solver who identifies risks early and brings forward potential solutions.
• Advanced Excel skills (PivotTables, lookups); experience with NetSuite, WFX, or similar ERP/PLM systems is a plus.
• Comfortable working both independently and closely with leadership in a highly collaborative environment.
• Willingness to travel to Market and customer headquarters as needed.
• Bachelor’s degree or equivalent relevant professional experience.