National Account Manager

Job Description

The National Account Manager is responsible for delivering profitable growth across assigned national accounts in any of the following channels: industrial, construction, automotive aftermarket or major retail. This role owns customer strategy, relationship development, annual account planning, sales execution, forecasting, and account-level financial performance.

Working cross-functionally with Marketing, Product Management, Supply Chain, Finance, and third-party sales representatives, the National Account Manager will expand product placement, improve customer performance, and identify new growth opportunities. The role owns the full sales cycle, from opportunity identification and customer strategy through negotiation, execution, forecasting, and performance review.

This is a high-impact opportunity for a commercially driven sales leader who can strengthen strategic customer partnerships, translate market insights into action, and consistently deliver revenue and profit objectives in a dynamic, fast-paced environment.

Primary Responsibilities

Depending on the assigned account portfolio, this position may be responsible for one or more of the following channels: industrial, construction, automotive aftermarket, or major retail.

Profitable sales growth, gross-margin performance, forecast accuracy, customer retention, product placement, promotional effectiveness, and in-stock execution.

• Develop and execute annual strategic account plans and joint business plans for assigned customers, aligning revenue, margin, assortment, promotional, inventory, and market-share objectives with company priorities.
• Own the full sales cycle for assigned accounts, including opportunity development, customer strategy, presentations, negotiation, execution, forecasting, and performance review.
• Lead customer negotiations for pricing, terms, promotions, programs, and account agreements, partnering with Finance and leadership to protect profitability and build sustainable relationships.
• Lead line reviews, quarterly and annual business reviews, partnership meetings, market walks, product walks, and executive customer presentations; convert insights and results into clear actions and commitments.
• Partner with Marketing and Product Management to develop customer-specific product assortments, commercialization plans, sales programs, and go-to-market strategies.
• Develop accurate rolling forecasts for revenue, units, promotions, new-product launches, and customer demand. Partner with Supply Chain and customers to improve inventory availability, in-stock performance, order flow, and working-capital efficiency.
• Own the financial performance of assigned accounts, including sales, gross margin, trade spend, promotional investment, deductions, and account expenses. Use account-level P&L analysis to identify risks and improve profitability.
• Analyze customer, market, competitor, pricing, and category trends to identify growth opportunities and recommend actions related to assortment, placement, pricing, and promotional strategy.
• Direct and support third-party sales representative agencies by establishing objectives, providing tools and guidance, reviewing performance, and ensuring consistent execution of account priorities.
• Maintain accurate customer activity, opportunity, forecast, and pipeline information in company systems; communicate risks, decisions, and next steps to internal stakeholders.
• Travel approximately 35–50% to customer meetings, company locations, industry events, trade shows, and market visits. Some evening and weekend commitments may be required.

Qualifications

Competencies

• Strategic account leadership with the ability to build customer specific plans and align internal resources around execution.
• Strong commercial judgment, negotiation capability, and account-level financial acumen.
• Demonstrated analytical, statistical, and problem-solving skills, with the ability to convert complex data into clear recommendations.
• Executive level written, verbal, presentation, and relationship management skills.
• Proven ability to influence customers and cross functional partners without relying solely on direct authority.
• Strong planning, prioritization, and follow through in a fast-paced, multi-account environment.
• Advanced proficiency in Excel and PowerPoint, including analysis of sales, margin, inventory, and customer performance data and development of executive ready recommendations.
• Experience with CRM, ERP, demand planning, business intelligence, and retailer reporting platforms is preferred.
• A strong commitment to customer satisfaction, ethical business practices, and high-quality results.

Education/Experience

• Bachelor’s degree in Business, Marketing, Finance, or a related field is preferred; an equivalent combination of education and relevant experience will be considered.
• Five to ten years of progressive sales or national account management experience, including responsibility for large retail, home center, industrial, or distribution customers.
• Demonstrated success managing complex customer relationships, negotiating commercial agreements, developing account plans, and delivering profitable growth.
• Experience with line reviews, joint business planning, retailer portals, promotional planning, assortment management, and customer scorecards is strongly preferred.
• Experience in durable goods, power equipment, automotive aftermarket, industrial products, or a related category is preferred.

Additional Information

All your information will be kept confidential according to EEO guidelines.