Director of National Accounts

Fluidra’s Director of National Accounts is one of the company’s most consequential commercial leaders and the primary owner of the strategic partnership with PoolCorp, one of the largest and most influential distribution relationships in the North American pool industry. This is a strategic operating role requiring executive presence, financial discipline, and relentless focus on execution.

Responsibilities

• Own the long-term vision for how Fluidra wins, grows, and deepens its partnership with PoolCorp, defining the engagement model, investment priorities, and go-to-market strategy.
• Build and execute a multi-year growth strategy including channel investment priorities, product integration roadmaps, new product launch plans, stocking frameworks, and promotional architecture.
• Set performance targets and own full P&L accountability for the account; translate sell-through data, market trends, and competitive intelligence into strategic recommendations and decisive action plans.
• Own the pipeline strategy for the account including new product integration, private label expansion, competitive dealer conversion, and program development—continuously identifying and closing growth gaps.
• Establish Fluidra as a genuine strategic partner by creating frameworks, data, and joint business planning structures that make Fluidra indispensable to the distributor’s growth agenda.

Executive Relationship & Partnership Architecture

• Own the overall strategic partnership with PoolCorp; define the account engagement model, escalation framework, and senior-level relationship strategy across corporate, distribution center, and field organizations.
• Build and maintain executive-level relationships with C-suite, Regional Vice Presidents, General Managers, and key Business Development leaders.
• Represent Fluidra at customer headquarters, national trade shows, regional events, and branch locations; maintain a highly visible and engaged presence.
• Build multi-level coverage across the distributor organization—from C-suite relationships to regional and counter-level activation.

Commercial Strategy & P&L Ownership

• Own full P&L accountability for the account; lead executive-level quarterly business reviews and deliver data-driven analysis of revenue, fill rates, returns, lead times, and market share trends.
• Negotiate and own master agreements, pricing architecture, rebate structures, and contract frameworks at the executive level.
• Model scenarios across volume, margin, and share growth dynamics to identify genuine growth levers that create mutual value.
• Own account forecasting and business planning; synthesize sell-through data, competitive intelligence, and market trends into P&L projections and strategic recommendations.
• Set the category ambition—define what “winning” looks like within PoolCorp, establish measurable milestones, and hold the organization accountable for achieving category leadership.

Channel Activation & Field Execution

• Build and own the branch activation strategy across hundreds of PoolCorp locations; drive counter days, training programs, and field incentives that convert distributor sell-in into dealer sell-through.
• Partner closely with Regional and Territory Sales leadership to align field resources, marketing programs, and channel investments to accelerate dealer conversion and drive market share at the local level.
• Influence counter sales behavior and inside sales teams through targeted programs, product education, and incentive alignment.
• Ensure Fluidra’s portfolio is competitively positioned, fully catalogued, and activated across all distribution channels including CSL, branches, e-commerce, catalog, and international markets.

Cross-Functional Leadership & Internal Alignment

• Quarterback cross-functional teams across Sales, Marketing, Customer Service, Logistics, Procurement, and Operations; set clear priorities and hold stakeholders accountable.
• Serve as the senior internal champion for the account—aligning resources, resolving competing priorities, and ensuring the organization is organized to win within the distribution ecosystem.
• Establish a high-accountability escalation culture; ensure timely resolution of service, shipping, product quality, and billing issues—and implement systemic fixes to prevent recurrence.
• Drive new product integration rigor: own the multi-year product launch roadmap for the distributor and ensure NPI launches are activated, catalogued, and commercially optimized at launch.

Requirements

• 10+ years of progressive experience in national or strategic account management, channel sales, or distribution-intensive industries; including at least 3+ years in a senior leadership role managing an account or channel relationship at $100M+ scale.
• Demonstrated track record of owning P&L accountability, driving revenue growth and share gains at scale, and leading complex cross-functional initiatives across a matrixed organization.
• Advanced expertise in rebate architecture, pricing strategy, and master agreement negotiation; track record of structuring deals that create mutual growth without margin erosion.
• Executive-level communication, negotiation, and presentation skills; ability to influence senior stakeholders and build alignment across functions without direct authority.
• Strong analytical and financial acumen with demonstrated experience using CRM, ERP, and advanced Excel to build account forecasts, model P&L scenarios, and deliver executive-level insights.
• Willingness and ability to travel nationally 40%.
• Bachelor’s degree in Business, Supply Chain, Marketing, or related field required; MBA or advanced degree preferred.

Preferred Qualifications

• Direct experience managing PoolCorp, Heritage Pool Supply, or a comparably dominant national distribution account (Ferguson, Grainger, HD Supply, Sysco, etc.).
• Deep familiarity with two-step wholesale distribution dynamics; proven ability to drive counter-level sell-through and field activation across large branch networks.
• Experience in pool, spa, HVAC, plumbing, building materials, or adjacent outdoor living categories.
• Demonstrated ability to negotiate from a position of constructive toughness with a dominant channel partner while maintaining long-term strategic partnership trust.

Benefits

• Flexible vacation
• 11 paid holidays
• Full range of health benefits including medical, dental & vision, short & long-term disability
• 401(K) matching (100% of first 3% contributed, 50% of the next 2%)
• Health and wellness programs / gym reimbursement
• Educational assistance up to $7,000 per year
• Company-sponsored events
• Generous product discounts

About Fluidra

Fluidra is a publicly listed company focused on developing innovative products, services, and IoT solutions for the residential, commercial, and wellness pool markets globally. The company operates in over 45 countries, has over 7,000 employees, and owns a portfolio of industry-leading brands including Polaris®, Jandy®, CMP, S.R. Smith, and Zodiac®. Fluidra’s mission is to create the perfect pool and wellness experience responsibly, guided by principles such as passion for success, honesty & trust, customer collaboration, teamwork and inclusion, and excellence and innovation.