Key Accounts Manager

What You'll Do

• Own the accounts. Drive the growth. Win at retail.
• Pelican is seeking a high-performing Sales Accounts Manager to lead revenue growth and margin performance across key retail partners in the Sporting Goods, Mass, and Regional segments.
• You’ll work directly with buyers and category leaders at major multi-location retailers while partnering internally across Sales, Marketing, and Product to deliver best-in-class programs, assortments, and execution.
• Own revenue and gross margin performance across a portfolio of national retail accounts
• Build and manage strong relationships with buyers, category managers, and merchandising leaders
• Lead product sell-in, category reviews, and customer presentations
• Develop and execute account strategies, merchandising plans, and promotional programs
• Drive go-to-market strategy for your segment, including assortment, pricing, and seasonal planning
• Partner with brokers and internal teams to execute sales strategies and hit performance targets
• Identify and prioritize high-growth accounts and new business opportunities
• Translate customer needs into product, merchandising, and program solutions
• Collaborate cross-functionally to ensure flawless execution of retail programs and deadlines
• Provide accurate forecasting and demand planning insights, including seasonal bookings
• Represent Pelican at trade shows and customer events (e.g., SHOT Show, NBS, Sports Inc.)
• Use Salesforce (SFDC) to track pipeline, activity, and account performance
• Maintain high customer satisfaction and represent the Pelican brand with professionalism and integrity
• Perform additional duties as assigned

What We’re Looking For

• Minimum of 7-10 years of experience in National Account Management, specifically within the Sporting Goods or Big-Box Retail channel.
• Expert-level experience with Salesforce (SFDC) or similar CRM platforms for account management and forecasting.
• Experience managing a portfolio of products and multiple customers at one time.
• Demonstrated performance in developing account plans across product, merchandising, and sales and marketing programs that resulted in significant growth for the customer.
• Comprehensive understanding of the financial drivers of the business as well as the customer-facing and operational drivers. Makes good tradeoffs to meet customer needs, while satisfying the financial and operational objectives of the company.
• Comprehensive understanding of how large retailers operate, including strategies and tactics they use, how vendors must interact with them, as well as approaches manufacturers may use to grow in revenue.
• Capability to both a) open new accounts and build business from the ground up and b) manage existing relationships and develop growth plans in mature categories.
• Exceptional communication skills, oral and written, with strong project leadership and organization capabilities needed to manage numerous priorities.
• Highly developed analytical skills, including the ability to visualize, articulate, and present problems of varying complexity in ways that enable decision-making.
• Exceptional communication skills, oral and written, with strong project leadership and organization capabilities needed to manage numerous priorities.
• Ability to interact effectively and cooperatively with employees at all levels, as well as build a “trusted advisor” relationship with internal senior stakeholders.
• Solid experience with SAP, Power BI and proficiency with advanced features of Excel, PowerPoint, Word and Access.