National Account Director

Key Responsibilities

• Manage a portfolio of strategic national retail accounts.
  • Develop and execute strategic account plans to meet annual sales and margin goals.
  • Serve as the primary point of contact for assigned accounts, ensuring high levels of satisfaction and communication.
  • Apply B2B consumer goods industry knowledge to tailor account strategies to the specific dynamics of the retail and wholesale landscape.
• Lead annual line reviews, promotional planning, and seasonal assortment strategies.
  • Monitor and report on sales performance, forecasts, and inventory levels, adjusting strategies as needed.
  • Partner with the demand planning and operations teams to ensure timely fulfillment and replenishment.
• Lead contract negotiations, pricing discussions, and program terms in partnership with finance and leadership.
  • Identify and pursue growth opportunities within existing accounts and explore new strategic partnerships.
  • Use industry-specific insights to identify whitespace opportunities for our B2B products within national retail chains.
• Cross-Functional Collaboration
  • Work closely with marketing and product teams to customize programs and deliver compelling sell-in presentations.
  • Cook with customer service, logistics, and EDI teams to ensure operational excellence.
  • Support trade show and buyer meeting participation as needed.
  • Provide coaching and mentorship for junior account managers.
• Reporting & Analysis
  • Provide account performance insights through sales data, margin analysis, and competitive benchmarking.
  • Maintain account scorecards and provide internal recaps and post-mortem reporting on key campaigns and launches.

Requirements

• Bachelor’s degree in Business, Marketing, or related field.
• 5+ years of national account management experience specifically within the B2B consumer goods, apparel, or wholesale retail sector.
• Proven success managing large accounts and driving revenue growth.
• Strong analytical skills with experience in sales forecasting, POS analysis, and inventory planning.
• Excellent communication and negotiation skills.
• Proficient in Excel, PowerPoint, and CRM/ERP tools (e.g., Apparel Magic, ZoHo).
• Ability to travel 20–30% as needed for buyer meetings and market events.

Key Competencies

• Strategic thinking with a growth mindset.
• Relationship-building and stakeholder management.
• Results-oriented and self-motivated.
• Adaptability and comfort in a fast-paced, entrepreneurial environment.
• Strong organizational and time management skills.
• B2B retail skills, such as co-op marketing, margin support, Retailer compliance.