National Account Manager - Specialty & Department Stores

About the role

The National Account Manager is a key member of the sales team, responsible for managing Jazwares' Department Store, Mid-Tier, and Specialty retail accounts. The role aims to drive profitable growth across accounts in line with company objectives. You will collaborate with the wider Jazwares team, including Operations & Logistics, Business Intelligence, Finance, Brand, and Marketing. The position offers the freedom to create your own impact within accounts, own relationships, and manage end-to-end processes in a supportive and collaborative atmosphere.

Responsibilities

• Serve as the primary point of contact for named accounts with end-to-end ownership of forecasting, execution, and performance.
• Collaborate with retailers to increase revenue and profitability by understanding each customer’s business strategy and tailoring ranging and promotional suggestions to maximize placement of new and existing brands.
• Lead annual terms negotiations with customers to ensure sustainable business growth.
• Work with planning and procurement teams to ensure volumes align with agreed forecasts and timescales.
• Manage day-to-day operations with designated contacts to ensure consistent stock supply into retail.
• Oversee people management responsibilities, including identifying and fostering individual team member growth plans, and providing training, tools, direction, and motivation.
• Assist in projects to drive efficiencies and profitability across the team.
• Attend industry events.
• Achieve sales forecast, distribution, pricing, promotion, and shelving objectives within assigned segments.
• Communicate customer needs across the organization and lead, organize, and facilitate internal and external teams to meet those needs.
• Develop customer business plans considering long-term goals, strategies, and results, including profit and volume implications for both Jazwares and customers.
• Create conceptual presentations using internal and external resources.
• Negotiate business plans at customer planning sessions to achieve short- and long-term volume and profit goals while adhering to Jazwares policies.
• Collaborate with the Supply-Demand Planning Team to ensure accurate forecast implementation and execution.
• Manage and deliver P&L statements.
• Work strategically with cross-functional teams to build sustainable commercial plans.
• Strengthen customer relationships and deliver sustainable growth.
• Perform other duties as assigned.

Requirements

• Bachelor’s degree in business, finance, economics, or a related field (preferred).
• 5+ years of sales experience with consumer goods, customer service, and/or managing relationships with major retailers.
• 2+ years of leadership experience.
• Proven track record of meeting or exceeding sales quotas.
• Experience with direct buyer and vendor manager relationships.
• Strong verbal and written communication skills.
• Ability to thrive in a fast-paced environment.
• Strong interpersonal skills with the ability to develop productive and professional relationships.
• Proficiency in Microsoft Office, with advanced Excel and G-Suite skills.
• Ability to work cross-functionally, collaboratively, and reciprocally with multiple departments.
• Self-motivated and a self-starter.
• Able to multitask, organize, prioritize, and manage time efficiently.
• Adaptability to shifting priorities and managing multiple tasks simultaneously.
• Excellent attention to detail and analytical skills.
• Ability to interact professionally with diverse individuals at all organizational levels.
• Collaborative and growth-oriented mindset.
• Effective problem-solving and critical-thinking skills; proactive in resolving issues.
• Strong customer service skills.
• Excellent presentation skills with the ability to influence decision-makers.
• Proficiency with customer success and CRM software (e.g., Gainsight, Salesforce).
• Strong negotiation and project management skills.

Nice to Have

• Experience within the toy, entertainment, or licensed goods industry.
• Experience in sales, brand, or product development within consumer products.

Benefits

• Base salary varies based on experience, role tenure, performance, industry, and location.
• Eligibility for annual performance incentives.
• 100% company-paid basic medical insurance for employees and their children.
• Employee basic life and AD&D insurance.
• 401(K) retirement program with Jazwares matching up to 4% of pretax or post-tax deferrals.
• Short- and long-term disability coverage.
• Tuition reimbursement.
• Flexible work schedule: Monday through Thursday on-site, optional work-from-home Fridays, up to 20 fully remote workdays per year.
• Paid time off for vacation and sick leave.
• Opportunity to volunteer up to 16 hours per year for community service projects through Jazwares Cares.

About Jazwares

Jazwares, a Berkshire Hathaway company, is a leading global toy manufacturer with a robust portfolio of owned and licensed brands. Founded in 1997, Jazwares celebrates imaginative play with a progressive focus on identifying new and relevant trends to transform into high-quality products for consumers of all ages. Jazwares engages consumers through innovative play experiences with popular brands such as Squishmallows™, Pokémon™, Hello Kitty™, Star Wars™, Five Nights at Freddy’s™, Disney™, BumBumz™, and BLDR™. In addition to toys, offerings include costumes, games, and pillows. Headquartered in Plantation, Florida, Jazwares has offices worldwide and sells its products in over 100 countries.