Senior Director, National Accounts

About the role

Responsible for leading large-account growth strategies that accelerate revenue, expand market share, and strengthen strategic customer relationships through trusted partnerships with customers, suppliers, contractors, and industry stakeholders.

Responsibilities

• Develops and executes national account and business development strategies to accelerate profitable revenue growth, expand market share, and strengthen White Cap’s position with strategic customers and priority markets.
• Led sales planning, forecasting, performance management, and strategic business reviews aligned with enterprise growth priorities.
• Leverages customer, market, competitive, and performance insights to identify emerging opportunities, prioritize investments and resources, and translate strategy into measurable commercial outcomes and business results.
• Builds executive-level relationships with customers, suppliers, contractors, and industry partners to drive long-term growth opportunities.
• Strengthens strategic partnerships that support customer retention, supplier alignment, and expanded business opportunities across national and strategic accounts.
• Engages early in the project lifecycle to identify and shape opportunities, understand project requirements, influence product and supplier alignment, and position White Cap as the preferred contracted supply partner.
• Maintains visibility to the data center project pipeline, translating market and project intelligence into coordinated pursuit strategies that increase win rates, expand share of wallet, and accelerate sustainable revenue growth.
• Manages and develops leaders and associates through clear expectations, performance accountability, coaching, and succession planning; promotes collaboration, integrity, transparent communication, dependable execution, and customer focus consistent with White Cap’s TRUSTED values.
• Leads cross-functional alignment across sales, operations, supply chain, pricing, digital, and other enterprise functions to translate commercial strategies into consistent customer execution.
• Establishes clear operating rhythms, performance measures, and accountability to strengthen pipeline conversion, productivity, and profitable growth; drives continuous improvement to remove execution barriers, improve customer experience, and increase sales effectiveness.
• Aligns organizational priorities, performance expectations, incentives, and resources across national accounts, inside sales, and business development teams to deliver enterprise growth objectives.
• Builds and sustains a high-performing, inclusive, and accountable culture that reinforces White Cap’s TRUSTED values; promotes innovative thinking, continuous learning, and adaptability to improve business outcomes; coaches, mentors, and develops leaders and associates to strengthen capability, engagement, performance, and succession readiness.

  Requirements

  Typically requires BS/BA in a related discipline. Generally, 9+ years of experience in a related field, including several years in a management/supervisory capacity.

  Qualifications

  • Bachelor’s degree in Business, Sales, Marketing, or a related field, or an equivalent combination of education and relevant professional experience.
  • 10+ years of progressive commercial leadership experience, including national accounts, strategic sales, business development, and revenue growth management.
  • Proven success driving significant revenue, profitability, market share, and customer growth within complex B2B, construction, or related markets.
  • Demonstrated ability to build and leverage executive-level relationships with customers, suppliers, contractors, and strategic partners to develop and convert growth opportunities.
  • Experience leading large, geographically dispersed organizations through multiple levels of leadership, creating alignment, accountability, and consistent execution across markets.
  • Strong capabilities in strategic planning, business development, financial analysis, executive communication, negotiation, and complex commercial decision-making.
  • Broad knowledge of commercial programs, procurement strategies, eCommerce, rebate solutions, safety and tool programs, and other customer value initiatives that drive share of wallet and long-term growth.
  • Proven ability to provide enterprise-level strategic leadership, exercising independent judgment in customer strategy, resource allocation, market expansion, investment priorities, and cross-functional execution to create sustainable business value.

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