What are the responsibilities and job description for the National Account Manager position at Build-A-Bear Workshop?
The National Account Manager owns a portfolio of national and regional retail accounts, serving as the primary business partner between Build-A-Bear and the buyers, planners, and executives who bring our brand to their shelves and customers. This role thinks like a merchant - understanding your accounts' strategies, consumers, and competitive pressures and creates joint business plans that create mutual value. The National Account Manager will impact the brand as we expand our wholesale footprint.
Responsibilities:
- Own day-to-day and strategic relationships with a portfolio of wholesale retail accounts, including national mass, specialty, and mid-tier retailers
- Build and execute joint business plans that deliver revenue growth while protecting brand positioning and assortment integrity
- Lead seasonal line reviews, forecasting conversations, and executive business reviews with buyer and merchant leadership
- Identify growth opportunities through new doors, expanded assortment, or promotional programming - with an eye toward the right fit, not just volume
- Partner internally with merchandising, visual merchandising, marketing, supply chain, and finance to deliver on commitments and resolve issues proactively
- Accurately forecast account-level demand and maintain a clear view of account health and pipeline
- Conduct weekly sell-through analysis by-account, by-style ad by-door; develop and implement immediate action plans to optimize inventory and sales performance
- Additional responsibilities as the wholesale function continues to grow
Required Qualifications:
- Bachelor’s degree
- 5 years of wholesale or national account management experience in consumer products, toys, licensed goods, or a related category
- Proven history managing retail accounts in a variety of channels from mass to independents, while driving wholesale revenue growth
- High proficiency in Microsoft Word, Excel, PowerPoint, and Power BI
- Excellent communication, negotiation, and relationship-building skills
- Exceptional time management skills with a proven ability to balance long-term account growth with immediate operational demands
Behavioral Traits for Success:
- Confident, assertive leader who takes ownership and drives results
- Highly persuasive and socially skilled; influences others to action
- Energized by leading teams, building momentum, and setting direction
- Comfortable making decisions in fast‑paced, dynamic environments
- Motivates and engages others through effective communication and presence
- Results‑focused with a bias toward action and progress
- Adaptable and resilient; thrives in change and ambiguity
- Balances authority with approachability to rally teams toward shared goals
Working Environment:
- Typical office environment with climate control and sufficient lighting, ergonomic desk/chairs
- Corporate Office located St. Louis, MO
- Some travel required
Your Performance Will Be Measured On:
Your performance will be measured by your ability to achieve annual department objectives and corporate goals which include but are not limited to the following:
- Decision-making, judgment, and execution
- Clear and thorough communication, both spoken and written, with internal and external parties
- Timeliness and follow-up
- Problem solving and removing obstacles
- Planning and organization
- Building strong relationships with cross-functional team members and wholesale account contacts
- Tenacity and commitment to tasks
- Internal and external stakeholder feedback