Title: National Account Manager – Retail Expansion

Reports To: Chief Revenue Officer

Location: Remote/Field-Based

FLSA Status: Exempt

Date: November 2025

Position Summary

The National Account Manager – Retail Expansion is a newly created, high-impact role responsible for driving revenue growth by expanding the company’s presence across national, regional, and independent retail channels. This role will lead efforts to build distribution through wholesale distributors, co-ops, buying groups, and regional hardware chains while developing strong, strategic relationships with key decision-makers, buyers, and store leadership.

The ideal candidate brings deep experience—and ideally an established network—within the hardware, home improvement, building materials, or related retail sectors. This individual will play a key role in identifying new retail opportunities, enhancing merchandising and brand representation, and shaping the processes, standards, and strategy that will define the company’s retail expansion function.

Success in this role requires an entrepreneurial mindset, a hands-on approach, and the ability to build a new business segment from the ground up.

Essential Duties and Responsibilities

Retail Expansion & Business Development

• Drive retail growth by identifying, pursuing, and securing new partnerships across wholesale distributors, co-ops, buying groups, and regional hardware chains.
• Develop and execute a comprehensive channel expansion strategy aimed at increasing market penetration and enhancing product availability.
• Build and maintain a strong pipeline of new business opportunities, including emerging retail accounts and underdeveloped distribution networks.

Account Management & Relationship Building

• Cultivate and manage high-value relationships with senior-level buyers, merchandising teams, and distributor leadership.
• Act as the primary point of contact for all new retail accounts, overseeing seamless onboarding, category setup, and program alignment.
• Lead negotiations on pricing, terms, promotional programs, and merchandising strategies tailored to each channel and customer segment.

Market & Channel Strategy

• Analyze industry trends, competitive landscapes, and customer insights to uncover growth opportunities and inform strategic decision-making.
• Partner cross-functionally with Marketing, Operations, Product, and Supply Chain teams to create channel-specific programs and ensure retail readiness.
• Develop and manage annual business plans for new accounts, including sales forecasting, promotional planning, and key performance tracking.

Entrepreneurial Leadership

• Build and scale the retail expansion function from the ground up, establishing processes, KPIs, and best practices as the business grows.
• Take a hands-on, solutions-oriented approach to execution, fostering continuous improvement across all facets of the retail channel.
• Champion the needs of the retail channel internally, driving alignment across departments to support long-term success and sustainability.

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Qualifications

• 5 years of experience in national accounts, retail sales, or channel development within hardware, home improvement, building materials, industrial supply, or related industries.
• Established relationships and proven credibility within regional hardware chains, wholesale distributors, and co-op or buying-group networks (e.g., Do it Best, Home Depot, Loews, Orgill, House-Hasson, ACE, etc.).
• Excellent communication, presentation, and relationship-building skills across all organizational levels.
• Proven ability to work independently, manage multiple accounts or territories, and prioritize in a fast-paced environment.
• Strong entrepreneurial mindset with the ability to lead and refine processes within an evolving role.
• Willingness and ability to travel regularly as business needs require.

Core Competencies

• Retail Relationship Management
• Sales & Merchandising Execution
• Market Awareness & Insight Generation
• Cross-Functional Collaboration
• Process Development & Continuous Improvement
• Results Orientation

Remote Based Requirements

This role is primarily field based, requiring regular travel to retail locations, partner offices, and industry events. A flexible schedule, including occasional early mornings or weekends for merchandising resets or promotional activities, may be required. The Retail Channel Development Manager must be able to work across various regions and collaborate effectively with internal teams and external partners.