National Account Manager - Distribution

National Account Manager – Distribution

Department: Sales
FLSA: Exempt
Location: Remote

Travel: 30–50% depending on territory and distribution partner engagement

Position Summary

The National Account Manager – Distribution is responsible for leading, developing, and managing strategic relationships with key distribution partners across the United States. This role drives national sales performance, ensures alignment with distributor programs, and expands market share for the company’s product portfolio. The NAM acts as the primary liaison between the manufacturing organization and distribution networks, ensuring brand consistency, sales growth, and exceptional service levels.

Key Responsibilities

Account Management & Growth

• Lead all aspects of national distribution partner relationships, ensuring revenue growth and profitability.
• Develop and execute strategic account plans for each distribution partner, including annual sales targets, promotional plans, and growth strategies.
• Identify new business opportunities within existing distribution channels and potential new partners.
• Monitor distributor performance, including sales trends, forecasts, and inventory levels.

Sales Strategy & Execution

• Drive national sales initiatives aligned with the company’s commercial strategy.
• Partner with internal teams (Marketing, Operations, Finance, Supply Chain) to support product launches, pricing strategies, and promotional programs.
• Conduct quarterly business reviews (QBRs) with distribution partners.

Relationship Building

• Serve as the primary contact for distributor leadership and sales teams.
• Provide training, product knowledge sessions, and support to distributor sales representatives.
• Attend industry events, distributor meetings, and key customer engagements.

Data Analysis & Reporting

• Maintain accurate sales forecasts and CRM documentation.
• Track performance metrics, promotional ROI, and account-level profitability.
• Provide insights and recommendations to leadership regarding market trends and partner performance.

Cross-Functional Collaboration

• Work closely with marketing on co-branded initiatives and market penetration strategies.
• Align with supply chain and operations to ensure availability of product and timely fulfillment.
• Coordinate with finance on pricing, rebates, and incentive programs.

Qualifications

Education & Experience

• Bachelor’s degree in Business, Marketing, Sales, or related field preferred.
• 5 years of experience in sales, national account management, or distribution management—manufacturing industry experience strongly preferred.
• Proven track record of growing revenue through distribution networks.
• Experience working in a privately owned business is a plus.

Skills & Competencies

• Strong relationship-building and negotiation skills.
• Excellent verbal, written, and presentation communication abilities.
• Ability to analyze data, prepare reports, and create strategic account plans.
• High level of business acumen and understanding of manufacturing and distribution processes.
• Proficient with CRM tools and Microsoft Office Suite.
• Ability to work independently, manage competing priorities, and travel as required.

Core Competencies

• Strategic Thinking – Anticipates market trends and builds forward-looking plans.
• Customer Focus – Deep commitment to distributor success and end-user satisfaction.
• Results Driven – Consistently meets and exceeds targets.
• Collaboration – Works effectively across departments.
• Problem Solving – Anticipates issues and develops practical solutions.
• Accountability – Owns results and maintains high follow-through.

Working Conditions

• Remote work or office environment depending on business needs.
• Frequent travel to distribution partner offices, trade shows, and industry events.
• Must be capable of lifting samples, materials, and trade show items up to 25 lbs.