National Account Manager

NATIONAL ACCOUNT MANAGER (I, II, III)     

Department: Sales

Channel Placement: Assigned by channel (Sports, Mass, Club, etc)

Reports To: Director of Sales (or Channel Director)

POSITION SUMMARY
The National Account Manager (NAM) is responsible for managing and growing assigned national retail accounts. This role owns day-to-day customer relationships, line reviews, item placement, forecasting, promotional execution, and account-level P&L performance.

The NAM serves as the primary liaison between the retailer and internal teams and is accountable for driving profitable growth, margin integrity, and disciplined execution within assigned accounts.

Annual revenue responsibility varies by account scope, channel, and level.

KEY RESPONSIBILITIES

• Develop and execute account-level growth strategies
• Lead line reviews, major presentations, and joint planning discussions
• Drive new item placements, distribution expansion, and promotional initiatives
• Manage pricing, margin performance, and promotional effectiveness
• Own forecast accuracy and inventory alignment
• Monitor and manage account-level P&L performance
• Partner cross-functionally (Category, PM, Operations, Finance, Marketing, Ecommerce) to ensure aligned execution
• Ensure retailer compliance standards and program accuracy
• Monitor competitive landscape and recommend strategic responses
• Maintain accurate reporting, documentation, and forecast integrity

PERFORMANCE EXPECTATIONS

Performance is evaluated based on:

• Achievement of assigned revenue and growth targets
• Margin performance and promotional effectiveness
• Forecast accuracy and inventory management discipline
• Account-level P&L management
• Execution reliability and retailer compliance
• Performance against defined sales scorecard metrics

Advancement and compensation considerations are based on sustained performance, demonstrated strategic capability, financial accountability, and readiness for expanded account scope.

LEVEL EXPECTATIONS

NAM I

• Manages established national accounts
• Executes approved account strategy
• Meets revenue and margin expectations
• Demonstrates reliable forecasting and execution discipline

NAM II

• Leads strategic account expansion initiatives
• Drives margin discipline and promotional optimization
• Influences internal assortment and product decisions
• Demonstrates sustained revenue and profitability performance

NAM III

• Leads complex, high-volume or high-risk national accounts
• Develops and executes long-term joint business plans
• Drives significant revenue, distribution, and margin growth
• Influences enterprise-level strategy within assigned channel
• Operates with high independence and financial accountability

REQUIRED COMPETENCIES

• Strategic account management
• Executive-level communication and presentation skills
• Strong financial acumen and P&L understanding
• Negotiation expertise
• Cross-functional leadership and influence
• High level of execution discipline and accountability

TRAVEL REQUIREMENTS

Travel requirements vary by account and channel and may include retailer meetings, line reviews, and joint planning sessions.

WORK ENVIRONMENT + COMPLIANCE

This role requires strict adherence to company policies, pricing guidelines, retailer compliance standards, and ethical selling practices. Accurate forecasting, financial reporting, and documentation integrity are essential to protect margin and ensure operational stability.

PREFERRED CULTURE INDEX BEHAVIORAL PROFILES

Profiles that may align well with this role include: Persuader, Consultant, Rainmaker. Behavioral tools are used to support development and role alignment.