Note: The job is a remote job and is open to candidates in USA. Black Diamond Coatings, Inc. is a veteran- and family-owned manufacturer of premium, environmentally friendly home improvement products. The National Account Manager is responsible for owning and growing relationships with national retail accounts, driving profitable revenue growth, and executing account plans while identifying new opportunities within assigned accounts.
Responsibilities
- Serve as the primary relationship owner for an assigned portfolio of national retail accounts; build and maintain executive and merchant-level relationships
- Execute pricing, program economics, and trade spend within parameters set by the EVP, Sales
- Manage account-level revenue and margin performance in support of the EVP, Sales' channel P&L and Blended Gross Margin % target
- Proactively identify incremental opportunities within assigned accounts: expanded assortment, new categories, new products, in-store programs, or adjacent placements that fall outside the original account plan
- Confirm production, supply chain, and quality capability before proposing any commitment to a retail partner; never overpromise volume, timeline, or program scope that BDC cannot reliably deliver
- Grow established accounts through assortment expansion, improved sell-through, in-store programs (e.g., polymeric sand, Mulch Anchor), and fixture/rack placement
- Develop and execute annual joint business plans; lead line reviews, promotional planning, and category strategy with retail merchants, within EVP Sales-approved parameters
- Convert in-store tests to permanent placement; manage post-test performance, fill rates, and reorder cadence
- Provide accurate account-level forecast input to the EVP, Sales; forecast ownership sits with the EVP, Sales, who consolidates inputs across all accounts
- Coordinate with operations and supply chain to protect service levels for assigned accounts; manage distributor routing and evaluate direct-to-retailer opportunities
- Provide accurate pipeline, forecast, and account reporting to the EVP, Sales
- Represent BDC at merchant meetings, trade shows, and industry events
Skills
- 10+ years of national account / big-box retail sales experience (Lowe's, The Home Depot, or comparable mass retail)
- Demonstrated record of growing national retail revenue profitably and managing senior merchant relationships
- Strong commercial and financial acumen to execute pricing, margin, joint business planning, and trade-spend programs within leadership-set parameters
- Experience advancing line reviews and in-store tests to permanent placement
- Ability to travel approximately 30–50% to retailer headquarters, stores, and company facilities
- Established relationships with Lowe's and/or The Home Depot merchant teams
- Category experience in lawn & garden, outdoor, hardscape, or building products/coatings
- Experience with private-label or co-brand programs
- A track record of surfacing account opportunities that weren't in the original plan — and the judgment to know what BDC can and can't deliver
Company Overview