National Account Manager

National Account Manager

The National Account Manager owns and grows Black Diamond Coatings' relationships with an assigned portfolio of national retail accounts (e.g., Lowe's, The Home Depot, Central Garden & Pet, and other assigned partners). This role reports to the EVP, Sales, and is the day-to-day commercial owner of those assigned accounts — responsible for driving profitable revenue growth, deepening existing business through assortment expansion and in-store programs, and executing account plans within the pricing, trade-spend, and margin parameters set by the EVP, Sales.

Beyond managing the plan, this role is expected to find the wins that weren't in the plan — proactively spotting incremental opportunities within assigned accounts (new categories, placements, or programs) and bringing them forward. Every opportunity pursued must be within BDC's actual production, supply chain, and quality capability; the NAM never commits BDC to a program, volume, or timeline the company cannot reliably deliver. Creative account-building is encouraged; overpromising the customer is not.

Champion BDC's Core Values

• Embody BDC's core values in every interaction — with team members, customers, retail partners, and vendors.
• Lead by example: demonstrate strong work ethic, integrity, and commitment to excellence, and inspire your team through your actions.
• Do more with less — resourcefulness and a relentless "will to win" are the standard, not the exception.
• Be tenacious: figure it out. Roadblocks are opportunities to show grit; give 110% every day.
• Stay positive as a team, communicate with honesty, integrity, and respect, and hold yourself and others accountable to the BDC standard.

Key Responsibilities

Account Ownership (Assigned Accounts)

• Serve as the primary relationship owner for an assigned portfolio of national retail accounts; build and maintain executive and merchant-level relationships.

Profitable Growth

• 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.

Opportunity Development

• 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.

Existing-Account Expansion

• Grow established accounts through assortment expansion, improved sell-through, in-store programs (e.g., polymeric sand, Mulch Anchor), and fixture/rack placement.

Joint Business Planning

• Develop and execute annual joint business plans; lead line reviews, promotional planning, and category strategy with retail merchants, within EVP Sales-approved parameters.

Test-to-Shelf Conversion

• Convert in-store tests to permanent placement; manage post-test performance, fill rates, and reorder cadence.

Forecast Input & Supply Coordination

• 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.

Reporting

• Provide accurate pipeline, forecast, and account reporting to the EVP, Sales.
• Represent BDC at merchant meetings, trade shows, and industry events.

Key Performance Indicators

Performance in this role is measured against the following focus areas, reviewed regularly with the EVP, Sales. Specific targets are set annually and roll up into the EVP, Sales' channel-level KPIs.

KPI - How It Is Measured

Assigned-Account Revenue Growth - Year-over-year revenue growth across assigned accounts vs. annual target

Profitable / Margin-Qualified Growth - Growth measured on a margin-qualified basis, in line with the EVP Sales' Blended Gross Margin % target

New Opportunity Development - Net-new opportunities identified and brought forward within assigned accounts, and % converted to executed programs

Forecast Input Accuracy - Accuracy of account-level forecast input vs. actuals, by period

Job Qualifications

Required

• 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.

Preferred

• 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.

Working Conditions

Home-based role with regular travel to retailer headquarters, store locations, trade events, and Black Diamond Coatings facilities (Brooksville, FL and Columbia, SC). Occasional exposure to warehouse, plant, and retail store environments.