National Account Director

National Account Director

Indianapolis, Indiana, United States

Most companies claim to have the best people. We say to them, "Keep dreaming." Our people are second to none. They set us apart with their entrepreneurial spirit and ambition. They come to us from the likes of Amazon, Microsoft, Nordstrom, Starbucks and the sports world, bringing energy, bold ideas and a willingness to dive into the unfamiliar. It's our people that make BDA the top global Merchandise Agency to work for.

Position Summary

The National Account Director is a senior-level strategic leader responsible for overseeing high-value national and global client relationships while leading a high-performing account team. This role drives revenue growth, ensures exceptional client service, and steers the strategic direction of assigned accounts.

The successful candidate will combine deep sales acumen, strong leadership skills, and financial expertise with creativity and an innovative approach to branded merchandise solutions. You will guide the growth of your portfolio and team while contributing to the broader success of BDA's marketing and branding goals.

Location:

This role will ideally be based out of our Indianapolis, IN, Woodinville, WA or Austin, TX office and offers a flexible onsite schedule of onsite 4 days per week, with 1 day remote. Candidates within a commutable distance of our Atlanta, GA, New York, NY, Dallas, TX or Troy, MI offices may also be considered.

To be considered, you must live within commuting distance, as regular in-person collaboration is a key part of the role.

Key Responsibilities

Client & Account Leadership

• Serve as the senior relationship owner for key enterprise accounts, building and maintaining trusted, long-term partnerships at the C-suite level.
• Lead strategic business reviews (QBRs/ABRs) and proactively present new opportunities, solutions, and creative merchandise concepts that align with client brand objectives.
• Drive account growth through upselling, cross-selling, and identifying new business opportunities.
• Monitor client satisfaction, resolve escalations quickly, and ensure retention through exceptional service delivery.

Strategic Planning & Financial Oversight

• Develop and execute multi-year strategic account plans in collaboration with the Director of Client Services.
• Set revenue and margin goals for assigned accounts and account team, managing collective portfolios exceeding $10M.
• Prepare and maintain an actionable strategic account plan using the OST model (Objective, Strategy, Tactics) for all assigned accounts focused on quarterly budget attainment (profit and margin results).
• Review and analyze financial performance, including revenue, gross margins, operating expenses, and client profitability, making data-driven recommendations.
• Partner with Finance to monitor budgets, forecasts, and operating expenses (OpEx).

Sales & Growth

• Achieve and exceed annual sales targets while maintaining healthy margins.
• Actively network through industry events, leadership forums, and client engagements to identify and develop new business opportunities.
• Maintain a "hunter" mentality, balancing new business development with growth of existing accounts.

Team Leadership & Development

• Lead, coach, and mentor Account Managers and Associate Account Managers, fostering professional growth and skill development.
• Conduct regular 1:1s, performance reviews, and performance improvement processes (PIPs) as needed.
• Recruit, interview, and onboard top talent to strengthen the account team.
• Recognize team achievements and foster a collaborative, high-performance culture.

Operational Excellence

• Oversee Salesforce CRM adoption and accuracy across the team, ensuring all account activity, opportunities, quotes, and client interactions are tracked.
• Ensure data hygiene guideline compliance. Manage all opportunities, tasks, and key performance indicators to prescribed guidelines through insights from Salesforce CRM, promo and program performance analysis, and proactive recommendations.
• Partner cross-functionally with Marketing, Merchandising, Supplier Services, Technology, Sales Ops, and other departments to deliver seamless client experiences.
• Leverage client feedback (NPS and VOC insights) to continuously improve service delivery and product offerings.
• Ensure compliance with company policies, procedures, and brand standards.

Qualifications

• Bachelor's degree in Marketing, Business, Communications, or related field.
• 7+ years of senior-level enterprise account management or business development experience; promotional merchandise experience preferred.
• Minimum 4+ years' direct sales management experience with proven success in leading high-performing teams.
• Demonstrated success in driving account growth, increasing sales, and meeting revenue/margin goals.
• Strong financial acumen with the ability to analyze budgets, margins, and profitability.
• Exceptional communication, negotiation, and presentation skills, including with C-suite executives.
• High-level proficiency in Microsoft Office Suite and CRM platforms (Salesforce preferred).
• Willingness to travel approximately 50%.

Key Competencies

• Strategic relationship building and consultative selling
• Creative problem-solving and innovative merchandising concepts
• Financial analysis and business planning
• Inspirational team leadership and talent development
• Operational discipline and process excellence
• Customer-focused mindset with urgency and accountability

We are pleased to share the base salary range for this position is $110,000 to $130,000. If you are hired at BDA, your compensation will be determined based on factors that may include geographic location, skills, education, and experience. In addition to these factors, we believe in the importance of pay equity and consider internal equity of our current team members as a part of any offer. In the spirit of pay transparency, the range listed is the full base salary range for the role and hiring at the top of the range would not be typical, in order to allow for future salary growth. The range listed is just one component of BDA's total compensation and rewards programs, which includes: robust PTO; vacation, a paid volunteer day, holidays and summer Fridays, Benefits; medical, dental, vision, life, and AD&D insurance, 401k; tuition reimbursement, mental health and financial wellness programs and professional development opportunities including tuition reimbursement. Certain revenue-generating positions may be eligible for incentive compensation.

BDA is more than a workplace - it's a family. For more than four decades we've promoted a vibrant and welcoming culture that not only accepts but demands you to be different. The quirky, the bold, the creative and the unique make up the foundation of a company that the most iconic brands in the world look to help tell their story through the power of merchandise. BDA Inc. is an Equal Opportunity Employer. We are committed to creating an inclusive workplace and do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, or any other characteristic protected by federal, state, or local law.