Director of National Accounts

Job Description

Job Description

Fluidra’s looking for a  Director of National Accounts to join our team!

 

HOW YOU WILL SHAPE THE BUSINESS

• Own the long-term vision for how Fluidra wins, grows, and deepens its partnership with PoolCorp, defining the engagement model, investment priorities, and go-to-market strategy that establish Fluidra as the preferred and most strategically important supplier in the channel.
• Build and execute a multi-year growth strategy including channel investment priorities, product integration roadmaps, new product launch plans, stocking frameworks, and promotional architecture that drives durable top-line growth and improved margin mix.
• Set performance targets and own full P&L accountability for the account; translate sell-through data, market trends, and competitive intelligence into strategic recommendations and decisive action plans.
• Own the pipeline strategy for the account including new product integration, private label expansion, competitive dealer conversion, and program development—continuously identifying and closing growth gaps.
• Establish Fluidra as a genuine strategic partner, not merely a vendor by creating the frameworks, data, and joint business planning structures that make Fluidra indispensable to the distributor’s own growth agenda.

 

WHAT YOU WILL CONTRIBUTE 

The Director, National Accounts is one of Fluidra North America’s most consequential commercial leaders and the primary owner of the strategic partnership with PoolCorp, one of the largest and most influential distribution relationships in the North American pool industry.

This is a strategic operating role, not a relationship-only position. It requires executive presence, financial discipline, and relentless focus on execution. The Director defines Fluidra’s distributor strategy, establishes the commercial framework, and holds the organization accountable for category leadership, margin discipline, and sustainable share growth.

The role covers the full commercial engagement model: multi-year growth strategy, annual agreement negotiation, product integration roadmaps, branch-level field activation across hundreds of locations, and cross-functional coordination with Sales, Marketing, Supply Chain, Finance, and Product, plus executive-level relationship management from C-suite to counter staff. Additionally, you will: 

Executive Relationship & Partnership Architecture

• Own the overall strategic partnership with Poolcorp; define the account engagement model, escalation framework, and senior-level relationship strategy across corporate, distribution center, and field organizations.
• Build and maintain executive-level relationships with C-suite, Regional Vice Presidents, General Managers, and key Business Development leaders—ensuring Fluidra is a preferred and trusted strategic partner at every level of the organization.
• Represent Fluidra at customer headquarters, national trade shows, regional events, and branch locations; maintain a highly visible and engaged presence that reinforces Fluidra’s long-term commitment to the partnership.
• Build multi-level coverage across the distributor organization—from C-suite relationships that anchor the strategic partnership to regional and counter-level activation that drives daily sell-through performance.

 

Commercial Strategy & P&L Ownership

• Own full P&L accountability for the account; lead executive-level quarterly business reviews and deliver data-driven analysis of revenue, fill rates, returns, lead times, and market share trends.
• Negotiate and own master agreements, pricing architecture, rebate structures, and contract frameworks at the executive level; ensure ongoing compliance, administer rebate programs, and resolve claims with speed and accountability.
• Model scenarios across volume, margin, and share growth dynamics—avoiding the trap of buying volume through margin-dilutive rebate concessions while identifying genuine growth levers that create mutual value.
• Own account forecasting and business planning; synthesize sell-through data, competitive intelligence, and market trends into P&L projections and strategic recommendations presented to senior Fluidra leadership.
• Set the category ambition—define what “winning” looks like within PoolCorp, establish measurable milestones, and hold the organization accountable for achieving category leadership.

 

Channel Activation & Field Execution

• Build and own the branch activation strategy across hundreds of PoolCorp locations; drive counter days, training programs, and field incentives that convert distributor sell-in into dealer sell-through.
• Partner closely with Regional and Territory Sales leadership to align field resources, marketing programs, and channel investments to accelerate dealer conversion and drive market share at the local level.
• Influence counter sales behavior and inside sales teams through targeted programs, product education, and incentive alignment—recognizing that field activation is where strategy either succeeds or fails.
• Ensure Fluidra’s portfolio is competitively positioned, fully catalogued, and activated across all distribution channels including CSL, branches, e-commerce, catalog, and international markets.

 

Cross-Functional Leadership & Internal Alignment

• Quarterback cross-functional teams across Sales, Marketing, Customer Service, Logistics, Procurement, and Operations; set clear priorities, hold stakeholders accountable, and ensure seamless delivery against account commitments and service-level agreements.
• Serve as the senior internal champion for the account—aligning resources, resolving competing priorities, and ensuring the organization is organized to win within the distribution ecosystem.
• Establish a high-accountability escalation culture; ensure timely resolution of service, shipping, product quality, and billing issues—and implement systemic fixes to prevent recurrence.
• Drive new product integration rigor: own the multi-year product launch roadmap for the distributor and ensure NPI launches are activated, catalogued, and commercially optimized at launch.

 

WHAT WE SEEK

REQUIRED

• 10+ years of progressive experience in national or strategic account management, channel sales, or distribution-intensive industries; including at least 3+ years in a senior leadership role managing an account or channel relationship at $100M+ scale.
• Demonstrated track record of owning P&L accountability, driving revenue growth and share gains at scale, and leading complex cross-functional initiatives across a matrixed organization.
• Advanced expertise in rebate architecture, pricing strategy, and master agreement negotiation; track record of structuring deals that create mutual growth without margin erosion.
• Executive-level communication, negotiation, and presentation skills; ability to influence senior stakeholders and build alignment across functions without direct authority.
• Strong analytical and financial acumen with demonstrated experience using CRM, ERP, and advanced Excel to build account forecasts, model P&L scenarios, and deliver executive-level insights.
• Willingness and ability to travel nationally 40%
•  

 

PREFERRED

• Direct experience managing PoolCorp, Heritage Pool Supply, or a comparably dominant national distribution account (Ferguson, Grainger, HD Supply, Sysco, etc.).
• Deep familiarity with two-step wholesale distribution dynamics; proven ability to drive counter-level sell-through and field activation across large branch networks.
• Experience in pool, spa, HVAC, plumbing, building materials, or adjacent outdoor living categories.
• Demonstrated ability to negotiate from a position of constructive toughness with a dominant channel partner while maintaining long-term strategic partnership trust.

EDUCATION 

• Bachelor’s degree in Business, Supply Chain, Marketing, or related field required; MBA or advanced degree preferred.

 

WHAT WE OFFER

An exciting opportunity to dive in and begin your career with a company that offers a competitive total rewards package that includes:

• Flexible vacation
• 11 paid Holidays
• Full range of health benefits including medical, dental & vision, short & long-term disability
• 401(K) matching (100% of first 3% contributed, 50% of the next 2%)
• Health and wellness programs / gym reimbursement
• Educational assistance up to $7,000 per year
• Company sponsored FUN events!
• Generous product discounts

 

WHO WE ARE

Fluidra is a publicly listed company focused on developing innovative products, services and IoT solutions for the residential, commercial and wellness pool markets, globally. The company operates in over 45 countries, has over 7,000 employees and owns a portfolio of some of the industry’s most recognized and trusted brands: Polaris®, Jandy®, CMP, S.R. Smith, and Zodiac®. We also sell products under the Cover‐Pools®, iAquaLink®, Grand Effects®, Dell® and Nature2® names. With these combined resources we’re able accelerate innovation in critical areas like energy-efficiency, robotics and the Internet of Things.

 

Our focus is on creating the perfect pool and wellness experience responsibly. We take our mission to heart, and our employees embody these guiding principles in everything we do:  passion for success, honesty & trust, customer collaboration, teamwork and inclusion, learn and adapt,  excellence and innovation.

 

Don't meet every single requirement listed? At Fluidra, we thrive on building an inclusive workspace, so if you are excited about this role and your past experience doesn't align perfectly, we encourage you to apply anyways! You may be just the right candidate for this role or another role in the organization. Fluidra is proud to be an equal opportunity employer. Fluidra recruits, employs, trains, compensates and promotes regardless of race, religion, color, national origin, sex, disability, age, veteran status, or any legally protected characteristic.

 

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