Retail National Account Manager (West Coast Territory)

This is a fully remote, outside sales position. However, candidates must live in the western United States territory to be considered. Prioritization will be given to candidates living in CA, OR, and OK.

The National Account Manager – West Coast is responsible for driving profitable growth across a diverse portfolio of specialty retail, mass, craft, and distributor accounts. This role develops and strengthens strategic customer relationships, identifies new business opportunities, successfully executes sales and marketing programs, and delivers against established revenue and profitability goals.

Libbey is seeking a highly motivated sales professional with strong account management, business development, and strategic selling capabilities. This role provides an exciting opportunity for a growth-oriented, customer-focused individual to expand Libbey’s presence across key retail channels, develop new customer partnerships, and contribute to the success of one of the world's leading tableware brands.

RESPONSIBILITIES

• Overall planning and execution to achieve AOP goals and drive profitable growth across assigned accounts.
• Manage a portfolio of specialty retail, mass, craft, and distributor customers throughout the West Coast region.
• Develop and execute annual account plans aligned with customer objectives and Libbey growth strategies.
• Build collaborative customer relationships and serve as the primary point of contact for assigned accounts.
• Lead line reviews, assortment planning, promotional execution, and strategic growth initiatives.
• Identify, pursue, and secure new business opportunities, including key national account growth opportunities such as Albertson’s.
• Develop customer-specific selling strategies, presentations, assortment recommendations, and pricing solutions.
• Drive incremental growth through innovation, category expansion, and merchandising opportunities.
• Partner with Marketing, Creative, Planning, Supply Chain, and Operations to ensure successful execution of customer programs and new product launches.
• Collaborate with Finance to support pricing strategies, profitability objectives, and margin management.
• Manage customer forecasts, inventory flow, replenishment strategies, and supply chain alignment.
• Monitor business performance, identify risks and opportunities, and develop action plans to optimize results.
• Utilize market insights, customer data, and industry trends to identify opportunities and inform selling strategies.
• Design and deliver impactful customer presentations, sales materials, business reviews, and growth proposals.
• Work cohesively with internal teams to communicate customer requirements, business opportunities, competitive activity, and market feedback.
• Lead and/or play an active role in sales and cross-functional business initiatives.
• Attend customer meetings, industry trade shows, Libbey sales meetings, and training events as required.

REQUIREMENTS & QUALIFICATIONS

• High school diploma/GED required
• Bachelor’s degree preferred, or equivalent combination of education and relevant work experience
• Minimum of 5 years of experience in national account management, retail sales, or related commercial roles
• Experience managing customers within specialty retail, mass retail, craft, distributor, or related channels
• Proven success driving growth through business development and new customer acquisition
• Strong financial acumen, including pricing strategy, forecasting, sales planning, and margin management
• Ability to develop and deliver effective internal and external presentations
• Strong relationship-building, negotiation, and communication skills
• Demonstrated ability to collaborate with and influence cross-functional teams
• Strong organizational, analytical, and time management skills
• Ability to manage multiple priorities and complex customer portfolios in a fast-paced environment
• Willing to travel at least 25%

COMPETENCIES FOR SUCCESS

• Take Control: ask for the direction and support you need to attain mastery of your objectives and ownership of your professional development.
• Be Engaged & Committed: lean in to learn, engage, and contribute, resulting in increased performance and personal satisfaction from your work.
• Be Accountable: hold yourself responsible for achieving your goals and successfully executing against the organization's initiatives.
• Continuous Improvement Mindset: Act with curiosity, proactively identifying and implementing changes to enhance work processes and outcomes. Consistently seek opportunities to improve efficiency, quality, and overall effectiveness.
• Account Growth & Management: Develop and execute strategic account plans by aligning Libbey’s commercial priorities with customer objectives. Drive growth through share expansion, profitability, and long-term partnerships, supported by disciplined planning and execution.
• Negotiating & Communication: Communicate Libbey’s value through compelling sales stories that connect products, data, and insights to customer needs. Negotiate mutually beneficial outcomes, influence customer decisions, and build trusted partnerships that drive sustainable growth.

The base salary range for this position, in this market, is typically $90,000-125,000. In addition to base salary, this position is eligible for a 25% target sales incentive plan, car allowance, mileage reimbursement, company cell phone and laptop. Libbey also offers a comprehensive healthcare benefits package, 401(k) with company matching and generous Paid Time Off.