National Accounts Manager

We're Hiring: National Accounts Manger - Retail
Location : Torrance, CA
Company : Pelican


Who We Are


At Pelican, we engineer products that stand up to the world's toughest conditions-because the people who rely on us do too. For nearly 50 years, we've been a trusted partner for military personnel, first responders, outdoor adventurers, and innovators who push the limits.


With a global presence that includes 11 offices, 4 manufacturing facilities, and 4 custom case centers, we create high-performance protective solutions that ensure our customers can focus on what matters most. Whether it's transporting critical medical supplies, securing mission-essential equipment, or keeping expedition gear safe, Pelican products are Built to Protect to Equip for the Mission.


At Pelican, your work has a real-world impact. You'll be part of a team driven by innovation, craftsmanship, and the shared belief that when the mission is critical, failure isn't an option. If you're ready to build something that makes a difference, be part of a team that protects what matters most.


What You'll Do :


Own the accounts. Drive the growth. Win at retail.

Pelican is seeking a high-performing National Accounts Manager to lead revenue growth and margin performance across key retail partners in the Sporting Goods, Mass, and Regional segments. This role is all about ownership-owning relationships, owning strategy, and owning results.

You'll work directly with buyers and category leaders at major multi-location retailers while partnering internally across Sales, Marketing, and Product to deliver best-in-class programs, assortments, and execution.

• Own revenue and gross margin performance across a portfolio of national retail accounts
• Build and manage strong relationships with buyers, category managers, and merchandising leaders
• Lead product sell-in, category reviews, and customer presentations
• Develop and execute account strategies, merchandising plans, and promotional programs
• Drive go-to-market strategy for your segment, including assortment, pricing, and seasonal planning
• Partner with brokers and internal teams to execute sales strategies and hit performance targets
• Identify and prioritize high-growth accounts and new business opportunities
• Translate customer needs into product, merchandising, and program solutions
• Collaborate cross-functionally to ensure flawless execution of retail programs and deadlines
• Provide accurate forecasting and demand planning insights, including seasonal bookings
• Represent Pelican at trade shows and customer events (e.g., SHOT Show, NBS, Sports Inc.)
• Use Salesforce (SFDC) to track pipeline, activity, and account performance
• Maintain high customer satisfaction and represent the Pelican brand with professionalism and integrity
• Perform additional duties as assigned

What We're Looking For :

• Minimum of 7-10 years of experience in National Account Management, specifically within the Sporting Goods or Big-Box Retail channel.
• Expert-level experience with Salesforce (SFDC) or similar CRM platforms for account management and forecasting.
• Experience managing a portfolio of products and multiple customers at one time.
• Demonstrated performance in developing account plans across product, merchandising, and sales and marketing programs that resulted in significant growth for the customer.
• Must have comprehensive understanding of the financial drivers of the business as well as the customer-facing and operational drivers. Makes good tradeoffs to meet customer needs, while satisfying the financial and operational objectives of the company
• Must possess strong National Account Knowledge. Knowledge of how large retailers operate, including strategies and tactics they use, how vendors must interact with them, as well as approaches manufacturers may use to grow in revenue.
• Must possess the capability to both a) open new accounts and build business from the ground up and b ) manage existing relationships and develop growth plans in mature categories.
• Must demonstrate exceptional communication skills, oral and written, with strong project leadership and organization capabilities needed to manage numerous priorities.
• Must have highly developed analytical skills, including the ability to visualize, articulate, and present problems of varying complexity in ways that enable decision-making.
• Must have exceptional communication skills, oral and written, with strong project leadership and organization capabilities needed to manage numerous priorities.
• Must be able to interact effectively and cooperatively with employees at all levels, as well as build a "trusted advisor" relationship with internal senior stakeholders.
• Solid experience with SAP, Power BI and proficiency with advanced features of Excel, PowerPoint, Word and Access.

Join a company that truly values its employees! We offer a relaxed and casual work environment, a strong commitment to giving back to communities, and a focus on employee satisfaction. With regular opportunities to share feedback with leadership and structured performance evaluations, we ensure that your voice is heard and your growth is supported.

• Competitive paid time off plans/Holiday pay/extra vacation purchase opportunities

• 401k plan - with immediate match

• Great Benefits - several options including Pet insurance for our animal lovers.
• Health Savings Account Contribution

• Wellness Discount Program

• Global Mental Wellness Program
• Quarterly Employee Celebration Days
• Peer to Peer Recognition Program
• Service Recognition Program
• Exceptional Employee Satisfaction Scores
• Ample free parking with EV Charging Station

• Amazing employee discount program on Pelican Products, Pelican branded apparel and gear

• Employee referral program - get paid to work with your trusted network.

• Prime location - minutes away from the beach!

• Established reputable brand offering premium products - you'll be proud to represent Pelican!

• And more...

Compensation & Benefits:
Our compensation reflects the cost of labor across several U.S. geographic markets. Base pay is one part of our total compensation package and is determined within a range. This provides the opportunity to progress as you grow and develop within a role. The annual U.S. pay range for this position is listed below. Pay within this range varies by work location and may also depend on your qualifications, job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process. We also offer a comprehensive package of benefits, including paid time off, 10 paid holidays per year, medical/dental/vision insurance, company-paid life and disability plans, and matching 401k to eligible employees.
Pelican Products, Inc. is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.