Director Key Accounts, Retail

Infra Pipe Solutions•Charlotte, GA

5d•Remote

About The Position

The Director, Key Accounts – Retail is responsible for establishing, scaling, and leading IPS’s retail channel strategy. This role will transform concept into revenue by securing brand approvals, developing strategic partnerships, and driving sustained growth across national and regional retail accounts. As the subject matter expert for retail, this leader will act as a trusted advisor to customers, internal teams, and external stakeholders while positioning IPS as a differentiated, value-driven alternative in a competitive HDPE market.

Requirements

10+ years of progressive experience in sales, key account management, or commercial leadership within industrial, infrastructure, or building materials sectors.
Direct experience managing key accounts with major North American home improvement retailers, including Home Depot and/or Lowe’s, across U.S. and Canadian markets.
Proven experience developing and scaling retail or channel-based sales models.
Demonstrated success building executive-level relationships and managing complex, multi-stakeholder accounts.
Strong commercial acumen with the ability to translate strategy into executable business plans.

Nice To Haves

Experience competing in highly technical or commoditized markets (e.g., HDPE or adjacent materials) is strongly preferred.
Strategic thinking and market development
Executive presence and relationship management
Commercial negotiation and value-based selling
Cross-functional leadership and influence
Innovation mindset with a practical, results-oriented approach

Responsibilities

Lead the creation and expansion of IPS’s retail channel strategy, enabling sustainable brand growth and market penetration.
Develop and execute business plans to secure retail approvals, converting early concepts and pilots into scalable revenue streams.
Identify, evaluate, and cultivate strategic retail partnerships, innovation pilots, and solution-based opportunities aligned with customer and market needs.
Collaborate cross-functionally to ensure product, pricing, and go-to-market strategies are aligned to retail channel requirements.
Build and maintain trusted, long-term relationships with key retail accounts, including C-suite, senior leadership, buyers, and influencers.
Support key pursuits through design reviews, technical discussions, and value-engineering engagements that demonstrate IPS’s competitive advantage.
Represent IPS with external stakeholders—including agencies, consultants, and industry partners—who influence or enable retail sales.
Act as a senior commercial ambassador for the IPS brand, reinforcing credibility, trust, and value proposition in the market.
Serve as the internal subject matter expert for the retail channel, mentoring and supporting colleagues across sales, engineering, and operations.
Provide leadership and guidance to help position IPS competitively against HDPE alternatives, emphasizing innovation, performance, and total value.
Foster a culture of accountability, collaboration, innovation, safety, and continuous improvement within the commercial organization.
Contribute to the development of tools, playbooks, and best practices that support retail sales excellence.