Director, National Account Sales

YETI•Austin, TX

3d•Onsite

About The Position

YETI is seeking a Director, National Account Sales to lead growth across National and Strategic Accounts within the Sport & Wellness vertical. This role is responsible for driving commercial performance, owning senior-level customer relationships, and leading a team of National Account Sales Managers. Grounded in strong retail fundamentals and data-driven decision making, this leader will translate point-of-sale insights into actionable strategies that unlock growth with YETI’s most important wholesale partners.

Requirements

12+ years of experience in wholesale sales, merchandising, planning, or buying within consumer or retail-driven brands, 8+ years in a leadership role.
Proven experience owning relationships with large National or Strategic retail accounts.
Strong retail math and analytical skills with the ability to interpret and leverage POS data.
Demonstrated success leading and developing sales teams.
Exceptional communication and presentation skills; comfortable influencing at the buyer, DMM, and executive levels.
Strategic mindset paired with strong operational execution.
Demonstrated ability to grow talent, foster high-performance culture, and influence across senior cross-functional partners

Responsibilities

Drive National & Strategic Account Growth
Manage revenue, margin, and sell-through performance across National and Strategic Accounts in the Sport & Wellness vertical.
Directly manage the full business and senior relationship with Dick’s Sporting Goods while serving as the primary point of contact at the DMM and VP levels for all National/Strategic accounts in the vertical
Set account strategies that align with YETI’s broader GTM and vertical priorities including identifying and building thoughtful assortments that align with our retailers’ consumer base
Contribute to vertical annual planning and long-range strategy, influencing assortment, channel, and investment decisions.
Lead Account Strategy & Execution
Leverage deep understanding of POS, inventory, and retail math to identify opportunities, risks, and growth drivers.
Translate data into compelling narratives for buyers and senior executives to influence assortment, placement, and investment decisions.
Partner with Finance and Planning to manage forecasts and in-season performance.
Build & Lead High-Performing Teams
Lead, coach, and develop a team of National Account Sales Managers responsible for additional strategic customers.
Establish clear priorities, accountabilities, and performance expectations.
Foster a culture of collaboration, ownership, and results.
Drive Cross-Functional Alignment
Act as the senior sales voice for National Accounts within the Sport & Wellness vertical.
Partner closely with Merchandising, Marketing, Product Development, Demand Planning, Operations, and Finance to deliver integrated GTM execution.
Ensure consistency in storytelling, assortment strategy, and execution across accounts.