Director, Sales - Co-Op & Key Accounts (Hardware & Home Improvement Channels)

Arrow Fastener•Saddle Brook, NJ

34d•$130,000 - $150,000•Onsite

About The Position

Arrow Fastener, a trusted leader in fastening solutions for over 90 years, is seeking an experienced and hands-on Director of Sales – Co-Op & Key Accounts to lead our relationships across the hardware and industrial channel. This role is responsible for driving growth with core customers including Ace Hardware, Do it Best, Menards, and Grainger, while overseeing Canadian sales and ensuring consistent execution across North America. This leader will manage a team of direct Sales Managers and independent marketing representative groups, bringing a disciplined, field-focused approach to selling, execution, and customer partnership. The ideal candidate understands the hardware channel, knows how to win at the store level, and brings deep experience in tool sales and category management.

Requirements

Bachelor’s degree in Business, Marketing, or related field
10+ years of sales leadership experience in tools, hardware, or adjacent durable goods categories
Proven experience calling on and growing key retailers in the hardware channel, including co-ops and regional chains
Direct experience managing accounts such as Ace, Do it Best, Menards, Grainger, or similar
Strong background in tool sales and category management
Demonstrated success leading both direct sales teams and independent rep groups
Experience working with ERP systems (e.g., SAP, Oracle, or similar) and CRM tools to manage business performance
Strong negotiation skills and financial acumen
Willingness to travel regularly to customers and field teams

Nice To Haves

Experience managing Canadian sales or working within the Canadian retail landscape
Background in fastening systems, construction tools, or related categories

Responsibilities

Lead and grow strategic relationships with key co-op and national accounts (Ace, Do it Best, Menards, Grainger)
Develop and execute joint business plans that deliver profitable growth and expand Arrow’s presence at retail
Negotiate pricing, assortments, promotional programs, and annual agreements
Drive distribution gains, merchandising improvements, and in-store execution
Deliver revenue and margin targets across assigned accounts and geographies
Apply a disciplined, data-driven approach to sales planning, forecasting, and performance tracking
Ensure consistent execution of promotions, new product introductions, and planograms
Identify opportunities to strengthen category position within the fastening and tool segments
Own sales performance and growth strategy across Canada
Build strong relationships with Canadian retail and distribution partners
Align U.S.-based strategies with local market needs and conditions
Lead, coach, and develop a team of Sales Managers focused on the hardware channel
Manage and direct independent marketing rep groups to ensure alignment, accountability, and performance
Establish clear goals, metrics, and expectations tied to company objectives
Maintain a strong field presence with customers and teams
Partner closely with Marketing on product positioning, promotions, and merchandising programs
Work with Supply Chain to ensure high service levels and inventory availability
Collaborate with Finance on pricing, trade spend, and profitability
Provide clear customer and market feedback to Product and Leadership teams
Utilize ERP and CRM systems to manage forecasting, order flow, and sales performance
Ensure accurate demand planning and alignment with operational capabilities
Maintain disciplined reporting and business reviews with internal and external stakeholders
Additional duties, as assigned