Director, Sales - National Accounts

Pelican•Torrance, CA

About The Position

Pelican is seeking a strategic, results-driven Director of Sales – National Accounts to lead growth across key Industrial Supply (MRO) customers. This role owns national account strategy, revenue performance, and executive-level relationships—driving profitable growth, expanding market share, and strengthening Pelican’s position with large, multi-location customers. You’ll operate as a senior commercial leader, partnering cross-functionally to shape go-to-market strategy, influence product direction, and deliver meaningful business impact.

Requirements

Bachelor's degree, preferably in Business or Marketing fields or equivalent work experience.
Minimum of 5-7 years of relevant sales experience in the Industrial Supply /Maintenance, Repair and Operations (MRO) market, with large national accounts.
Excellent teamwork and teambuilding skills with proven ability to influence cross-functional teams.
Must demonstrate exceptional communication skills, oral and written, with strong project leadership and organization capabilities needed to manage numerous priorities.
Some experience opening new accounts/hunting new business in either a B2B or B2C setting.
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.
Solid experience with SAP or other ERP system and proficiency with advanced features of Excel, PowerPoint, Word and Access.

Responsibilities

Own revenue and gross margin performance across a portfolio of national MRO accounts
Develop and execute account strategies and growth plans to expand market share and profitability
Build and maintain executive-level relationships with key customers, including buyers, category leaders, and senior decision-makers
Lead joint business planning with customers, aligning on performance targets, programs, and long-term growth initiatives
Provide accurate forecasting and demand insights, including seasonal and program-driven impacts
Analyze market trends, competitive landscape, and customer strategies to identify new growth opportunities
Partner with Sales, Marketing, and Product Management to shape go-to-market strategies, assortment, and promotional plans
Drive product placement, merchandising strategies, and sell-through performance across national accounts
Coordinate internal resources to deliver on customer expectations and resolve complex issues
Represent Pelican at key customer meetings, industry events, and trade shows
Ensure high levels of customer satisfaction while strengthening long-term partnerships
Perform additional duties as assigned

Benefits

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!