National Account Manager Retail Channel (DIY)

Real Flame Company Inc•Yorkville, WI

5d•Hybrid

About The Position

Real Flame is seeking a commercially sharp, digitally savvy National Account Manager to own and grow its DIY channel, which is currently 100% eCommerce. This role will focus on accounts such as Home Depot, Lowe’s, Ace Hardware, and Ferguson. The ideal candidate will have a strong eCommerce-first mindset and the ability to leverage digital performance data to build a case for future in-store distribution. The position involves managing the digital shelf, driving eCommerce sales, optimizing content and promotions, and serving as the primary point of contact for retail partners. A key objective is to use eCommerce success to gain broader in-store distribution over time.

Requirements

4–7 years as a buyer, merchant, or category manager at a major home improvement, home furnishings, or hardlines retailer OR 4–7 years in omni-channel national account management at a consumer durables or hardlines vendor, with demonstrated eCommerce ownership.
Deep understanding of how major retailers make online and in-store assortment decisions.
Fluency in eCommerce retail fundamentals: search, content, conversion, fulfillment, and digital promotions.
Strong analytical mindset — comfortable building business cases from performance data.
Experience with retailer platforms and vendor portals (Vendor Central, Retail Link, Partner Online, or similar).
Excellent communication and relationship-building skills with buyers and internal teams.
Highly organized, self-directed, and comfortable operating in a lean, entrepreneurial environment.

Nice To Haves

Combination of retailer-side and vendor-side experience is a significant plus.
Experience with U.S. and Canadian retail markets a plus.

Responsibilities

Own the Digital Shelf: Drive eCommerce sales performance, optimize content, search visibility, ratings, conversion, and promotional strategy.
Monitor and improve key digital metrics: content scores, search rank, conversion rates, return rates, and customer reviews.
Lead item setup, content accuracy, and online merchandising across all retailer platforms.
Identify and capitalize on digital shelf opportunities like sponsored placements, A+ content, and algorithmic improvements.
Manage the Business: Serve as the primary point of contact for buyers, merchants, and digital teams at each account.
Build and execute annual and three-year business plans aligned to growth, margin, and distribution expansion goals.
Lead assortment planning, pricing strategy, and promotional calendars across each account.
Deliver accurate forecasts and partner with supply chain to ensure inventory and service level alignment.
Own Quarterly Business Reviews, presenting performance data, market context, and forward-looking strategy.
Manage all retailer systems, compliance requirements, and order flow with accuracy and accountability.
Build Toward In-Store: Use eCommerce performance data to construct compelling sell-in stories for brick-and-mortar distribution.
Identify category whitespace and pricing opportunities where Real Flame can win on the physical shelf.
Proactively pursue new distribution opportunities within the DIY channel.
Lead Cross-Functionally: Partner closely with Product Development, Supply Chain, Finance, and Operations to ensure seamless execution across all accounts.
Bring the voice of the retailer and the customer into internal conversations, especially product development and pricing decisions.
Work closely with the VP of Sales as a strategic partner on channel planning, forecasting, and investment decisions.

Benefits

Competitive base salary plus profit sharing and individual performance incentive bonus
Comprehensive medical, dental, and vision coverage with multiple plan options (HDHP and copay), FSA benefits, and the ability to use your existing HSA
Company-funded medical deductible reimbursement—up to $1,000 (individual) / $2,000 (family)
Up to 6 weeks of paid parental leave
401(k) with company match up to 4%
Life and disability insurance
Employee Assistance Program (EAP)
Paid time off and company holidays
A collaborative, team-oriented environment with direct access to leadership and the opportunity to make a meaningful impact within a growing organization
Company-sponsored team events and outings that foster connection and celebrate team success
Employee product benefits, including exclusive discounts and a complimentary indoor fireplace and outdoor fire feature—so you can experience the Real Flame product firsthand, with a generous family discount extended to immediate family members (some exclusions apply)