National Account Manager - The Home Depot, Soft Surface

Shaw Industries•Dalton, GA

4d•Hybrid

About The Position

The National Account Manager leads the strategic growth, account development, and end-to-end management of Shaw’s Soft Surface business with The Home Depot, with primary responsibility for Carpet and Turf. The role serves as commercial lead for the portfolio, using consumer, competitive, merchant, and financial insights to develop assortment strategies, improve category productivity, and grow market share. It leads senior-level customer engagement, Product Line Reviews, product and program launches, forecasting, budgeting, and cross-functional execution. The position is responsible for strengthening Shaw’s standing as a strategic supplier while ensuring programs are commercially sound, operationally executable, and supported from corporate strategy through store and digital execution. The role works in a hybrid way, approximately three days a week in Shaw’s Dalton office. Overnight travel is required, up to 25%.

Requirements

Four-year degree in business, marketing, finance, supply chain, or a related field; equivalent relevant experience may be considered.
At least 5 years of sales, national account, category management, product management, or flooring industry experience.
Demonstrated experience developing and presenting strategic sales solutions to senior business leaders and decision-makers.
Ability to translate complex sales, financial, assortment, and market data into clear recommendations and executable plans.
Experience building forecasts, budgets, business cases, and account plans with measurable financial outcomes.
Strong leadership and influence skills, including the ability to align cross-functional teams without direct authority.
Demonstrated ability to build strong customer and vendor relationships and navigate complex account dynamics.
Excellent oral, written, presentation, negotiation, and executive communication skills.
Ability to manage multiple high-priority initiatives, make sound decisions, and maintain attention to detail in a fast-paced environment.
Overnight travel required, up to 25%.

Nice To Haves

Direct national account or Home Center experience, preferably supporting The Home Depot.
Soft Surface flooring experience, including working knowledge of residential Carpet, Turf, samples and displays, installation considerations, and retail merchandising.
Experience leading Product Line Reviews, assortment resets, product launches, and lifecycle management for a national retailer.
Knowledge of retail financial drivers, including sales, margin, inventory, turns, promotional investment, rebates, and category productivity.
Experience integrating store, digital, and Pro strategies into a unified account growth plan.
Advanced proficiency with Microsoft Excel and PowerPoint; experience with business intelligence and customer reporting tools is beneficial.

Responsibilities

Own national account strategy and commercial performance for The Home Depot Soft Surface portfolio, including Carpet and Turf, across stores, digital, Special Order, and applicable Pro channels.
Build and maintain relationships with The Home Depot merchants and stakeholders to align priorities and accelerate growth.
Lead executive-level sales calls, strategic business reviews, and Product Line Review presentations.
Analyze sales, margin, market, regional, competitive, consumer, and assortment performance to identify opportunities, portfolio gaps, and risks.
Develop and execute multi-year category and assortment strategies, including product architecture, price ladders, brand positioning, innovation pipelines, SKU rationalization, and channel-specific opportunities.
Partner with Shaw product, R&D, design, sourcing, and marketing teams to develop differentiated Soft Surface solutions.
Lead annual forecasts, budgets, demand assumptions, promotional plans, and financial business cases; monitor results and adjust plans as needed.
Own commercial planning and cross-functional execution for resets, launches, transitions, and exits, including samples, displays, inventory, training, marketing content, store communications, digital readiness, and milestones.
Manage program economics and customer agreements, including pricing, margin, rebates, marketing investments, and promotional funding, in partnership with finance and leadership.
Coordinate with operations, supply chain, customer service, quality, claims, credit, and inventory teams to resolve issues and minimize disruption.
Partner with field sales and training teams to improve store-level product knowledge, selling confidence, execution, and feedback for Carpet and Turf programs.
Monitor competitive activity, market trends, installation dynamics, and consumer preferences to shape recommendations and strengthen Shaw’s value proposition.
Establish performance scorecards, priorities, and follow-up rhythms; communicate business health, opportunities, risks, and decisions to internal and customer leadership.
Provide direction to account support resources and cross-functional workstreams, aligning ownership, timing, and deliverables with account commitments.
Plan travel and customer engagement for strategic meetings, store walks, market visits, line reviews, launch readiness, and growth objectives.
Apply knowledge of Shaw’s internal and external processes and lead effectively in a matrixed, cross-functional environment.