National Account Manager (West Coast Territory)

Libbey

2d•$90,000 - $125,000•Remote

About The Position

The National Account Manager – West Coast drives profitable growth across a portfolio of specialty retail, mass, craft, and distributor accounts. The role develops and strengthens strategic customer relationships, identifies new business opportunities, executes sales and marketing programs, and delivers established revenue and profitability goals. The position is fully remote and outside sales, with candidates required to live in the western United States territory; candidates in California, Oregon, and Oklahoma will be prioritized. The role develops annual account plans, leads customer line reviews and assortment planning, pursues new business, and coordinates with internal teams to execute customer programs and product launches. It also manages forecasts, inventory flow, pricing and profitability considerations, and business performance. The role requires at least 25% travel and attendance at customer meetings, industry trade shows, sales meetings, and training events as required.

Requirements

High school diploma or GED required.
At least 5 years of experience in national account management, retail sales, or related commercial roles.
Experience managing customers in specialty retail, mass retail, craft, distributor, or related channels.
Proven success driving growth through business development and new customer acquisition.
Strong financial acumen, including pricing strategy, forecasting, sales planning, and margin management.
Ability to develop and deliver effective internal and external presentations.
Strong relationship-building, negotiation, and communication skills.
Demonstrated ability to collaborate with and influence cross-functional teams.
Strong organizational, analytical, and time-management skills.
Ability to manage multiple priorities and complex customer portfolios in a fast-paced environment.
Willingness to travel at least 25%.
Must live within the western United States territory; candidates in California, Oregon, and Oklahoma will be prioritized.

Nice To Haves

Bachelor’s degree, or equivalent combination of education and relevant work experience.
Experience or capability in account growth and management, including strategic account planning, share expansion, profitability, and long-term customer partnerships.
Capability in communicating company value through sales stories connecting products, data, and insights to customer needs, and negotiating mutually beneficial outcomes.

Responsibilities

Plan and execute activities to achieve AOP goals and drive profitable growth across assigned accounts.
Manage specialty retail, mass, craft, and distributor customers throughout the West Coast region.
Develop and execute annual account plans aligned with customer objectives and company growth strategies.
Build collaborative customer relationships and serve as the primary point of contact for assigned accounts.
Lead line reviews, assortment planning, promotional execution, and strategic growth initiatives.
Identify, pursue, and secure new business opportunities, including national account growth opportunities such as Albertson’s.
Develop customer-specific selling strategies, presentations, assortment recommendations, and pricing solutions.
Drive incremental growth through innovation, category expansion, and merchandising opportunities.
Partner with Marketing, Creative, Planning, Supply Chain, and Operations to execute customer programs and new product launches.
Collaborate with Finance on pricing strategies, profitability objectives, and margin management.
Manage customer forecasts, inventory flow, replenishment strategies, and supply chain alignment.
Monitor business performance, identify risks and opportunities, and develop action plans to optimize results.
Use market insights, customer data, and industry trends to identify opportunities and inform selling strategies.
Design and deliver customer presentations, sales materials, business reviews, and growth proposals.
Communicate customer requirements, business opportunities, competitive activity, and market feedback to internal teams.
Lead or actively participate in sales and cross-functional business initiatives.
Attend customer meetings, industry trade shows, sales meetings, and training events as required.