National Account Manager Retail Channel (DIY)

Real Flame Company Inc•Yorkville, WI

2d•Hybrid

About The Position

We are seeking a highly driven National Account Manager of DIY that will lead the Real Flame Company DIY Channel (Home Depot, Lowes, Ferguson, Ace Hardware, etc.) by increasing sales at current accounts and prospecting additional distributors and retailers in the DIY channel. They will collaborate with various teams and develop strong relationships to assume the category leader at existing accounts. This role requires exceptional communication, demonstrates Omni Channel thinking, and consumer durables industry experience. This role will operate as a strategic partner to the VP of Sales, aligning DIY channel initiatives with overall revenue growth, margin targets, and market expansion goals. The National Account Manager will provide regular insights into account performance, competitive landscape, and category trends, informing broader sales strategy and investment decisions. They will also play a key role in forecasting, pricing strategy, and promotional planning, ensuring execution within the DIY channel supports enterprise-wide objectives while driving sustainable, profitable growth.

Requirements

5 - 7 years of experience in national account management, sales, or business development within consumer durables, retail, or manufacturing
Proven success managing large retail accounts such as Home Depot, Lowe’s, Ace Hardware, Ferguson, or similar
Demonstrated experience owning account-level P&L and delivering profitable growth
Strong understanding of retail fundamentals, including assortment planning, pricing, promotions, and forecasting
Experience supporting both in-store and eCommerce business channels
Data-driven mindset with strong analytical and problem-solving skills
Excellent communication, negotiation, and relationship-building abilities
Highly organized with the ability to manage multiple accounts and priorities simultaneously
Self-starter with strong ownership mentality and a results-driven approach
Estimated 10% overnight travel required when appropriate
Experience managing accounts across both U.S. and Canadian retail markets

Responsibilities

P&L Responsibilities (DIY Accounts – Home Depot, Lowe’s, Ace Hardware, Ferguson): Support evaluation of customer programs, promotions, advertising, and terms, with a focus on improving overall ROI and margin performance
Develop, maintain, and execute a rolling three-year strategic plan aligned to company growth targets and VP of Sales expectations
Build and execute annual business plans designed to expand market share, improve profitability, and strengthen account partnerships
Serve as the primary point of contact for key customers, developing strong relationships with buyers, merchants, and decision-makers
Lead assortment planning, pricing strategy, promotional calendars, and new product introductions across each account
Analyze sales performance, market trends, and competitive activity to identify opportunities and risks; adjust strategies accordingly
Deliver accurate forecasts and partner closely with supply chain and operations to ensure inventory alignment and service levels
Own in-store execution strategies, ensuring strong product visibility, content accuracy, and performance optimization
Lead Quarterly Business Reviews (QBRs) with customers, presenting clear, data-driven insights, performance updates, and forward-looking strategies
Manage retailer systems and processes (item setup, compliance requirements, reporting, and order flow) with a high level of accuracy and accountability
Proactively identify and pursue new distribution opportunities within the DIY channel
Partner closely with Product Development, Supply Chain, Finance, and Operations to ensure seamless execution across all accounts
Align go-to-market strategies, product launches, and promotional initiatives with account-specific opportunities
Provide customer and market insights to inform product development, pricing decisions, and overall commercial strategy
Act as the voice of the customer internally while ensuring company priorities and execution standards are met

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)