National Account Manager

BLACK DIAMOND COATINGS INC • Brooksville, FL

5d • Remote

About The Position

The National Account Manager owns and grows Black Diamond Coatings' relationships with an assigned portfolio of national retail accounts (e.g., Lowe's, The Home Depot, Central Garden & Pet, and other assigned partners). This role reports to the EVP, Sales, and is the day-to-day commercial owner of those assigned accounts — responsible for driving profitable revenue growth, deepening existing business through assortment expansion and in-store programs, and executing account plans within the pricing, trade-spend, and margin parameters set by the EVP, Sales. Beyond managing the plan, this role is expected to find the wins that weren't in the plan — proactively spotting incremental opportunities within assigned accounts (new categories, placements, or programs) and bringing them forward. Every opportunity pursued must be within BDC's actual production, supply chain, and quality capability; the NAM never commits BDC to a program, volume, or timeline the company cannot reliably deliver. Creative account-building is encouraged; overpromising the customer is not. Champion BDC's Core Values: Embody BDC's core values in every interaction — with team members, customers, retail partners, and vendors. Lead by example: demonstrate strong work ethic, integrity, and commitment to excellence, and inspire your team through your actions. Do more with less — resourcefulness and a relentless "will to win" are the standard, not the exception. Be tenacious: figure it out. Roadblocks are opportunities to show grit; give 110% every day. Stay positive as a team, communicate with honesty, integrity, and respect, and hold yourself and others accountable to the BDC standard.

Requirements

• 10+ years of national account / big-box retail sales experience (Lowe's, The Home Depot, or comparable mass retail).
• Demonstrated record of growing national retail revenue profitably and managing senior merchant relationships.
• Strong commercial and financial acumen to execute pricing, margin, joint business planning, and trade-spend programs within leadership-set parameters.
• Experience advancing line reviews and in-store tests to permanent placement.
• Ability to travel approximately 30–50% to retailer headquarters, stores, and company facilities.

Nice To Haves

• Established relationships with Lowe's and/or The Home Depot merchant teams.
• Category experience in lawn & garden, outdoor, hardscape, or building products/coatings.
• Experience with private-label or co-brand programs.
• A track record of surfacing account opportunities that weren't in the original plan — and the judgment to know what BDC can and can't deliver.

Responsibilities

• Serve as the primary relationship owner for an assigned portfolio of national retail accounts; build and maintain executive and merchant-level relationships.
• Execute pricing, program economics, and trade spend within parameters set by the EVP, Sales.
• Manage account-level revenue and margin performance in support of the EVP, Sales' channel P&L and Blended Gross Margin % target.
• Proactively identify incremental opportunities within assigned accounts: expanded assortment, new categories, new products, in-store programs, or adjacent placements that fall outside the original account plan.
• Confirm production, supply chain, and quality capability before proposing any commitment to a retail partner; never overpromise volume, timeline, or program scope that BDC cannot reliably deliver.
• Grow established accounts through assortment expansion, improved sell-through, in-store programs (e.g., polymeric sand, Mulch Anchor), and fixture/rack placement.
• Develop and execute annual joint business plans; lead line reviews, promotional planning, and category strategy with retail merchants, within EVP Sales-approved parameters.
• Convert in-store tests to permanent placement; manage post-test performance, fill rates, and reorder cadence.
• Provide accurate account-level forecast input to the EVP, Sales; forecast ownership sits with the EVP, Sales, who consolidates inputs across all accounts.
• Coordinate with operations and supply chain to protect service levels for assigned accounts; manage distributor routing and evaluate direct-to-retailer opportunities.
• Provide accurate pipeline, forecast, and account reporting to the EVP, Sales.
• Represent BDC at merchant meetings, trade shows, and industry events.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed