Director, Sales - Co-Op & Key Accounts (Hardware & Home Improvement Channels)

JOB TITLE:                        Director, Sales -  Co-Op and Key Accounts

DEPARTMENT:                Sales

SUPERVISOR:                  VP Sales

THE COMPANY: Hangzhou GreatStar Industrial Co., Ltd. is one of the largest manufacturers of hand tools in the world, specializing in R&D, and manufacturing high quality products for the DIY, professional and industrial channels. Our brands include Arrow Fastener Co., LLC, Goldblatt, Pony & Jorgensen, Shop – Vac, EverBrite, WorkPro, SK Tools, as well as many others.

Arrow Tool Group is a trusted leader in the hand tools and hardware industry, known for delivering high-quality, innovative solutions to both professional tradespeople and DIY enthusiasts. Arrow Fastener, a household name for over 90 years, is renowned for its iconic T50® staple gun and a wide range of fastening tools built for durability and precision. Building on the success of the heavy duty T50® staple gun, Arrow now markets a full line of pneumatic, electric and manual staplers and brad nailers as well as rivet tools, glue guns, and hammer tackers and a full line of consumables to match.

Arrow Fastener Co., LLC is a wholly owned subsidiary of GreatStar Tools USA, Inc. whose other operating companies include Shop-Vac USA, SK Professional Tools, GreatStar Industrial US & Prime-Line Products.  Together, these companies form a powerhouse in the CPG space, committed to craftsmanship, customer satisfaction, and continuous innovation across eCommerce and retail channels.

ABOUT THE POSITION:  Arrow Fastener, a trusted leader in fastening solutions for over 90 years, is seeking an experienced and hands-on Director of Sales – Co-Op & Key Accounts to lead our relationships across the hardware and industrial channel. This role is responsible for driving growth with core customers including Ace Hardware, Do it Best, Menards, and Grainger, while overseeing Canadian sales and ensuring consistent execution across North America.

This leader will manage a team of direct Sales Managers and independent marketing representative groups, bringing a disciplined, field-focused approach to selling, execution, and customer partnership. The ideal candidate understands the hardware channel, knows how to win at the store level, and brings deep experience in tool sales and category management.

KEY RESPONSIBILITIES:

Key Account Leadership

• Lead and grow strategic relationships with key co-op and national accounts (Ace, Do it Best, Menards, Grainger)


• Develop and execute joint business plans that deliver profitable growth and expand Arrow’s presence at retail


• Negotiate pricing, assortments, promotional programs, and annual agreements


• Drive distribution gains, merchandising improvements, and in-store execution

Sales Execution

• Deliver revenue and margin targets across assigned accounts and geographies


• Apply a disciplined, data-driven approach to sales planning, forecasting, and performance tracking


• Ensure consistent execution of promotions, new product introductions, and planograms


• Identify opportunities to strengthen category position within the fastening and tool segments

Canada Market Leadership

• Own sales performance and growth strategy across Canada


• Build strong relationships with Canadian retail and distribution partners


• Align U.S.-based strategies with local market needs and conditions

Team Leadership

• Lead, coach, and develop a team of Sales Managers focused on the hardware channel


• Manage and direct independent marketing rep groups to ensure alignment, accountability, and performance


• Establish clear goals, metrics, and expectations tied to company objectives


• Maintain a strong field presence with customers and teams

Cross-Functional Partnership

• Partner closely with Marketing on product positioning, promotions, and merchandising programs


• Work with Supply Chain to ensure high service levels and inventory availability


• Collaborate with Finance on pricing, trade spend, and profitability


• Provide clear customer and market feedback to Product and Leadership teams

Systems & Forecasting

• Utilize ERP and CRM systems to manage forecasting, order flow, and sales performance


• Ensure accurate demand planning and alignment with operational capabilities


• Maintain disciplined reporting and business reviews with internal and external stakeholders

• Additional duties, as assigned

EXPERIENCE AND QUALIFICATIONS:

• Bachelor’s degree in Business, Marketing, or related field


• 10+ years of sales leadership experience in tools, hardware, or adjacent durable goods categories


• Proven experience calling on and growing key retailers in the hardware channel, including co-ops and regional chains


• Direct experience managing accounts such as Ace, Do it Best, Menards, Grainger, or similar


• Strong background in tool sales and category management


• Demonstrated success leading both direct sales teams and independent rep groups


• Experience working with ERP systems (e.g., SAP, Oracle, or similar) and CRM tools to manage business performance


• Strong negotiation skills and financial acumen


• Willingness to travel regularly to customers and field teams

Preferred

• Experience managing Canadian sales or working within the Canadian retail landscape


• Background in fastening systems, construction tools, or related categories

Key Competencies

• Practical, results-oriented leadership style


• Deep understanding of the hardware and co-op retail channel


• Strong customer focus with a hands-on approach


• Ability to translate strategy into in-store execution


• Clear communicator and team developer


• High level of accountability and ownership

Why Arrow Tool Group

At Arrow, we build tools and fastening solutions people rely on every day. We take pride in our legacy, value strong partnerships, and believe in doing business the right way. This role offers the opportunity to make a direct impact on our growth with some of our most important customers.

Great Star Tools offers a range of benefits to meet our employees’ needs, based on eligibility.  These benefits include, but are not limited to, our Core benefits: comprehensive healthcare, dental and vision coverage.  We offer ancillary benefits, such as Life/AD&D Insurance, Salary Continuation (dependent on location), or Short-Term and Long-Term Disability, Voluntary benefits (i.e. Critical Illness, etc.), Flexible Spending Accounts and Health Savings Accounts.  We also offer a 401(k) Safe Harbor Retirement Savings Plan with an Employer Match.  Vacation/Sick/Personal time off is available.  Additional details about these benefits will be provided during the hiring process.

Salary Range: $130,000 - $150,000 commensurate on experience and location.  Performance Based Bonus Plan is based Sales Achievement.