Retail Sales Manager, National Accounts

Position Summary

The Retail Sales Manager, National Accounts is responsible for driving profitable sales growth across our most strategically important mass and value retail partners focused on the textured haircare category. This role owns the day-to-day account relationship, annual joint business planning, financial margin goals, trade promotion strategy, and in-store execution while partnering with internal cross-functional teams and external broker partners to deliver on revenue, margin, and share objectives. The ideal candidate is a seasoned CPG sales professional with a proven track record of managing large, complex national retail accounts and delivering results in a fast-paced, metrics-driven environment.

Key Responsibilities

Account Management & Strategy

• Serve as the primary point of contact and strategic lead for assigned national accounts, including Walmart, Target, Dollar General, and other mass or value channel retailers.
• Develop and execute annual Joint Business Plans (JBPs) that align retailer priorities with company growth, margin, and share objectives.
• Build and maintain strong, trust-based relationships with buyers, category managers, replenishment teams, and senior merchant leadership.
• Own top-line revenue, trade spend, gross margin, and volume forecasts for each assigned account, delivering to or exceeding plan.

Sales Execution & Growth

• Drive new item launches, distribution expansion, shelf optimization, and planogram compliance across assigned retailers.
• Develop and manage promotional calendars, trade programs, and pricing strategies to deliver sell-through while protecting profitability.
• Analyze syndicated data (Nielsen, IRI, retailer portals such as Retail Link, and Partners Online,) to identify risks, opportunities, and actionable insights.
• Actively monitor and resolve execution gaps impacting sales performance at store level.
• Lead line reviews and category presentations, delivering fact-based, insight-driven selling stories tailored to each retailer's strategy.
• Partner with internal digital marketing team to optimize digital shelf presence, online assortment, content quality, and retail media activation

Broker & Cross-Functional Leadership

• Manage and own performance of third-party broker partners, setting clear priorities, KPIs, and scorecards to ensure aligned execution at headquarters and in the field.
• Conduct regular broker business reviews, coaching broker teams on selling stories, retailer priorities, and execution standards.
• Partner cross-functionally with Marketing, Category Management, Supply Chain, Finance, and Shopper Insights to bring integrated plans to market.
• Collaborate with Demand Planning and Operations to ensure forecast accuracy, service levels, and on-shelf availability.

Financial & Trade Management

• Manage trade investment and promotional spend within approved budgets, delivering strong ROI and post-event analysis on all major programs.
• Build monthly and quarterly business reviews for the VP of Retail Sales and Chief Sales Officer, clearly communicating performance, risks, and countermeasures.
• Support annual budgeting, long-range planning, and monthly S&OP processes with accurate, defensible account forecasts.

Qualifications

Required Experience

• Bachelor's degree in Business, Marketing, Finance, or a related field; MBA a plus.
• 5+ years of progressive sales experience in the retail and/or CPG industry.
• Prior experience as an account manager calling on mass retailers — Walmart, Target, Dollar General, Sam's Club, Costco, BJ's, Dollar Tree, or Five Below.
• Demonstrated experience managing and directing broker partners at both headquarter and retail execution levels.
• Proven track record of delivering revenue, share, and profit growth against plan in a national account role.

Skills & Competencies

• Deep understanding of CPG retail dynamics, including trade management, promotional planning, category management, and retailer P&L.
• Strong forecasting ability — skilled at building accurate volume, revenue, and trade spend forecasts using a combination of POS data, shipment trends, promotional plans, and retailer input; able to identify risks and opportunities early and adjust plans accordingly.
• Proficiency with syndicated data platforms (Nielsen, IRI) and retailer-specific systems such as Retail Link and Partners Online.
• Advanced skills in Microsoft Excel and PowerPoint; strong financial and analytical acumen.
• Exceptional communication, negotiation, and presentation skills with the ability to influence senior internal and external stakeholders.
• Self-directed, results-oriented, and comfortable operating in a matrixed reporting structure.

Travel Requirements

Ability to travel up to 30% of the time to retailer, broker offices, trade shows, and market visits.