National Account Sales Manager-Retail

Richelieu Hardware; Burlington; On-site; CAD 110,000 - 170,000; Full time

Benefits offered by this job

Competitive base compensation

Shareholder opportunities

Work‑life balance

Growth opportunities

Quality products

Job summary

Richelieu Hardware seeks an experienced National Account Sales Manager-Retail to define and execute sales strategies for major national hardware chains across North America. You will lead cross-functional teams spanning sales, marketing, product development, and supply chain to deliver growth with Home Depot Canada, RONA, Canadian Tire, Home Hardware, and others.

The role requires 10+ years in sales with 5+ in national/key accounts, strong negotiation and analytics, and willingness to travel up

Qualifications

• Bachelor's degree in Business, Marketing, Commerce, or related field (MBA an asset).
• 10+ years of sales experience with 5+ years in national/key account sales in hardware/building materials/home improvement retail preferred.
• Proven track record managing major Canadian retail accounts or buying groups.
• Bilingualism (English/French) an asset, esp. for Quebec exposure.
• Willingness to travel domestically up to 40–50%.
• Valid driver's license.

Responsibilities

• Own and grow relationships with national retail hardware accounts and independent dealer/buying groups.
• Develop and execute account-specific business plans to meet sales, market share, and profitability targets.
• Lead annual negotiations including pricing, trade spend, program fees, rebates, and promotional/flyer participation.
• Collaborate cross-functionally with marketing, product management, supply chain, and finance to align on account strategy.
• Analyze sell-through data, market trends, seasonal demand, and competitor activity to identify growth opportunities.
• Present quarterly business reviews (QBRs) and line reviews to retail buyers and internal leadership.
• Manage trade spend and co-op advertising budgets, ensuring ROI on promotional investments.
• Forecast sales volumes and monitor performance against targets, including seasonal planning cycles.
• Resolve account issues related to supply, pricing, service levels, or product listings.
• Represent the company at industry trade shows, dealer markets, and buying group conventions.
• Stay current on Canadian retail hardware industry trends, regulations, and the competitive landscape.

Skills

Negotiation

Analytical skills

Relationship building

Sales tools

Syndicated data

Education

Bachelor's degree in Business/Marketing/Commerce (MBA asset)

Tools

Sales/category management tools

Syndicated data

Job description

Richelieu Hardware is looking for a National Account Sales Manager-Ratail to develop and manage strategic relationships with Major Retail Hardware chains Home Improvement, and Building Supply Retailers (e.g., Home Depot Canada, RONA, Canadian Tire, Home Hardware).

How about joining a leading company in specialty hardware in North America, publicly traded and with continuous growth for 50 years!

At Richelieu, we believe that sustainable growth is built on strong business relationships, a deep understanding of markets, and a constant ability to create value for our customers. In this context, the National Account Sales Manager-Retail is responsible for defining and executing the sales strategy for our most important retail and hardware partners across North America.

At the intersection of sales, marketing, product development, and supply chain operations, this individual acts as a true growth architect, building high-level relationships with key decision-makers and identifying the best business opportunities for Richelieu and its customers on a national scale.

Through strategic leadership, market insight, and the ability to align internal teams around shared objectives, the incumbent directly contributes to expanding market share, increasing revenue, and strengthening Richelieu’s position as a preferred partner for major home improvement retailers, buying groups, and independent dealers.

Expected Impact

• Drive sales growth within assigned strategic national accounts.

• Build and maintain long‑term partnerships with leading retail and hardware chains.

• Influence commercial strategies and national merchandising programs.

• Align the efforts of sales, product management, marketing, and operations teams to deliver an exceptional customer experience.

• Directly contribute to Richelieu’s growth and profitability objectives.

Main improvements

• Adapted the translation to natural North American business English.

• Used terminology commonly found in executive‑level sales and account management job postings (e.g., sales strategy, strategic national accounts, merchandising programs, preferred partner).

• Preserved the strategic and leadership‑oriented tone of the original French text.

More specifically, the main responsibilities of the position are to

Own and grow relationships with national retail hardware accounts and independent dealer/buying groups

• Develop and execute account‑specific business plans to meet sales, market share, and profitability targets

• Lead annual negotiations including pricing, trade spend, program fees, rebates, and promotional/flyer participation

• Collaborate cross‑functionally with marketing, product management, supply chain, and finance to align on account strategy

• Analyze sell‑through data, market trends, seasonal demand, and competitor activity to identify growth opportunities

• Present quarterly business reviews (QBRs) and line reviews to retail buyers and internal leadership

• Manage trade spend and co‑op advertising budgets, ensuring ROI on promotional investments

• Forecast sales volumes and monitor performance against targets, including seasonal (spring/summer) planning cycles

• Resolve account issues related to supply, pricing, service levels, or product listings

• Represent the company at industry trade shows, dealer markets, and buying group conventions

• Stay current on Canadian retail hardware industry trends, regulations, and the competitive landscape

Requirements

• Bachelor's degree in Business, Marketing, Commerce, or related field (MBA an asset)

• Preferably 10+ years of Sales experience and 5+in national/key account sales, preferably within hardware, building materials, or home improvement retail

• Proven track record managing major Canadian retail accounts or buying groups

• Bilingualism (English/French) is an asset, particularly for accounts with Quebec exposure

• Willingness to travel domestically as required, including to dealer markets and trade shows, up to 40%-50% of the time

• Valid driver's license

The ideal candidate is a person who…

• Strong negotiation, analytical, and relationship‑building skills

• Proficiency with sales/category management tools and syndicated data

• Excellent communication and presentation skills

What we offer

• A Canadian flagship : As a company with proud roots in Quebec, present in Canada and the United States, we enjoy excellent recognition and a great reputation.

• A mature and stable company: With more than 50 years of experience in the market, we offer the trust and organizational strength needed for a safe working environment.

• Continuous growth: With strong financial health, our business is constantly expanding, opening future opportunities for all.

• Competitive compensation: We offer competitive base compensation based on the market.

• Opportunity to become a shareholder: We believe in the involvement of our employees and offer them the opportunity to become shareholders.

• Work‑life balance: We value a healthy and flexible work environment, allowing everyone to achieve a work‑life balance.

• Quality products: We are committed to offering products of exceptional quality, thus satisfying our most demanding customers.

• Opportunity to grow: We encourage career opportunities and continuing education for the professional development of our employees.