National Account Sales Manager- Retail

Richelieu; Quebec; Hybrid; CAD 110,000 - 140,000; Full time

Benefits offered by this job

Competitive compensation

Shareholder opportunity

Work-life balance

Career growth

Job summary

Richelieu Hardware is seeking an experienced National Account Sales Manager- Retail to define and execute sales strategies for major retail hardware chains across North America. The role focuses on building high-level relationships, growing market share, and driving profitability through collaboration with marketing, product, and supply chain teams.

The candidate will lead negotiations, develop business plans, and manage trade spend while representing Richelieu at industry events.

Qualifications

• Bachelor's degree in Business, Marketing, Commerce or related field (MBA an asset).
• 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.
• Willingness to travel domestically up to 40%–50% of the time and a 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 thinking

Relationship building

Communication

Presentation

Sales tools

Education

Bachelor's degree in Business/Marketing/Commerce

Tools

Sales/category management tools

Job description

Richelieu Hardware is a North American leader and a change agent in a creative and dynamic industry. We are an importer, distributor, and manufacturer of specialty hardware and complementary products.

Our customers – Over 120,000 customers in North America: manufacturers of kitchen and bathroom cabinets, storage and closets, residential and office furniture, residential and commercial woodworking, as well as hardware retailers including large renovation centers.

Our team – 3,200 people, of which nearly half are dedicated to sales and marketing and over 50% are Richelieu shareholders.

We are seeking an experienced National Account Sales Manager- Retail 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). Location: Working from Greater Toronto Area, but having a Canada-Wide territory.

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

The success of this individual will be measured by their ability to:

• 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.

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
• 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 but 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.

We thank all candidates for their interest, however, we will only communicate with candidates selected for the pre-selection process.