Director, National Accounts

Confidential; California (MO); On-site; USD 140,000 - 175,000; Full time

Job summary

A leading consumer tech firm is seeking a Director for National Accounts to lead the strategy and execution of major retail partnerships. This role requires significant experience in wholesale management and account development, focusing on driving revenue growth and maintaining high-trust relationships with senior buyers. Candidates should have a proven track record in managing complex accounts, analyzing data for informed decision-making, and building scalable systems to enhance performance. Full-time position, based in California.

Qualifications

• 7+ years in wholesale, retail, or account management, ideally within consumer goods or accessories.
• Proven success managing account relationships and delivering against sales goals.
• Strong analytical skills with experience interpreting sell-through data and forecasting inventory needs.
• Excellent communication and relationship-building abilities.
• Highly organized and detail-oriented, with the ability to manage multiple accounts and priorities.
• Comfortable working in a fast-paced, dynamic environment.

Responsibilities

• Build growth plans for key national accounts covering revenue, assortment, pricing, and promotional strategy.
• Serve as the primary lead for major retailers, managing buyer and planner relationships.
• Own forecasting, OTB inputs, replenishment, and seasonal planning for each account.
• Create simple, repeatable processes for forecasting, reporting, and promotional planning.

Skills

Wholesale management

Account management

Analytical skills

Relationship building

Organizational skills

Job description

Base pay range

$140,000.00/yr - $175,000.00/yr

Overview

We’re looking for a Director, National Accounts – Wholesale to lead the strategy, growth, and execution of our company’s largest retail partnerships. This role owns a major portion of our wholesale revenue and requires a seasoned commercial leader who can operate at the intersection of sales, merchandising, pricing, and buyer relationship management.

You’ll bring deep experience running national key accounts—ideally within consumer tech or adjacent categories—where you’ve negotiated programs, managed complex promotional calendars, influenced merchandising decisions, and built high‑trust partnerships with senior buyers and planners.

This is a role for someone who is both strategic and hands‑on: a savvy salesperson who understands what drives retail performance, can anticipate buyer needs, and can connect the dots between product, inventory, pricing, and profitability.

Responsibilities

Set the Strategy

• Build growth plans for key national accounts, covering revenue, assortment, pricing, and promotional strategy.
• Translate company objectives into simple, actionable account frameworks.
• Identify whitespace and test new programs or merchandising opportunities.

Own Account Relationships

• Serve as the primary lead for major retailers, managing buyer and planner relationships with clarity and credibility.
• Pitch programs, negotiate pricing and promos, and influence merchandising decisions using data and category expertise.
• Deliver clear, concise business reviews and insights to leadership.

Own Forecasting, Inventory & Replenishment

• Own forecasting, OTB inputs, replenishment, and seasonal planning for each account, partnering closely with the Planning and Production teams.
• Troubleshoot with Wholesale Operations when EDI errors, shipment timing, inventory gaps, etc. occur.
• Maintain tight reporting and communication to keep teams aligned.
• Manage SKU mix, promotional calendars, and retail presentation to maximize sell‑through.
• Analyze weekly performance to identify risks or opportunities and move quickly on adjustments.
• Partner cross‑functionally to ensure that assortment, pricing, and marketing moments land cleanly at retail.

Build Scalable Systems

• Create simple, repeatable processes for forecasting, reporting, and promotional planning.
• Improve visibility with clean dashboards and consistent communication rhythms.
• Help build the wholesale function through documentation and continuous improvement.

Qualifications

• 7+ years in wholesale, retail, or account management, ideally within consumer goods or accessories.
• Proven success managing account relationships and delivering against sales goals.
• Strong analytical skills with experience interpreting sell‑through data and forecasting inventory needs.
• Excellent communication and relationship‑building abilities.
• Highly organized and detail‑oriented, with the ability to manage multiple accounts and priorities.
• Comfortable working in a fast‑paced, dynamic environment.

You’ll Thrive Here If You…

• Think in systems and execute with precision.
• Know how to build trust with partners while holding firm on sales goals.
• See around corners and bring solutions before problems elevate.
• Treat data as fuel — not decoration.
• Build processes that make complex businesses easier to run.
• Care about long‑term relationships as much as short‑term results.

Seniority level

Director

Employment type

Full‑time

Job function

• Sales and Business Development
• Advertising Services