National Account Manager- Pro Channel

Worthington Enterprises; Columbus (OH); On-site; USD 80,000 - 100,000; Full time

Job summary

A leading professional tools company is looking for a National Account Manager Pro Channel to drive growth across Paint and Drywall accounts. The ideal candidate will have over 5 years of experience in sales/account management, strong commercial acumen, and the ability to influence stakeholders. Responsibilities include developing strategic programs and managing account activities to achieve targeted revenue gains. The role offers a competitive compensation package including a base salary plus incentives.

Qualifications

• 5+ years of sales/account management experience, ideally with industrial tools.
• Experience managing national accounts and specialty distributors.
• Willingness to travel up to 50% across North America.

Responsibilities

• Drive growth across professional Paint and Drywall accounts.
• Manage account and channel sales activities to achieve targets.
• Develop strategic programs and lead broker and event execution.

Skills

Strong commercial acumen

Negotiation skills

Communication skills

Presentation skills

Ability to leverage raw data

Education

4-year degree in business or equivalent

Tools

CRM tools

Forecasting tools

POS analytics tools

Job description

Overview

Under the direction of the Director of Sales, The National Account Manager Pro Channel will drive growth across professional Paint and Drywall accounts by developing strategic programs, leading broker and event execution, and aligning cross-functional resources. This role requires a strong commercial acumen, a hunter’s mindset, and the ability to influence internal and external stakeholders. From sell-in to sell-through, the NAM will be accountable for building programs that scale, generating demand through field activity, and delivering meaningful revenue and margin gains.

Key Roles & Responsibilities

• Lead strategic account development across assigned Pro segment partners with a strong emphasis on building long-term, value-driven relationships that drive mutually beneficial business results. Operates at the highest level in the accounts’ organizations, and facilitates executive-level interfaces between the company and the accounts when necessary.
• Lead through influence—mentor field reps, broker partners, and cross-functional peers to drive unified execution and elevate brand presence at the local level.
• Act as a strategic advisor to customer leadership teams—present business cases, lead MBRs, and represent Worthington with confidence and credibility.
• Customize programs and product assortments based on Pro customer behavior, service requirements, and regional market differences.
• Present solutions to key stakeholders within the customer’s organization and identify opportunities for growth within the account.
• Pursue whitespace accounts and channel entry points with a hunter mindset—identify new opportunities, pitch differentiated solutions, and lead program sell-in.
• Manage account and channel sales activities to achieve annual volume, distribution, share, and profit targets.
• Create and execute sales plans to achieve volume, profit, and distribution objectives in line with channel growth, targeting $23–30M in share gain within the addressable market.
• Actively manage pricing, forecasting, and promotional planning tailored to each Pro account’s business model.
• Own internal forecasting, performance analysis, and account planning.
• Leverage POS data, field reports, customer feedback, and internal analytics to refine strategy and report outcomes; deliver fact-based growth recommendations to leadership.
• Use data from field activity, POS systems, and distributor feedback to refine go-to-market approaches and support growth initiatives.
• Collaborate with Sales Activation Specialist to manage customer meetings, trade shows, line review prep, and channel planning; work with Finance, Analytics, Supply Chain, and Brand teams to ensure seamless execution, accurate demand planning, and optimized margin delivery.
• Co-develop merchandising strategies (POG development) and in-store/field program execution with brand teams, brokers, and field specialists; contribute to local marketing strategy.
• Drive adoption of highly technical product lines through education, demo events, and tailored content creation; coordinate with field coverage to target shows with the highest ROI.
• Identify and pursue category expansion opportunities across Pro Paint, Drywall, and Concrete channels.
• Partner with Product, Marketing, and Supply Chain to develop market-responsive tools and content for Pro users.
• Partner with Director of Sales on account-specific P&L performance and drive GM improvement through pricing strategy, margin mix optimization, and demand shaping.
• Collaborate with Field Demonstration Specialists and manage regional manufacturer reps to deliver training events, job-site demos, and build contractor relationships to meet sales objectives.
• Align with Sales Management on the hiring of manufacturer reps that meet Worthington strategic objectives as needed.
• Coordinate Pro Show events and broker engagement strategy; work with Demonstration Specialists and Field Marketing to schedule, resource, and measure events that drive contractor conversion and brand pull-through.
• Utilize internal support teams (5th Gear, Analytics, Logistics, Customer Service) to ensure seamless order execution, problem resolution, and performance reporting for senior leadership.
• Serve as a subject matter expert on the professional user landscape, tracking market shifts, competitive activity, and pricing intelligence.
• Deliver regular reporting on sales performance, market insights, and recommendations to senior leadership.
• Proactively communicates customer contractual terms with defined cadence to appropriate departments and internal stakeholders.

Education/Training Required - Critical Skills, Knowledge and Abilities

• 4-year degree, or equivalent, with concentration in business
• 5+ years of sales/account management experience, ideally with an industrial tools focus on Pro or specialty distribution channels
• Demonstrated success managing national accounts and/or specialty distributors
• Strong commercial acumen, negotiation skills, communication & presentation skills with a customer-first mindset
• Experience with fact-based and solution-minded selling approaches
• Experience building programs and partnerships with field sales organizations and rep agencies
• Ability to work independently in a fast-paced, matrixed environment while also collaborating cross-functionally with all levels
• Basic knowledge of common consumer packaged goods math and vocabulary
• Proficiency with CRM, forecasting, and POS analytics tools
• Works with a sense of urgency and ownership
• Ability to leverage raw data into actionable insights
• Willingness to travel up to 50% across North America
• Base salary will be determined based on experience plus incentive compensation

Ideal Candidate Qualifications

• Experience in Paint, Drywall, Concrete or Construction Supply sectors
• Familiarity with customers like Sherwin-Williams, GMS, FBM, White Cap or similar distribution channels
• Prior experience launching products or new channels in Pro environments
• Exposure to demo-based or solution-selling sales models

Success Profile

• Build deep, trust-based relationships with distribution partners and Pro end users
• Translate voice-of-customer insights into targeted product offerings and programs
• Deliver results with urgency, ownership, and adaptability
• Champion a strategic vision that elevates Worthington’s Level5 brand presence in the Pro marketplace