Retail National Account Manager (West Coast Territory)

Libbey; Oregon; Hybrid; USD 90,000 - 125,000; Full time

Benefits offered by this job

25% incentive plan

Car allowance

Mileage reimbursement

Company cell phone and laptop

Healthcare benefits

401(k) with company matching

Paid Time Off

Job summary

Libbey is seeking a National Account Manager – West Coast to drive profitable growth across specialty retail, mass, craft, and distributor accounts in the West Coast region. The role focuses on strengthening strategic customer relationships, executing annual account plans, and expanding Libbey’s presence in key retail channels.

You will develop customer-specific selling strategies, lead pricing and assortment initiatives, and collaborate with Marketing, Finance, Planning, and Supply Chain to

Qualifications

• High school diploma or GED (required)
• Bachelor’s degree preferred or equivalent experience
• Minimum 5 years in national account management or related roles
• Experience with specialty retail, mass retail, or distributors
• Proven ability to drive growth and manage pricing/margins
• Strong presentation, negotiation, and communication skills
• Ability to influence cross-functional teams and manage multiple accounts
• Willing to travel ~25%

Responsibilities

• Plan and execute to meet AOP and growth across accounts
• Manage West Coast portfolio of specialty retail, mass, craft, and distributor accounts
• Develop annual account plans aligned with Libbey growth strategies
• Lead customer relationships and point of contact for accounts
• Lead line reviews, assortment planning, and pricing strategies
• Identify and pursue new business opportunities with key accounts
• Collaborate with Marketing, Finance, Planning, Supply Chain
• Support pricing, profitability, and margin management
• Manage forecasts and supply chain alignment
• Travel as required for meetings and shows
• Present sales materials and growth proposals

Skills

Account management

Business development

Strategic selling

Financial acumen

Presentations

Negotiation

Cross-functional collaboration

Time management

Education

High school diploma/GED

Bachelor’s degree preferred

Job description

At Libbey, we are

MAKERS

No matter what you do at Libbey, you contribute to the making of the finest glass and tabletop products in the world. At Libbey, your valuable impact makes a difference and together we live our legacy while shaping our future to win as one!

LIBBEY: For Makers, By Makers. Since 1818!

This is a fully remote, outside sales position. However, candidates must live in the western United States territory to be considered. Prioritization will be given to candidates living in CA, OR, and OK.

National Account Manager – West Coast

is responsible for driving profitable growth across a diverse portfolio of specialty retail, mass, craft, and distributor accounts. This role develops and strengthens strategic customer relationships, identifies new business opportunities, successfully executes sales and marketing programs, and delivers against established revenue and profitability goals.

Libbey is seeking a highly motivated sales professional with strong account management, business development, and strategic selling capabilities. This role provides an exciting opportunity for a growth-oriented, customer-focused individual to expand Libbey’s presence across key retail channels, develop new customer partnerships, and contribute to the success of one of the world’s leading tableware brands.

RESPONSIBILITIES

• Overall planning and execution to achieve AOP goals and drive profitable growth across assigned accounts.
• Manage a portfolio of specialty retail, mass, craft, and distributor customers throughout the West Coast region.
• Develop and execute annual account plans aligned with customer objectives and Libbey growth strategies.
• Build collaborative customer relationships and serve as the primary point of contact for assigned accounts.
• Lead line reviews, assortment planning, promotional execution, and strategic growth initiatives.
• Identify, pursue, and secure new business opportunities, including key national account growth opportunities such as Albertson’s.
• Develop customer-specific selling strategies, presentations, assortment recommendations, and pricing solutions.
• Drive incremental growth through innovation, category expansion, and merchandising opportunities.
• Partner with Marketing, Creative, Planning, Supply Chain, and Operations to ensure successful execution of customer programs and new product launches.
• Collaborate with Finance to support pricing strategies, profitability objectives, and margin management.
• Manage customer forecasts, inventory flow, replenishment strategies, and supply chain alignment.
• Monitor business performance, identify risks and opportunities, and develop action plans to optimize results.
• Utilize market insights, customer data, and industry trends to identify opportunities and inform selling strategies.
• Design and deliver impactful customer presentations, sales materials, business reviews, and growth proposals.
• Work cohesively with internal teams to communicate customer requirements, business opportunities, competitive activity, and market feedback.
• Lead and/or play an active role in sales and cross-functional business initiatives.
• Attend customer meetings, industry trade shows, Libbey sales meetings, and training events as required.

REQUIREMENTS & QUALIFICATIONS

• High school diploma/GED required
• Bachelor’s degree preferred, or equivalent combination of education and relevant work experience
• Minimum of 5 years of experience in national account management, retail sales, or related commercial roles
• Experience managing customers within specialty retail, mass retail, craft, distributor, or related channels
• Proven success driving growth through business development and new customer acquisition
• Strong financial acumen, including pricing strategy, forecasting, sales planning, and margin management
• Ability to develop and deliver effective internal and external presentations
• Strong relationship-building, negotiation, and communication skills
• Demonstrated ability to collaborate with and influence cross-functional teams
• Strong organizational, analytical, and time management skills
• Ability to manage multiple priorities and complex customer portfolios in a fast-paced environment
• Willing to travel at least 25%

COMPETENCIES FOR SUCCESST

• Take Control: ask for the direction and support you need to attain mastery of your objectives and ownership of your professional development.
• Be Engaged & Committed: lean in to learn, engage, and contribute, resulting in increased performance and personal satisfaction from your work.
• Be Accountable: hold yourself responsible for achieving your goals and successfully executing against the organization's initiatives.
• Continuous Improvement Mindset: Act with curiosity, proactively identifying and implementing changes to enhance work processes and outcomes. Consistently seek opportunities to improve efficiency, quality and overall effectiveness.
• Account Growth & Management: Develop and execute strategic account plans by aligning Libbey’s commercial priorities with customer objectives. Drive growth through share expansion, profitability, and long-term partnerships, supported by disciplined planning and execution.
• Negotiating & Communication: Communicate Libbey’s value through compelling sales stories that connect products, data, and insights to customer needs. Negotiate mutually beneficial outcomes, influence customer decisions, and build trusted partnerships that drive sustainable growth.

The base salary range for this position, in this market, is typically $90,000-125,000. In addition to base salary, this position is eligible for a 25% target sales incentive plan, car allowance, mileage reimbursement, company cell phone and laptop. Libbey also offers a comprehensive healthcare benefits package, 401(k) with company matching and generous Paid Time Off.

Libbey is an Equal Employment Opportunity (“EEO”) Employer.

We are committed to an inclusive workplace, free of harassment and discrimination.