Senior Sales Account Executive

JEM INTERNATIONAL, INC.; Edison (NJ); On-site; USD 180,000 - 240,000; Full time

Job summary

JEM International Inc. is seeking a Senior Director of Sales – National Accounts with extensive experience selling consumer products into major U.S. mass-market and specialty retailers.

The role requires a well-connected, results-driven professional who has established relationships with national retail buyers and a proven track record of growing wholesale programs. The ideal candidate will lead strategic account development, open new doors with key retailers, and collaborate closely with

Qualifications

• 7–10+ years wholesale consumer products sales experience.
• Established and active relationships with retail buyers and decision-makers.
• History of opening new accounts and expanding existing ones.
• Willingness to travel for buyer meetings, trade shows, market visits.

Responsibilities

• Develop and grow business with major national retail accounts.
• Leverage buyer relationships to identify opportunities and secure meetings.
• Manage the full sales process from introduction to program award and ongoing account management.
• Collaborate with Product Development, Design, Sourcing, Operations and Executives on retailer-specific programs.
• Understand retailer strategies, pricing, and promotions to create compelling assortments.
• Negotiate pricing, margins, and promotional terms while protecting profitability.
• Build long-term relationships with buyers, merchants and category managers.
• Maintain a sales pipeline and provide forecasts and strategies to senior management.

Skills

Wholesale sales

Relationship building

Negotiation

Presentation skills

Strategic thinking

Tools

Excel

PowerPoint

Job description

JEM International Inc. is seeking an accomplished Senior Director of Sales – National Accounts with extensive experience selling consumer products into major U.S. mass-market, club, value, and specialty retailers.

This is a senior sales position for a highly connected, results-driven sales professional who has established relationships with national retail buyers and a proven track record of developing and growing substantial wholesale programs.

Key Responsibilities

• Develop and grow business with major national retail accounts, including:
• Target
• Costco
• Sam’s Club
• Five Below
• Ross
• Burlington
• Home Depot
• Lowe’s
• Other major mass, club, value, specialty, and off-price retailers
• Leverage existing buyer and merchant relationships to identify new opportunities, secure meetings, present programs, and generate new business.
• Manage the complete sales process from initial introduction and product presentation through costing, negotiation, program award, and ongoing account management.
• Partner closely with Product Development, Design, Sourcing, Operations, and Executive Management to develop retailer-specific product assortments and programs.
• Understand retailer strategies, competitive assortments, price points, consumer trends, and whitespace opportunities.
• Develop compelling presentations, line reviews, assortment recommendations, and retailer-specific sales strategies.
• Negotiate pricing, margins, quantities, promotional opportunities, and other commercial terms while maintaining company profitability.
• Build and maintain strong long-term relationships with buyers, merchants, DMMs, category managers, sourcing teams, and other key retail decision-makers.
• Identify new categories, products, and programs that can expand the company’s business within existing accounts.
• Maintain an active sales pipeline and provide accurate sales forecasts, opportunity updates, and account strategies to senior management.

Category Experience

• Pet Products
• Housewares
• Food Storage
• Storage & Organization
• Home Organization

Experience across multiple categories is highly preferred.

Qualifications

• 7–10+ years of successful wholesale consumer products sales experience, preferably with national retail accounts.
• Proven experience selling directly to major U.S. retailers such as Walmart, Target, Costco, Sam’s Club, Five Below, Dollar General, Dollar Tree, TJX, Ross, Burlington, Home Depot, Lowe’s, or comparable national accounts.
• Established and active relationships with retail buyers and decision-makers are essential.
• Demonstrated history of opening new accounts, expanding existing accounts, and securing significant retail programs.
• Strong understanding of the wholesale consumer products industry, retailer margins, costing, promotional programs, line reviews, and product development cycles.
• Ability to recognize product and category opportunities and translate them into retailer-specific programs.
• Excellent presentation, communication, negotiation, and relationship-building skills.
• Highly organized, entrepreneurial, proactive, and comfortable managing multiple major accounts and opportunities simultaneously.
• Ability to work closely with product development and design teams to bring retailer opportunities from concept through commercialization.
• Strong knowledge of Excel, PowerPoint, and professional sales presentation tools.
• Willingness to travel for buyer meetings, trade shows, market visits, and other business opportunities as needed.

Ideal Candidate

The ideal candidate is a well-established wholesale sales executive with a strong reputation in the retail industry and an existing network of buyer relationships.

We are specifically looking for someone who can do more than maintain accounts. This individual should be capable of opening doors, creating opportunities, identifying whitespace within major retailers, and turning relationships into meaningful long-term business.

The successful candidate will have the commercial instincts to understand what retailers are looking for, work collaboratively with our internal product development and design teams, and build programs specifically around the needs of each account.

Existing buyer relationships and a proven track record of generating business with major national retailers are critical for this position.