Sr Dir, PRO Sales National Accounts

Fortune Brands; Illinois; Remote; USD 150,000 - 264,000; Full time

Benefits offered by this job

Health plans

401(k) plan

Product discounts

Flexible time off

Adoption benefits

Job summary

Fortune Brands Innovations seeks a Sr Director, PRO Sales - National Distributor Accounts to lead growth across national distributor channels for Yale, August, and Master Lock connected security. You will shape strategy, pricing and stocking programs, and drive partnerships with distributors and wholesalers.

The role oversees pricing governance, rebates, and program execution, collaborating with Product Management, Channel Marketing, Supply Chain, and Finance, with travel up to 40%.

Qualifications

• 12+ years of channel sales or distributor/wholesaler account management experience.
• Proven ability to negotiate multi-year partnership agreements and manage pricing structures.

Responsibilities

• Build and manage the national distributor channel plan with targets and forecasts.
• Negotiate multi-year partnerships covering pricing, rebates, stocking commitments, and governance.
• Drive channel revenue growth, share gains, and program adoption across distributor networks.
• Lead distributor activation for Yale Pro 2 and Connected Products; optimize two-step distribution.

Skills

Channel sales

Distributor management

Negotiation

Forecasting

Strategic partnerships

Pricing governance

Analytical communication

Education

Four-year college degree

Job description

Fortune Brands Innovations is an industry-leading home, security and digital products company. We’re advancing exciting innovations across our portfolio, which includes: Moen, House of Rohl, Aqualisa, SpringWell, Therma-Tru, Larson, Fiberon, Master Lock, SentrySafe and Yale residential.

At Fortune Brands, we’re building something big. We’re advancing exciting innovations in all of our products and processes. We’re delivering trust, dependability, sustainability, and style. To make it all happen, we’ve transformed our workplace into an environment where smart, ambitious people have the support to reach their fullest potential.

When you join Fortune Brands, you become part of a high-performing team empowered to think big, learn fast and make bold decisions. We support an inclusive culture where everyone is encouraged be their authentic selves, and where our differences and unique perspectives are a key strength.

Explore life at Fortune Brands here.

Job Title: Sr Director, PRO Sales - National Distributor Accounts

Location: Remote

Function: Connected Products / Connected Security

Supervises: No (cross-functional partnership)

Reporting To: Vice President, PRO Sales

Position Type: Exempt

JOB SUMMARY:

The Sr Director, PRO Sales - National Distributor Accounts is responsible for leading Yale, August, and Master Lock connected security growth across the national distributor and wholesaler channel. This role owns the strategy, commercial agreement structure, and operating cadence for our national distribution partners in the security, low-voltage, and electrical channels. The Director will drive top-line growth, share gain, and connected product adoption by building strong distributor relationships, negotiating multi-year partnership agreements, optimizing stocking and sell-through, and ensuring tight program governance across the full two-step distribution model. The role spans the supply chain from manufacturer through national distributors and wholesalers, to integrators, security dealers, PropTech platforms, and end users including REITs, owners, property managers, builders, and developers.

DUTIES & RESPONSIBILITIES:

Build and execute the annual national distributor channel plan: account targeting, partnership agreement roadmap, channel volume targets, and forecast accuracy.

Negotiate and execute multi-year partnership agreements with national distributor and wholesaler partners, covering pricing structure, rebate programs, stocking commitments, marketing development funds, and program governance.

Deliver against channel revenue and growth targets with a focus on year-over-year improvement; retain and grow share at established partners while penetrating new distribution partners and new branch locations.

Drive Yale Pro 2 and Connected Products adoption across the national distributor channel through stocking commitments, branch SKU sets, and counter-level activation.

Optimize the two-step distribution model to relieve direct-ship pressure, maximize channel coverage, and drive end-user pull-through.

Own pricing exception governance, MAP compliance where applicable, and rebate and POS credit administration for the distributor channel; serve as the single point of escalation for distributor commercial questions.

Stand up a monthly distributor data pack covering POS, sell-through units by brand, returns, and inventory; measure Yale unit share within each distributor and drive measurable share gains through structured incentive programs.

Run quarterly business reviews with each priority distributor, including executive sponsors, category managers, and branch operations leaders.

Partner cross-functionally with Product Management, Channel Marketing, Supply Chain, Sales Operations, Finance, Legal, Strategic Alliances, and Field Support Engineering on launches, forecasting, reporting, and program execution.

Coordinate closely with the regional PRO Sales Directors to ensure clean alignment between national distributor decisions and territory execution.

Travel up to 40% to distributor headquarters, regional branch locations, headquarters, trade events, and customer engagements.

VALUES:

Demonstrates Integrity Values and Drives Team Behavior Takes Ownership / Runs Their Business Is Action Oriented Promotes Enthusiastically

KEY COMPETENCIES:

Strategic Mindset: Translates national channel possibilities into a multi-year share-gain and partnership-agreement strategy.

Customer Focus: Understands distributor economics and branch operations; treats each distributor partner as a customer with their own P&L and builds enterprise relationships tailored to their business model.

Builds Networks: Builds formal and informal relationships across distributor executives, category managers, branch managers, counter teams, sales agencies, and internal cross-functional partners.

Drives Results: Persistence and grit toward delivering channel revenue, share gain, and signed partnership agreements in a competitive market.

Decision Quality: Makes good and timely decisions on quoting, pricing exceptions, program eligibility, stocking commitments, and rebate disputes.

Ensures Accountability: Holds self, distributor partners, and internal partners accountable to commitments, data delivery standards, and program governance expectations.

Instills Trust: Earns confidence through honesty, follow-through, and authenticity. Operates with the long-term partnership posture the PRO Sales organization is built around.

Requires education generally equivalent to four years of college with studies in business, marketing, supply chain, finance, or a related field.

12+ years of channel sales, distributor or wholesaler account management, or commercial program management experience, preferably in security, low-voltage, electrical, building products, or adjacent professional channels.

Proven success managing national distributor or wholesaler relationships at the corporate (HQ) level, with direct experience negotiating multi-year partnership agreements, rebate programs, and stocking commitments.

Demonstrated fluency in distributor economics: inventory turns, EDI mechanics, debit memo reconciliation, rebate accruals, POS data, and program ROI. Comfortable working directly with Finance on commercial structures.

Experience standing up or restructuring commercial programs (incentive structures, pricing frameworks, partner scorecards).

Familiarity with the security, smart lock, electronic access control, or PropTech ecosystem strongly preferred.

Strong analytical, written, and verbal communication skills. Operates with executive presence at the distributor C-suite and category-management level.

Ability to travel up to 40% required.

Fortune Brands believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is Hiring Pay Range: $150,000 USD - $264,000 USD. Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location. In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role-based sales incentive plan.

At Fortune Brands, we support the overall health and wellness of our associates by offering comprehensive, competitive benefits that prioritize all aspects of wellbeing and provide flexibility for our teammates’ unique needs. This includes robust health plans, a market-leading 401(k) program with a company contribution, product discounts, flexible time off benefits, adoption benefits, and more. We offer numerous ERGs (Employee Resource Groups) to foster a sense of belonging for all associates.

Fortune Brands is built on industry-leading brands and innovation within the high-growth categories of water, outdoors and security. The Company makes innovative products for residential and commercial environments, with a growing focus on digital solutions and products that add luxury, contribute to safety and enhance sustainability. To learn more, visit our website at fbin.com.

Equal Employment Opportunity

Fortune Brands is an equal opportunity employer. Fortune Brands evaluates qualified applicants without regard to race, color, religion, sex, gender identity or expression, national origin, ancestry, age, disability/handicap status, marital status, protected veteran status, sexual orientation, genetic history or information, or any other legally protected characteristic.

Reasonable Accommodations

Fortune Brands is committed to working with and providing reasonable accommodations to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please contact us at [e-mail] and let us know the nature of your request along with your contact information.