Job Summary

The National Accounts Manager - eCommerce is responsible for driving profitable growth across key online retail accounts through strategic account leadership, commercial execution, and cross-functional collaboration. This role owns the customer P&L and serves as the primary point of contact for assigned customers, developing and executing annual business plans that deliver sales, profit, and market share growth.

Key responsibilities include managing customer relationships, leading business reviews and customer presentations, developing sales budgets, forecasting demand, and partnering on inventory planning to maximize in-stock performance while optimizing working capital. The National Accounts Manager is accountable for achieving key online performance indicators (KPIs), expanding product assortment, and leading retail media strategy to improve traffic, conversion, and return on investment.

This position provides leadership to the merchandising team, ensuring best-in-class digital shelf execution, promotional effectiveness, and content optimization across retailer platforms. The role works cross-functionally with Product Management, Marketing, Supply Chain, Finance, and other internal stakeholders to successfully launch new products, execute marketing initiatives, resolve operational challenges, and achieve customer and company objectives.

Success in this role is measured by the ability to build strong customer partnerships, deliver sustainable sales and profit growth, improve online performance metrics, execute strategic initiatives, and identify new opportunities to expand the business.

WORK LOCATION: REMOTE, US

Duties and Responsibilities
• Own the full P&L for assigned eCommerce customers, delivering profitable revenue growth while achieving sales, margin, and profitability objectives.
• Serve as the primary relationship owner for assigned customer accounts, developing trusted partnerships with merchant, category, marketing, retail media, and operations teams.
• Develop and execute annual Joint Business Plans (JBPs) aligned with customer and company growth objectives.
• Lead customer business reviews, line reviews, annual planning meetings, and executive presentations.
• Develop and manage annual sales budgets, forecasts, and promotional plans to achieve financial targets.
• Partner with Supply Chain and Demand Planning to develop accurate forecasts, optimize inventory levels, improve in-stock performance, and minimize excess inventory.
• Identify opportunities to expand product assortment, distribution, and category presence within assigned accounts.
• Develop pricing, promotional, and merchandising strategies that drive sales while protecting profitability.
• Own retail media strategy and investment for assigned customers, partnering with internal and external stakeholders to maximize return on advertising spend (ROAS) and sales performance.
• Monitor and improve key eCommerce performance metrics including traffic, conversion, click-through rate, Buy Box performance, digital shelf health, content quality, search visibility, ratings and reviews, and advertising performance.
• Lead and develop the merchandising team responsible for digital shelf execution, product content, promotions, and online merchandising activities.
• Ensure best-in-class product content, imagery, enhanced content, and brand representation across retailer websites.
• Analyze sales performance, customer trends, market conditions, and competitive activity to identify risks and growth opportunities.
• Develop recommendations based on data and customer insights to improve business performance and market share.
• Collaborate cross-functionally with Product Management, Marketing, Finance, Supply Chain, Customer Service, and Operations to execute strategic initiatives and resolve customer issues.
• Partner with Product Management to support new product launches, assortment expansion, and product lifecycle management.
• Work closely with Marketing to align promotional calendars, retail media investments, digital campaigns, and product launches.
• Partner with Finance to develop forecasts, evaluate profitability, manage trade investments, and ensure financial objectives are achieved.
• Manage customer-specific programs, promotional funding, deductions, and investment opportunities while maintaining budget accountability.
• Ensure timely execution of customer requests, item setup, promotional activities, pricing changes, and business initiatives.
• Maintain a thorough understanding of customer strategies, competitive landscape, industry trends, and emerging eCommerce opportunities.
• Identify process improvement opportunities that enhance operational efficiency, customer satisfaction, and business performance.
• Consistently demonstrate strong leadership, accountability, ownership, and a results-oriented mindset while fostering collaboration across internal and external teams.
Qualification Requirements

Minimum Education:

• Bachelor's degree in Business, Marketing, or related field

Minimum Work Experience:

• 5+ years of experience in e-commerce sales or a related area
• Demonstrated experience managing large national retail accounts, preferably including Wayfair, The Home Depot, or other omnichannel retailers
• 1 to 3 years of supervisory experience preferred, with a proven track record in managing a sales team

Qualifications:

• Travel required

License(s) / Certification(s):

• None

Knowledge, Skills and Abilities

• Strong financial and business acumen, including P&L management, budgeting, pricing strategy, margin analysis, and forecasting.
• Deep understanding of eCommerce business drivers, online merchandising, digital shelf optimization, and omnichannel retail strategies.
• Strong analytical skills with the ability to interpret sales data, customer insights, and market trends to drive business decisions.
• Proficiency in Microsoft Excel and PowerPoint.
• Experience with retailer portals and analytics tools (e.g., Wayfair Partner Home, Home Depot Supplier Hub, etc.) preferred.
• Experience with syndicated data and analytics platforms (e.g., Salsify, YipIt, Stackline) preferred.
• Familiarity with retail media platforms and digital advertising performance metrics.
• Experience with ERP, CRM, forecasting, and business intelligence tools such as SAP, Power BI, IBP, or similar systems preferred.

Physical Requirements

Normal Office Environment with domestic travel required.

Represents the appropriate physical requirements of the job in the course of the work.