The National Accounts Manager- Retail role is responsible for leading and executing the company's retail sales strategy across brick-and-mortar and e-commerce channels. This position manages key retail partnerships, drives category growth, and ensures sales and profitability goals are achieved. The National Accounts Manager- Retail plays a critical role in building relationships with major retailers, developing promotional programs, and expanding the company's retail footprint within the automotive aftermarket.
Responsibilities: Strategic Leadership & Channel Development - Develop and implement retail sales strategies to grow market share and profitability across national and regional retailers, specialty chains, and online platforms.
- Identify and pursue new retail opportunities in both traditional and emerging channels.
- Define annual retail goals, KPIs, and promotional calendars in alignment with corporate objectives.
- Monitor sales performance, market conditions, and consumer trends to adjust strategies proactively.
Retail Account Management - Serve as the senior relationship manager for key retail partners (e.g., AutoZone, O'Reilly, Advance Auto Parts, Walmart, Amazon).
- Negotiate contracts, pricing, and promotional programs to maximize category performance and profitability.
- Collaborate with retailers on planograms, merchandising, and category management initiatives.
- Manage customer issue resolution, ensuring consistent communication and follow-through.
Cross-Functional Collaboration - Partner with Marketing to develop retail promotions, advertising, and digital campaigns that support sell-through.
- Work with Product Management and Supply Chain to align product availability, packaging, and inventory planning with retail demand.
- Coordinate with Finance to manage budgets, rebates, and incentive programs.
- Provide retail market insights to influence product innovation and new program development.
E-Commerce & Omnichannel Strategy - Oversee online retail and e-commerce partnerships, ensuring consistent brand messaging and pricing integrity.
- Support development of digital merchandising strategies to drive conversion and consumer engagement.
- Analyze online channel data to identify growth opportunities and optimize product listings.
Qualifications: - Bachelor's degree in Business, Marketing, or related field (MBA preferred).
- 10+ years of sales experience with at least 5+ years in retail account or channel leadership within automotive or durable goods industries.
- Demonstrated success in managing key retail accounts and negotiating high-value agreements.
- Strong understanding of retail operations, merchandising, and consumer sales dynamics.
- Excellent communication, leadership, and analytical skills.
- Ability to travel domestically up to 30-40%.
Preferred Background: - Established relationships with major automotive retailers and e-commerce platforms.
- Experience managing co-op marketing, MAP policies, and promotional budgets.
- Working knowledge of POS data analysis, category management tools, and planogram software.
- Understanding of aftermarket automotive consumer behavior and product positioning.
Job FeaturesJob Category Tech Sales
