Sales Director - National Accounts

About the role

We are seeking a highly accomplished Sales Director - National Accounts to lead and grow our strategic retail partnerships across mass retail channels. This executive-level position is responsible for driving profitable sales growth, expanding market share, and strengthening long-term partnerships with key national retailers including Dick's Sporting Goods, Academy Sports + Outdoors, Walmart, and other leading mass, and omni-channel retailers.

The Sales Director will develop and execute comprehensive account strategies that drive sustainable revenue growth, increase brand awareness, expand product distribution, and maximize profitability across assigned accounts. This leader will collaborate closely with Product Development, Marketing, Operations, Supply Chain, Finance, and Executive Leadership to identify new business opportunities, execute successful product launches, and deliver exceptional customer partnerships.

The ideal candidate is a strategic sales leader with extensive experience managing national retail accounts, negotiating complex business agreements, driving category growth, and delivering consistent financial results within the fitness, sporting goods, or consumer products industries.

This position requires working in-office a minimum of three (3) days per week.

Key Responsibilities

National Account Strategy & Business Development

• Develop and execute comprehensive strategic business plans for assigned National Accounts that align with company growth objectives.
• Own the long-term account strategy for major sporting goods and mass retail customers.
• Identify opportunities to increase market share, expand product assortments, and drive incremental revenue.
• Build annual joint business plans with retailer partners that support mutual growth objectives.
• Identify emerging retail trends and develop strategies to capitalize on new market opportunities.
• Drive distribution gains across stores, online channels, and omnichannel initiatives.

Account Leadership

• Serve as the executive relationship owner for assigned National Accounts.
• Build strong relationships with buyers, merchandising teams, category managers, and executive leadership.
• Lead annual line reviews, category reviews, business planning meetings, and executive presentations.
• Negotiate annual contracts, pricing, promotional programs, merchandising initiatives, and new product launches.
• Develop collaborative partnerships focused on long-term profitable growth.

Revenue & Profitability Management

• Own annual revenue, gross margin, operating profit, and P&L performance for assigned accounts.
• Deliver annual sales, profitability, and market share objectives.
• Develop pricing strategies that maximize both retailer success and company profitability.
• Analyze financial performance, inventory productivity, promotional effectiveness, and sales trends to identify opportunities for improvement.
• Manage trade spending and promotional investments to maximize return on investment.

Business Growth & Category Expansion

• Identify opportunities to introduce new product categories and expand existing assortments.
• Partner with Product Development to bring innovative fitness products to market that meet retailer and consumer needs.
• Develop retailer-specific merchandising strategies that increase sales productivity.
• Collaborate with Marketing to execute impactful promotional campaigns and seasonal selling initiatives.
• Expand online assortment and omnichannel opportunities that support long-term growth.

Cross-Functional Leadership

• Partner closely with Marketing, Operations, Supply Chain, Finance, Product Development, Customer Service, and Executive Leadership.
• Ensure flawless execution of product launches, replenishment programs, and promotional initiatives.
• Improve forecasting accuracy through collaboration with demand planning teams.
• Lead internal business reviews and communicate strategic priorities across departments.
• Drive operational excellence while maintaining high customer service standards.

Market Intelligence

• Monitor retail trends, competitive activity, consumer behavior, and category performance.
• Utilize retailer data, syndicated market insights, and sales analytics to influence strategic decisions.
• Identify whitespace opportunities for category expansion and new product placement.
• Recommend innovative strategies that strengthen the company's competitive position.

Leadership

• Mentor, coach, and develop members of the sales organization.
• Foster a high-performance culture focused on accountability, collaboration, innovation, and continuous improvement.
• Provide strategic guidance to executive leadership regarding National Account opportunities, retailer trends, and long-term growth initiatives.

Required Qualifications

• Bachelor's degree in Business, Marketing, Finance, or a related field.
• 10+ years of progressive sales leadership experience within consumer products, sporting goods, fitness equipment, or durable goods.
• Minimum of 5 years successfully managing National Retail Accounts such as Dick's Sporting Goods, Academy Sports + Outdoors, Walmart, Target, sporting goods retailers, or other major national retailers.
• Proven success growing multi-million-dollar retail businesses.
• Extensive experience leading annual business planning, line reviews, pricing negotiations, promotional planning, and product launches.
• Strong understanding of national retail merchandising strategies, category management, omnichannel retail, and inventory planning.
• Ability to travel as required.

Core Competencies
The ideal candidate will possess exceptional abilities in:

• Strategic Thinking
• National Account Management
• Business Development
• Executive Relationship Management
• P&L Management
• Financial Analysis
• Revenue Growth Strategy
• Business Planning
• Negotiation
• Executive Communication
• Leadership & Team Development
• Cross-Functional Collaboration
• Forecasting & Demand Planning
• Category Management
• Product Commercialization
• Market Analysis
• Organizational Excellence
• Project Management
• Analytical Decision Making
• Presentation Skills
• Problem Solving
• Adaptability
• Results Orientation

Key Performance Objectives

• Deliver annual revenue, gross profit, and operating income targets.
• Grow market share across all assigned National Accounts.
• Increase product distribution, shelf presence, and assortment breadth.
• Successfully launch new products that generate incremental revenue.
• Expand online and omnichannel business opportunities.
• Improve gross margin through strategic pricing and promotional management.
• Increase retailer profitability while strengthening long-term partnerships.
• Improve forecast accuracy, inventory productivity, and supply chain performance.
• Develop strategic account plans that deliver sustainable year-over-year growth.
• Position the company as a preferred fitness partner among leading national retailers.

Why Join Us?

This is an opportunity to lead some of the most important retail partnerships in the fitness industry. As Sales Director - National Accounts, you will play a pivotal role in shaping the company's retail growth strategy, bringing innovative fitness products to market through the nation's leading sporting goods and mass retailers, and driving sustainable, profitable growth. You will have direct influence on strategic account development, product innovation, and long-term business success while working alongside an entrepreneurial leadership team committed to excellence.

The pay range for this role is:

150,000 - 160,000 USD per year (Norco)