National Account Manager

Position Purpose:

As the key driver of sales and trade marketing for WM Barr's partnership with The Home Depot, this role is pivotal in steering the growth and success of our relationship with one of our most critical accounts. You will be the primary point of contact, ensuring seamless communication and coordination across all business functions between Barr and The Home Depot. This position empowers you to strategically manage and influence client relationships, aligning them with our company’s vision and priorities. With full accountability for account profitability, you'll have the opportunity to impact our bottom line significantly. Reporting to the Sales Director, you will operate with both autonomy and support, guiding the account to new heights.

Role Location: Role will be based in the Atlanta, GA (Remote/home office based – candidate must already live in region or be willing to relocate on personal expense when offered the position).

Essential Duties and Responsibilities:

• Develop and maintain strong relationships with key stakeholders at The Home Depot (THD), driving future sales opportunities while delivering exceptional service that exceeds expectations.
• Oversee and execute all Home Depot Product Line Review (PLR & RBR) activities across departments, ensuring flawless implementation and alignment with both company and client goals.
• Maintain a robust relationship with the THD MET team, coordinating regular store visits and regional training sessions to drive product performance and enhance brand presence.
• Actively participate in Merchant store walks, product events, and planogram (POG) development, ensuring our products stand out and perform effectively in every retail environment.
• Regularly review POS reporting tools to ensure all products meet or exceed performance targets, identifying and addressing areas for improvement.
• Conduct margin analyses for new business opportunities and perform quarterly reviews of existing programs to ensure ongoing profitability and strategic alignment.
• Collaborate with the Inventory Planning & Replenishment (IPR) team to maintain target in-stock levels, accurately forecast load-ins, and support seasonal and regional demand fluctuations.
• Partner with internal support teams to develop processes and systems that enhance operational efficiency and consistently deliver exceptional service to our customers.
• Manage new business opportunities from inception to in-store execution, ensuring that every detail—from quotes to packaging and in-store POP—is executed to meet customer expectations.
• Monitor and manage THD scorecards, ensuring our products and performance align with client expectations and company standards.
• Analyze and optimize current planograms to maximize retail sales, margins, and GMROII, while proposing innovative POG concepts that drive results.
• Identify and implement opportunities to simplify and standardize product offerings, focusing on maximizing profitability while maintaining product appeal.
• Collaborate with the WM Barr e-Commerce team to analyze and enhance Home Depot’s online business initiatives, including content management, promotional strategies, and achieving online objectives.
• Monitor and control expenses to ensure alignment with budgetary goals, contributing to overall financial health.
• Develop and implement systems for accurate revenue forecasting, unit demand planning, and order flow management, ensuring seamless operations.
• Actively participate in monthly Sales and Operations Planning meetings, providing updates and insights that drive both sales and operational success.
• Attend relevant Store Managers Meetings and deliver impactful sales presentations to promote our products, capture new sales opportunities, and increase market share.
• Contribute to the creation and execution of the annual sales and profitability budget, ensuring alignment with strategic objectives.
• Be prepared to travel approximately 25-30% annually to strengthen client relationships and drive business growth.

Qualifications/Experience/Skills Required:

• Education: Bachelor’s degree in Business Administration, Sales and Marketing or related field, or equivalent work experience.
• Experience: Minimum of five-seven (5-7) years responsible experience selling to The Home Depot required
• Skills: Proven ability to lead cross-functional teams and achieve results through effective collaboration and influence.
• Demonstrated expertise in interfacing with and influencing stakeholders at all levels within the customer’s organization.
• Strong relationship-building and customer service skills, with a track record of developing and maintaining successful client partnerships.
• Advanced negotiation skills, with the ability to drive favorable outcomes while maintaining strong client relationships.
• Excellent organizational and follow-up skills, with a keen attention to detail and the ability to manage multiple priorities in a fast-paced environment.
• Strong verbal and written communication skills, with the ability to convey complex ideas clearly and persuasively.
• Effective problem-solving skills, with a demonstrated ability to analyze situations, develop solutions, and respond in a timely manner.
• Proven ability to organize and prioritize work assignments, handle competing priorities, and maintain focus under pressure.
• Experience participating in and leading multi-functional teams, fostering collaboration across various departments to achieve business objectives.
• Ability to establish and maintain effective working relationships within the WM Barr organization, as well as manage the work of external sales representative groups.
• Proficiency in computer applications, including word processing, spreadsheets, charts, and graphics, with the ability to utilize these tools to enhance productivity and communication.

Work Environment and ADA Compliance:

Work Environment:

Typical office environment with moderate noise level. Role will be primarily remote/home office based, but also in corporate office setting as work / meetings require.

Ability to sit, stand, walk, reach, climb, stoop, talk, see, and hear for extended periods of time.

Physical Requirements:

• Ability to lift and carry shipment boxes/materials weighing up to 25-50 pounds.
• Good vision (with or without corrective lenses) to inspect samples and read documentation.

Mental Requirements:

• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports and business correspondence. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
• Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
• Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

Americans with Disabilities Act (ADA) Compliance:

Barr Brands is committed to providing equal employment opportunities to qualified individuals with disabilities. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily with or without reasonable accommodation. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role.

Accommodations:

Barr Brands will engage in an interactive process with employees and job applicants to identify and provide reasonable accommodations for individuals with known physical or mental disabilities, unless such accommodation would impose an undue hardship on the company's operations. Employees and applicants are encouraged to discuss potential accommodations with the HR department.

Commitment to Diversity and Inclusion:

Barr Brands values diversity and inclusion in the workplace. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We believe that diverse teams drive innovation and success, and we are dedicated to creating an environment where all employees feel valued and empowered.

This job description reflects management’s assignment of essential functions; it was not meant to be all-inclusive of the tasks that may be assigned.