National Accounts Manager (Hardware, Cargo, E-Commerce)

Date: Apr 14, 2021

LOCATION: Los Angeles, CA, US

Company: Pelican Products, Inc.


The primary purpose of this role is to deliver revenue and gross margin targets across all product categories for a select group of accounts within the Hardware, Outdoor and ECommerce segments.  Responsibilities include developing, maintaining and expanding relationships with large multi-location customers and setting segment strategy and account prioritization.  Will also determine segment pricing guidelines across retail and distribution, and establish product assortment, merchandising, and customer programs for key accounts.


•    Delivers revenue and gross margin targets across all product categories for a select group of accounts within the designated industry segments.  
•    Develops and implements long-term ecommerce growth strategies to increase sales and profits, including analysis of product mix, pricing, promotions, and consumer trends.  
•    Works closely with product management, marketing, and supply chain: develops and executes a collaborative business plan that delivers sales, profit margin, and operation goals.  
•    Manages promotional activity and trade spending for customer to ensure ROI and MAP compliance under general supervision.  
•    Maintains high awareness of pricing activity across the ecommerce platform with Pelican accounts, and takes appropriate action based on product performance.  
•    Evaluates new E-tailer opportunities that may exist, reviews criteria for going to market, and appropriately closes and executes on new business opportunities.  
•    Monitors proper retail implementation in the digital space by working with marketing and channel marketing and channel marketing to assure proper content is developed and executed.  
•    In conjunction with broker representatives, establishes productive, professional relationships with key personnel in assigned customer accounts, including buyers, category managers, and VPs of Merchandising.
•    Coordinates all Pelican communications to the customer and facilitates the involvement of company personnel, including support services and management resources, in order to meet account performance objectives and customers’ expectations.  Coordinate meetings with functional contacts as needed (e.g., product category principal, customer service introductions).  
•    Manages broker representatives assigned to segment national accounts, sets sales & product penetration goals, and drives and monitors performance.
•    Communicates product, merchandising, sales and marketing plans and program priorities to the broker representatives for sell-in to accounts.
•    Plans key trade marketing activities by understanding customer needs and develops detailed action plans to support them.  
•    Drives product assortment, merchandising programs, promotional plans, and sales and marketing activities at each account to deliver revenue and gross margin targets.
•    Leads segment Go-to-Market strategy and plan development.  Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones.
•    Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
•    Understands the segment landscape, external environment, customer strategies, vendor requirements, and other relevant trends to support growth opportunities and program execution.
•    Explores opportunities for new, customized and exclusive products that meet the needs of customers within the segment and coordinates across Pelican functions behind-the-scenes to facilitate bringing these opportunities to fruition.
•    Recommends segment pricing strategy, including pricing structure according to pricing and margin requirements by customer type (e.g., retailers vs. distributors, brick-and-mortar vs. e-commerce).
•    Executes segment pricing strategy and advises Regional Sales Managers and Inside Sales team members regarding the impact to their accounts.
•    Communicates customer specifications, retail standards, and contract guidelines internally.
•    Analyzes POS (point of sale) information and market sales data analysis where available.  Makes appropriate recommendations on actions to take based on analysis.  Provides promotional ROI feedback where appropriate.   
•    Ensures best in class presentation of products on account web sites to drive product awareness, education, and sales.  
•    Provides segment forecasts, including programs impacting demand (including seasonal bookings), to demand planning.
•    Works with customer service to resolve account issues and partners with sales operations to resolve issues with broker representatives.
•    Completes strategic customer account plans and maintains high customer satisfaction ratings that meet company standards.
•    Performs additional duties as assigned by manager.
•    Follows company policies and practices as outlined in the Employee Handbook and/or applicable employment agreement. Follows safety guidelines and procedures in accordance to the job.


•    Bachelor's degree required, preferably in a Business or Marketing field and ten or more years of account management experience with national retailers and consumer products.
•    Minimum of three years of relevant sales operations management experience, preferably with a consumer manufacturing company.
•    Experience working with and presenting to key Etail accounts.  
•    Demonstrated performance in developing account plans across product, merchandising, and sales and marketing programs that resulted in significant growth for the customer.
•    Must be a strategic thinker who can understand and anticipate the needs of our customers and partners in the marketplace and then create, convey and implement an execution plan for the company 
•    Must have comprehensive understanding of the financial drivers of the business as well as the customer facing and operational drivers. Makes good tradeoffs to meet customer needs, while satisfying the financial and operational objectives of the company
•    Must possess strong National Retail Account Knowledge.  Knowledge of how large retailers operate, including strategies and tactics they use, how vendors must interact with them, as well as approaches manufacturers may use to grow in retail.
•    Must have a full understanding of the consumer products industry, the consumer buying process and purchasing mindset, as well as knowledge of the core elements of marketing to consumers.
•    Must have the ability to develop strong relationships as well as possess interpersonal skills and the ability to embrace the spirit of partnership required to build strong relationships and rapport across a wide range of customer stakeholders, including senior leaders.
•    Must possess the capability to both a) open new accounts and build business from the ground up and b) manage existing relationships and develop growth plans in mature categories.
•    Must demonstrate exceptional communication skills, oral and written, with strong project leadership and organization capabilities needed to manage numerous priorities.
•    Must have strong problem solving and project management skills.  
•    Must have broad cross-functional business knowledge, including a basic understanding of marketing, sales, product development, operations, supply chain, and other functions present in consumer manufacturing companies.
•    Must have consumer products knowledge with a solid understanding of the consumer products industry, the consumer buying process and purchasing mindset, as well as knowledge of the core elements of marketing to consumers.
•    Must have highly developed analytical skills, including the ability to visualize, articulate, and present problems of varying complexity in ways that enable decision-making.
•    Solid experience with SAP or other ERP system and proficiency with advanced features of Excel, PowerPoint, Word and Access. 
•    Must have exceptional communication skills, oral and written, with strong project leadership and organization capabilities needed to manage numerous priorities.
•    Experience developing and implementing new teams, processes, policies, or tools.
•    Must be able to identify problems, make recommendations, and implement solutions in a timely manner.


•    Experience working with large national accounts in the ECommerce, outdoor, auto parts or cargo aftermarket segments.  


Why Join Pelican? Here’s a glimpse of Pelican Perks…
•    Generous paid time off plans  
•    401k plan – with a competitive match 
•    Established reputable brand offering premium products – You’ll be proud to represent Pelican! 
•    Amazing employee discount program on Pelican Products 
•    Great Benefits – several options including Pet insurance for our animal lovers
•    Wellness Discount Program 
•    And more… 



Pelican Products, Inc. is an Equal Employment Opportunity/Affirmative Action employer. 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.

Nearest Major Market: Los Angeles

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