National Accounts Manager - Commercial

Date: May 18, 2023


Company: Pelican Products, Inc.


Base Salary Range [ $100,000 - $135,000 ] 



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 a specific market segment.  Responsibilities include developing, maintaining, and expanding relationships with large multi-location customers and setting segment strategy and account prioritization. 



  • Delivers revenue and gross margin targets across all product categories for a select group of accounts within Industrial Supply, Maintenance, Repair and Operations (MRO) market.
  • Provides accurate and reliable segment forecasts, including programs impacting demand (including seasonal bookings), to demand planning.
  • Understands the Industrial Supply /Maintenance, Repair and Operations (MRO) market. landscape, external environment, customer strategies, vendor requirements, and other relevant trends to support growth opportunities and program execution.
  • Establishes productive, professional relationships with key personnel in assigned customer accounts including buyers, category managers, and VPs.
  • Works with Sales, Marketing, and Product Management on the 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.
  • 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. 
  • Participates in and coordinates activities with marketing for customer events and market events, including trade shows. 
  • Drives product assortment, merchandising programs, promotional plans, and sales and marketing activities at each account to deliver revenue and gross margin targets, along with appropriate sell through. 
  • Communicates customer specifications, retail standards, and contract guidelines internally.
  • Works with customer service to resolve account issues and partners with sales operations to resolve issues. 
  • Completes strategic customer account plans and maintains high customer satisfaction ratings that meet company standards.
  • Follows company policies and practices as outlined in the Employee Handbook and/or applicable employment agreement. Follows safety guidelines and procedures in accordance with the job.
  • Performs additional duties as assigned.



  • Bachelor's degree, preferably in Business or Marketing fields or equivalent work experience.
  • Minimum of 5-7 years of relevant sales experience in the Industrial Supply /Maintenance, Repair and Operations (MRO) market, with large national accounts.
  • Excellent teamwork and teambuilding skills with proven ability to influence cross-functional teams.
  • Must demonstrate exceptional communication skills, oral and written, with strong project leadership and organization capabilities needed to manage numerous priorities.
  • Some experience opening new accounts/hunting new business in either a B2B or B2C setting.
  • Demonstrated performance in developing account plans across product, merchandising, and sales and marketing programs that resulted in significant growth for the customer.
  • Must have comprehensive understanding of the financial drivers of the business as well as the customer facing and operational drivers.
  • Solid experience with Salesforce (or CRM), SAP or other ERP system and proficiency with advanced features of Excel, PowerPoint, Word and Access.



  • Actively supports and complies with Pelican’s objectives, guidelines and commitment to Quality and Safety, with an emphasis on continual improvement.
  • Must be able to interact effectively and cooperatively with employees at all levels.
  • Must have the ability to complete assignments within the timeframe specified by the Manager.
  • Must be able to operate in a fast-paced environment and handle multiple projects simultaneously.
  • Ensures that staff is contributing at maximum potential through rigorous hiring practices and an emphasis on training and development initiatives, including coaching and counseling direct reports in their performance and professional development, with final authority for approving pay increases, hiring decisions and disciplinary actions.
  • Emphasizes ethical leadership and decision-making to protect Pelican’s brand and reputation.
  • Establishes challenging, productive and achievable goals for direct reports; measure results by establishing checkpoints to track progress.
  • Must be able to travel, nationally and internationally, as necessary.



  • Paid Vacation, Sick and Holidays 
  • 401k plan – with a 4% immediate match 
  • Tuition Assistance Program 
  • 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 
  • Access to Exclusive Branded Pelican Apparel store  
  • Lucrative employee referral program – get paid to work with your trusted network. 
  • And more… 



The approximate base compensation range is shown above. The actual offer may vary based on skills, experience and location.

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: Eugene

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