National Account Manager

Job Summary

Lamplight Farms, home of TIKI® Brand Products is seeking a results-driven National Account Manager to lead profitable growth across the hardware, farm, and other retail channels. This role will develop and execute customer, brand, and category strategies that expand distribution, strengthen dealer adoption, and deliver exceptional customer execution. 

This position can be hybrid or remote.

What You’ll Do

• Manage the sales strategy for assigned national retailers and distribution channels, ensuring plans meet or exceed profitable-growth expectations.
• Establish and maintain strong, proactive relationships with key decision-makers and management teams at assigned accounts.
• Develop and execute top-down brand, category, and account strategies that drive product introduction, retailer penetration, and channel growth.
• Identify and capitalize on new product, promotional, and distribution opportunities.
• Prepare national strategic account plans; evaluate sales performance and take corrective action as needed to maintain profitability objectives.
• Create and deliver persuasive product, promotion, category, and business-review presentations to customer decision-makers.
• Manage the price-quote process and sales administration for assigned accounts and channels.
• Provide demand forecasts and support demand planning; actively participate in Sales & Operations Planning (S&OP) discussions regarding future demand, production scheduling, and finished-goods inventory.
• Maintain current knowledge of consumer behavior within target retailer and channel audiences, and provide market feedback to inform product development, merchandising, and pricing.
• Maintain a strong understanding of the company’s product lines as well as competitive products, positioning, and market activity.
• Partner with internal sales, marketing, product, operations, and finance teams to translate corporate strategy into effective field-level execution.
• Manage and collaborate with third-party agencies to ensure alignment with customer priorities, sales objectives, and brand standards.
• Actively promote the company and its brands, serving as a trusted face and voice of the organization.
• Attend and participate in trade shows, customer events, dealer meetings, and other industry functions.
• Contribute to business-unit strategic planning and budget development, including anticipated sales income and administrative expenses for assigned accounts.
• Provide or support training for sales representatives and sales-support team members as needed.
• Perform other duties as assigned.

Required Experience

Hardware Channel

• Demonstrated experience working with Ace Hardware, Orgill, and Do it Best.
• Proven success calling on corporate buyers and developing, selling, and executing top-down brand and category strategies.
• Strong knowledge of key regional dealer networks, with established relationships and the ability to drive dealer adoption of brand programs.
• Experience managing or working with third-party agencies.

Farm Channel 

• Demonstrated experience working with Tractor Supply Company, Mid-States Distributing, and other regional farm retailers.
• Experience developing business with leading farm and ranch retailers through corporate and field sales initiatives.
• Strong knowledge of key regional chains, with established relationships and the ability to drive adoption of brand programs.Other Experience - Nice to have 

Sporting Goods Channel - Preferred Not Required

• Experience with Academy Sports + Outdoors, Dick’s Sporting Goods, Bass Pro Shops/Cabela’s, and other leading sporting-goods retailers is a plus.
• Familiarity with sporting-goods category strategy, product launches, promotional programs, and retail execution.

Qualification Requirements

Minimum Education:

• Bachelor’s degree in Business Administration, Marketing, or related field.

Minimum Experience:

• Five (5) years of progressive sales / account management experience within the consumer products industry. 

Licensure/Certification(s):

• None.

What you Bring

• A strategic, customer-focused sales mindset and a proven record of growing retail-channel business.
• Strong account-planning, presentation, negotiation, forecasting, and financial-management skills.
• Ability to connect consumer and market insights with compelling customer solutions.
• Exceptional relationship-building skills and the ability to influence at both corporate and field levels.
• Willingness to travel as needed to support customer meetings, dealer events, trade shows, and field initiatives.

Physical Requirements

• This role is based in a normal office environment.
• Domestic travel of up to 50% is required to support customer meetings, dealer events, trade shows, and field initiatives.