National Account Mgr Pro Channel at Consumer Products

Under the direction of the Director of Sales, The National Account Manager Pro Channel  will drive growth across professional Paint and Drywall accounts by developing strategic programs, leading broker and event execution, and aligning cross-functional resources. This role requires a strong commercial acumen, a hunter’s mindset, and the ability to influence internal and external stakeholders. From sell-in to sell-through, the NAM will be accountable for building programs that scale, generating demand through field activity, and delivering meaningful revenue and margin gains.

Key Roles & Responsibilities (not limited to)
•   Lead strategic account development across assigned Pro segment partners with a strong emphasis on building long-term, value-driven relationships in the spirit of driving mutually beneficial business results. Operates at the highest level in the accounts’ organizations, but also facilitates the executive level interfaces between the company and the accounts if necessary
•    Lead through influence—mentor field reps, broker partners, and cross-functional peers to drive unified execution and elevate brand presence at the local level
•    Operate as a strategic advisor to customer leadership teams—able to present business cases, lead MBRs, and represent Worthington with confidence and credibility
•    Customize programs and product assortments based on Pro customer behavior, service requirements, and regional market differences.
•    Present solutions to key stakeholders within the customers organization and identify areas of sales opportunities and growth within the account
•    Pursue whitespace accounts and channel entry points with a hunter mindset—identify new opportunities, pitch differentiated solutions, and lead program sell-in
•    Manage account and channel sales activities to achieve annual volume, distribution, share and profit targets.
•    Create and execute sales plans to achieve volume, profit, and distribution objectives in line with channel growth projections (targeting $23–30M in share gain within addressable market).
•    Actively manage pricing, forecasting, and promotional planning tailored to each Pro account’s specific business model.
•    Own internal forecasting, performance analysis, and account planning. 
•    Leverage POS data, field reports, customer feedback, and internal analytics to refine strategy, report outcomes, and deliver fact-based growth recommendations to leadership
•    Use data from field activity, POS systems, and distributor feedback to refine go-to-market approach and support growth initiatives.
•    Work seamlessly with corresponding Sales Activation Specialist to manage customer meetings/trade shows, line review prep, customer/channel planning, etc. Actively collaborate with Finance, Analytics, Supply Chain, and Brand teams to ensure seamless execution, accurate demand planning, and optimized margin delivery
•    Co-develop merchandising strategies (POG development) and in-store/field program execution with the support of brand team, brokers and field specialists. Contributes to the development and implementation of local marketing strategies.
•    Drive adoption of highly technical product lines including automatic taping tools through education, demo events, and tailored content creation. Work with field coverage team to target shows with highest ROI.
•    Identify and pursue category expansion opportunities across Pro Paint, Drywall, and Concrete channels.
•    Partner with Product, Marketing, and Supply Chain to develop market-responsive tools and content for Pro users.
•    Partner with Director of Sales to deliver account-specific P&L performance and drive GM improvement through pricing strategy, margin mix optimization, and demand shaping
•    Collaborate with Field Demonstration Specialists and manage existing regional manufacturer representatives to deliver training events, job site demos, build contractor relationships to meet targeted sales objectives.
•    Align with Sales Management as needed on the hiring of manufacturers reps that meet Worthington strategic objectives.
•    Serves as the national lead for coordinating Pro Show events and broker engagement strategy. Partner with Demonstration Specialists and Field Marketing to schedule, resource, and measure events that drive contractor conversion and brand pull-through
•    Utilize internal support teams (5th Gear, Analytics, Logistics, Customer Service) to ensure seamless order execution, problem resolution and performance reporting for senior leadership.
•    Serve as a subject matter expert on the professional user landscape, tracking market shifts, competitive activity, and pricing intelligence.
•    Deliver regular reporting on sales performance, market insights, and recommendations to senior leadership.
•    Proactively communicates customer contractual terms agreements on defined cadence to appropriate departments/internal stakeholders.
 

Education/Training Required - Critical Skills, Knowledge and Abilities
•    4-year degree, or equivalent, with concentration in business
•    5+ years of sales/account management experience, ideally with industrial tools focus on Pro or specialty distribution channels.
•    Demonstrated success managing national accounts and/or specialty distributors.
•    Strong commercial acumen, negotiation skills, communication & presentation skills with customer-first mindset.
•    Enhanced knowledge and experience in using fact-based and solution-minded selling approach
•    Experience building programs and partnerships with field sales organizations and rep agencies.
•    Ability to work independently in a fast-paced, matrixed environment while also having ability to work cross-functionally with all levels within the organization
•    Basic knowledge of common consumer packaged goods math and vocabulary.
•    Proficiency with CRM, forecasting, and POS analytics tools. 
•    Works with a sense of urgency and ownership. 
•    Ability to leverage raw data into actionable insights. 
•    Comfortable with up to 50% travel across North America.
 

Ideal Candidate Qualifications
•    Experience working within the Paint, Drywall, Concrete or Construction Supply sectors.
•    Familiarity with customers like Sherwin-Williams, GMS, FBM, White Cap or similar distribution channels.
•    Prior experience in launching products or new channels in Pro environments.
•    Exposure to demo-based or solution-selling sales models.
 

Success Profile – A Successful NAM in the Pro Channel Will:
•    Build deep, trust-based relationships with distribution partners and Pro end users.
•    Help translate voice-of-customer insights into targeted product offerings and programs.
•    Delivers results with urgency, ownership, and adaptability.
•    Champions a strategic vision that elevates Worthington’s Level5 brand presence in the Pro marketplace.
 

Company