Retail Sales Manager, National Accounts
House Of Cheatham, LLC · Stone Mountain, GA
- On site
- Full-time
- $120,000 / year
- Stone Mountain, GA
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Retail Sales Manager, National Accounts
House Of Cheatham, LLC · Stone Mountain, GA
Dana Walsh
Hiring Manager · h•••••@recruiting.paylocity.com
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Job highlights
- Manage national retail accounts for CPG textured haircare.
- Develop and execute joint business plans.
- Drive sales, promotions, and distribution.
- Manage broker partners and cross-functional teams.
- Requires 5+ years CPG/retail sales experience.
About the role
Retail Sales Manager, National Accounts
Position Summary
The Retail Sales Manager, National Accounts is responsible for driving profitable sales growth across our most strategically important mass and value retail partners focused on the textured haircare category. This role owns the day-to-day account relationship, annual joint business planning, financial margin goals, trade promotion strategy, and in-store execution while partnering with internal cross-functional teams and external broker partners to deliver on revenue, margin, and share objectives. The ideal candidate is a seasoned CPG sales professional with a proven track record of managing large, complex national retail accounts and delivering results in a fast-paced, metrics-driven environment.
Key Responsibilities
Account Management & Strategy
- Serve as the primary point of contact and strategic lead for assigned national accounts, including Walmart, Target, Dollar General, and other mass or value channel retailers.
- Develop and execute annual Joint Business Plans (JBPs) that align retailer priorities with company growth, margin, and share objectives.
- Build and maintain strong, trust-based relationships with buyers, category managers, replenishment teams, and senior merchant leadership.
- Own top-line revenue, trade spend, gross margin, and volume forecasts for each assigned account, delivering to or exceeding plan.
Sales Execution & Growth
- Drive new item launches, distribution expansion, shelf optimization, and planogram compliance across assigned retailers.
- Develop and manage promotional calendars, trade programs, and pricing strategies to deliver sell-through while protecting profitability.
- Analyze syndicated data (Nielsen, IRI, retailer portals such as Retail Link, and Partners Online,) to identify risks, opportunities, and actionable insights.
- Actively monitor and resolve execution gaps impacting sales performance at store level.
- Lead line reviews and category presentations, delivering fact-based, insight-driven selling stories tailored to each retailer's strategy.
- Partner with internal digital marketing team to optimize digital shelf presence, online assortment, content quality, and retail media activation.
Broker & Cross-Functional Leadership
- Manage and own performance of third-party broker partners, setting clear priorities, KPIs, and scorecards to ensure aligned execution at headquarters and in the field.
- Conduct regular broker business reviews, coaching broker teams on selling stories, retailer priorities, and execution standards.
- Partner cross-functionally with Marketing, Category Management, Supply Chain, Finance, and Shopper Insights to bring integrated plans to market.
- Collaborate with Demand Planning and Operations to ensure forecast accuracy, service levels, and on-shelf availability.
Financial & Trade Management
- Manage trade investment and promotional spend within approved budgets, delivering strong ROI and post-event analysis on all major programs.
- Build monthly and quarterly business reviews for the VP of Retail Sales and Chief Sales Officer, clearly communicating performance, risks, and countermeasures.
- Support annual budgeting, long-range planning, and monthly S&OP processes with accurate, defensible account forecasts.
Requirements
Qualifications
Required Experience
- Bachelor's degree in Business, Marketing, Finance, or a related field; MBA a plus.
- 5+ years of progressive sales experience in the retail and/or CPG industry.
- Prior experience as an account manager calling on mass retailers — Walmart, Target, Dollar General, Sam's Club, Costco, BJ's, Dollar Tree, or Five Below.
- Demonstrated experience managing and directing broker partners at both headquarter and retail execution levels.
- Proven track record of delivering revenue, share, and profit growth against plan in a national account role.
Skills & Competencies
- Deep understanding of CPG retail dynamics, including trade management, promotional planning, category management, and retailer P&L.
- Strong forecasting ability — skilled at building accurate volume, revenue, and trade spend forecasts using a combination of POS data, shipment trends, promotional plans, and retailer input; able to identify risks and opportunities early and adjust plans accordingly.
- Proficiency with syndicated data platforms (Nielsen, IRI) and retailer-specific systems such as Retail Link and Partners Online.
- Advanced skills in Microsoft Excel and PowerPoint; strong financial and analytical acumen.
- Exceptional communication, negotiation, and presentation skills with the ability to influence senior internal and external stakeholders.
- Self-directed, results-oriented, and comfortable operating in a matrixed reporting structure.
Travel Requirements
- Ability to travel up to 30% of the time to retailer, broker offices, trade shows, and market visits.
Key skills/competency
- Retail Sales Management
- National Account Management
- CPG Sales
- Joint Business Planning
- Trade Promotion Strategy
- Syndicated Data Analysis
- Broker Management
- Financial Acumen
- Forecasting
- Relationship Building
Skills & topics
- Retail Sales Manager
- National Accounts
- CPG Sales
- Walmart
- Target
- Dollar General
- Trade Promotion
- Broker Management
- Sales Forecasting
- Joint Business Planning
- Retailer Negotiation
- Nielsen
- IRI
- Retail Link
- Microsoft Excel
- Microsoft PowerPoint
- CPG
- Textured Haircare
- Sales Strategy
- Revenue Growth
- Profitability Management
- Distribution Expansion
- Category Management
- Sales Execution
- Account Management
- Sales Director
How to get hired
- Tailor your resume: Highlight CPG sales, national account management, and broker leadership experience. Quantify achievements with sales growth and profit metrics.
- Showcase analytical skills: Emphasize proficiency with Nielsen, IRI, Retail Link, and Excel for data-driven insights and forecasting.
- Demonstrate relationship building: Detail experience managing buyer relationships and influencing senior stakeholders.
- Prepare for interviews: Be ready to discuss strategic account planning, trade management, and problem-solving for execution gaps.
- Network strategically: Connect with current or former House of Cheatham employees on LinkedIn for insights into company culture and hiring managers.
Technical preparation
Master CPG retail dynamics and P&L management.,Strengthen forecasting with POS, shipment, and plan data.,Become expert in Nielsen, IRI, Retail Link.,Advanced Excel and PowerPoint skills are essential.
Behavioral questions
Describe a challenging national account negotiation.,How do you build trust with retail buyers?,Share an example of driving new item launches.,How do you manage broker performance issues?
Prefer to apply the usual way?
Not recommended alone — most applicants never hear back. Email the hiring manager first.
Frequently asked questions
- What are the key retailers for the Retail Sales Manager, National Accounts role at House of Cheatham?
- For the Retail Sales Manager, National Accounts position at House of Cheatham, key retailers include Walmart, Target, and Dollar General, along with other mass and value channel retailers.
- What specific experience is required for the Retail Sales Manager, National Accounts job?
- The Retail Sales Manager, National Accounts role requires a Bachelor's degree and at least 5 years of progressive sales experience in the CPG or retail industry, with prior experience managing national accounts like Walmart or Target.
- What data analysis tools are important for this Retail Sales Manager role?
- Proficiency with syndicated data platforms like Nielsen and IRI, as well as retailer-specific systems such as Retail Link and Partners Online, is important for this Retail Sales Manager role.
- How much travel is expected for the Retail Sales Manager, National Accounts position?
- The Retail Sales Manager, National Accounts position requires the ability to travel up to 30% of the time to visit retailers, broker offices, trade shows, and conduct market visits.
- What are the main responsibilities of the Retail Sales Manager, National Accounts at House of Cheatham?
- The main responsibilities include driving sales growth with national retail partners, managing account relationships, developing joint business plans, overseeing trade promotions, and collaborating with internal teams and brokers.
- Does House of Cheatham offer opportunities for career growth with the Retail Sales Manager, National Accounts role?
- While specific growth paths aren't detailed, the role involves managing key national accounts and interacting with senior leadership, suggesting potential for advancement within the sales organization for a high-performing Retail Sales Manager.