HIRSH INDUSTRIES - National Account Manager, Industrial & MRO
Location - West Des Moines, Iowa (hybrid preferred) or remote
Employment - Full-time | Individual contributor | Reports to VP of Sales
Compensation - $70k-$90k + annual performance bonus + profit sharing
Travel - Periodic travel for customer meetings, business reviews, and industry events
Work arrangement: Hybrid is preferred. The hybrid schedule is three days per week in the West Des Moines office and two days remote. Fully remote candidates will also be considered.
THE ROLE
Hirsh Industries is hiring a National Account Manager to take ownership of our Industrial and MRO channel. The portfolio includes national industrial distributors, private-label partners, B2B marketplaces, and select retail and club accounts.
You will be accountable for retaining and growing the business, improving profitability, expanding product placement, and making sure the commercial and operational details behind each account work.
This is not a pure new-business role, and it is not an order-entry role. The right person can build strong customer relationships, lead pricing and assortment discussions, close growth opportunities, and stay close enough to forecasts, portals, order exceptions, and service issues to keep customers from feeling the seams.
ABOUT HIRSH INDUSTRIES
Founded in 1924, Hirsh Industries is a privately held manufacturer and supplier of metal filing, desking, storage, and organization products for commercial and personal use. We are headquartered in West Des Moines, Iowa, with manufacturing operations in Dover, Delaware, and Mexicali, Mexico.
Our products are sold through national retailers, industrial and MRO distributors, e-commerce marketplaces, and contract furniture channels. The business is built around practical products, disciplined execution, strong supply-chain performance, and long-term customer relationships.
WHAT YOU WILL OWN
Account and channel leadership
- Own the revenue, profitability, retention, and growth of an established national account portfolio.
- Serve as the primary commercial contact for priority accounts and build relationships across buying, merchandising, operations, and supply-chain teams.
- Develop account plans, set priorities, and lead line reviews, assortment discussions, business reviews, and RFQs.
- Protect existing programs while identifying new placements, new categories, and new-account opportunities.
- Lead a significant private-label expansion program with Product Management, Operations, and customer stakeholders.
Pricing, margin, pipeline, and forecast
- Develop and recommend account-specific pricing, respond to RFQs, support annual price changes, and resolve pricing exceptions within approved guidelines.
- Use revenue, margin, inventory, sell-through, and order data to make better commercial decisions.
- Maintain an accurate pipeline and forecast in Salesforce. Separate real near-term opportunities from long-dated strategic ideas.
- Identify low-margin or unprofitable business early and work with leadership, Pricing, Finance, and Operations on a practical solution.
Commercial and operational execution
- Own account performance across vendor portals, dropship workflows, and EDI, including acknowledgments, ASNs, invoices, and service-level requirements.
- Work closely with Sales Support, Customer Service, Credit, Product Management, Production, Supply Chain, Logistics, and Finance to resolve issues before they become customer problems.
- Manage open quotes, samples, product transitions, compliance requests, deductions, service issues, and other account commitments through completion.
- Keep Salesforce, contact records, pricing files, account notes, and shared documentation current.
Customer and market development
- Re-engage inactive accounts with real potential and pursue new industrial and MRO distributors that fit Hirsh's product and operating model.
- Prepare and lead customer business reviews using clear data, decisions, and next steps.
- Represent Hirsh at customer meetings and selected industry trade shows.
- Bring customer and competitor feedback back to Product Management and leadership so the company can make better decisions about products, pricing, and channel priorities.
WHAT THE WORK LOOKS LIKE
Daily
- Customer follow-up, quotes, pricing questions, open-order exceptions, and portal or SLA issues.
- Coordination with internal teams on lead times, inventory, production, logistics, credit, and service.
Weekly
- Pipeline and forecast review, outbound growth activity, account-risk review, and follow-up on open commitments.
- Inventory, sell-through, order, and margin reporting for priority accounts.
Monthly and quarterly
- Account plans, pricing and margin reviews, line reviews, assortment expansion, and customer business reviews.
- Channel strategy and performance reviews with the VP of Sales and cross-functional leaders.
YOUR TRANSITION AND FIRST-YEAR PRIORITIES
First 30 days ~ Learn and stabilize
- Complete a structured handoff of priority accounts, contacts, pricing, open opportunities, recurring reports, and active customer issues.
- Meet key internal partners and priority customers.
- Learn Hirsh's products, manufacturing footprint, channel economics, systems, and approval processes.
- Validate the account roster, pipeline, forecast, pricing files, and CRM data.
- Understand the vendor portals, EDI workflows, and service requirements that keep each account running.
Days 31-60 ~ Take ownership
- Assume the recurring customer cadence and become the clear point of accountability for the channel.
- Build written account plans for the largest and highest-potential accounts.
- Re-baseline the forecast, prioritize margin issues, and establish a clean operating rhythm with Sales Support, Customer Service, Pricing, Product Management, and Operations.
- Advance the strongest near-term opportunities and define next steps for inactive accounts worth re-engaging.
Days 61-90 ~ Shift to growth
- Lead customer reviews and present a practical channel plan covering retention, growth, margin, pipeline, and account risk.
- Establish milestones for private-label and assortment-expansion opportunities.
- Put a regular QBR, forecast, and account-review cadence in place.
- Identify the most important growth bets for the next two quarters and the resources needed to execute them.
Months 4-6 ~ Build momentum
- Produce measurable growth in placements, pipeline quality, and customer engagement.
- Improve weak-margin business where pricing, mix, terms, or operating cost can be changed.
- Deepen relationships beyond a single buyer or portal contact.
- Improve forecast accuracy, CRM discipline, and follow-through on customer commitments.
Months 7-12 ~ Deliver the plan
- Deliver the agreed revenue and profitability plan for the channel.
- Build the next annual account, pricing, and channel strategy.
- Reduce avoidable concentration risk by growing the right existing and new accounts.
- Create a repeatable operating model for account reviews, pipeline management, pricing, documentation, and cross-functional execution.
WHAT YOU BRING
Required:
- A demonstrated record of owning national or strategic account revenue and a sales target in B2B manufacturing, distribution, or a closely related industry.
- Experience working with industrial, MRO, building-products, electrical, HVAC, plumbing, commercial furniture, office-products, big-box, club, or marketplace accounts.
- Practical experience with account planning, pricing, margin, RFQs, line reviews, assortment decisions, and customer business reviews.
- Comfort working with distributor or vendor portals, EDI or dropship workflows, and order or service exceptions.
- Strong Excel skills and experience using Salesforce or another CRM to manage pipeline, forecast, contacts, and account activity.
- The judgment to move between strategy and detail without losing either.
- Clear communication, consistent follow-through, and the willingness to own an issue through resolution.
- Ability to travel for customer meetings and industry events.
Preferred:
- Experience leading private-label, OEM, or distributor-owned-brand programs.
- Experience with durable goods, steel storage, commercial furniture, or another manufactured product category.
- Familiarity with SAP, Tableau, distributor reporting, and complex account-specific pricing.
- Comfort using modern productivity, automation, and AI tools responsibly to improve research, analysis, and follow-through.
WHO WILL DO WELL HERE
This role fits someone who wants real ownership and is comfortable being accountable for both the commercial result and the details that support it. You should be able to challenge a weak deal, work through a service problem, prepare a customer review, and make a growth call in the same week.
This is an individual-contributor role with no direct reports. You will have support from Sales Support, Customer Service, Pricing, Product Management, Operations, Finance, and leadership. You will still be accountable for the outcome.
PAY AND BENEFITS
- $70k-$90k + annual performance bonus + profit sharing
- Annual performance bonus tied to company financial results
- Profit sharing
- Medical, dental, and vision insurance available the first of the month following 60 days of employment; employee contribution required for elected coverage
- Company-provided life and AD&D insurance of $50,000
- Long-term disability coverage beginning after 90 days of employment
- 401(k) eligibility beginning immediately; company match of 100% up to 4% of eligible compensation begins the quarter following the first anniversary, and company contributions vest immediately
- 10 paid holidays plus one floating holiday; floating-holiday eligibility begins January 1 following 90 days of employment
- 80 hours, or 10 days, of PTO in the first year, with standard annual accrual beginning at the one-year mark
- Work arrangement: Hybrid preferred (three days per week in the West Des Moines office and two days remote); fully remote candidates will be considered
HOW TO APPLY
Apply through Indeed with your resume. No cover letter is required.
The interview process is a phone screen followed by one team conversation, onsite or virtual depending on the candidate's location, and a decision.
Hirsh Industries is an Equal Opportunity Employer.
