National Account Manager – Farm & Home / Hardware Channel
Drive Growth. Build Partnerships. Lead Strategic Accounts.
Hillman is seeking a high-performing National Account Manager I to lead and grow key customer relationships within the Farm & Home and Hardware channels. This role is ideal for a results-driven sales professional with deep experience managing large retail accounts, leveraging data-driven insights, and developing long-term growth strategies.
We're especially interested in candidates with experience supporting major Farm & Home retailers such as Bomgaars, Fleet Farm, Runnings, Blain’s Farm & Fleet, Atwoods, Big R, and similar regional chains. Experience within the hardware category—particularly hardlines products such as fasteners, rope, chain, wire, and related merchandising programs—is highly preferred.
This position offers the opportunity to drive category growth, influence strategic decisions, and work cross-functionally with sales, marketing, operations, and field service teams to deliver exceptional customer results.
What You'll Do
Strategic Account Leadership
- Partner with the Director of National Accounts to develop sales forecasts, annual sales plans, and account-specific growth strategies.
- Create and execute strategic business plans that deliver profitable sales growth and achieve revenue objectives.
- Develop annual and multi-year sales strategies to drive organic growth and expand market share.
- Identify and secure new business opportunities within assigned national accounts.
Category Management & Data Analytics
- Utilize customer POS, inventory, and market data to identify opportunities and optimize category performance.
- Conduct quarterly business reviews with customers, leveraging analytics to drive assortment decisions, SKU optimization, and new product introductions.
- Perform annual business reviews and line reviews to support long-term category growth and profitability.
- Apply fact-based selling techniques to influence customer decisions and strengthen partnerships.
Customer Relationship Management
- Serve as the primary strategic contact for assigned national accounts.
- Collaborate with customers and internal teams to develop and execute successful merchandising programs and account initiatives.
- Lead new program implementations and act as the key liaison during account rollouts.
- Build and maintain strong relationships with customer decision-makers and cross-functional stakeholders.
Team Leadership & Cross-Functional Collaboration
- Coach, mentor, and develop direct reports while fostering a high-performance sales culture.
- Partner closely with Field Service, Marketing, Operations, and Supply Chain teams to ensure flawless execution.
- Support the development and maintenance of account procedures and best practices.
- Provide ongoing communication, training, and feedback to team members to drive engagement and performance.
Marketing & Industry Engagement
- Collaborate with Marketing to develop promotional programs, planograms, and category growth initiatives.
- Coordinate logistics and execution for special events, store openings, and store transitions.
- Represent Hillman at industry trade shows, customer meetings, and conventions.
Travel
- Travel throughout Central/Midwest US as required to support customer relationships, business reviews, field visits, and industry events.
What We're Looking For
Required Qualifications
- Bachelor's degree required.
- 5+ years of sales, account management, or category management experience within the Consumer Products industry.
- Experience managing large retail or national accounts.
- Demonstrated success achieving sales growth, profit objectives, and strategic business goals.
- Strong analytical skills with the ability to interpret customer data and translate insights into action.
- Advanced proficiency in Microsoft Excel and PowerPoint.
- Exceptional communication, presentation, and relationship-building skills.
Preferred Qualifications
- Experience working with Farm & Home retail customers, including organizations such as Bomgaars, Fleet Farm, Runnings, Blain's Farm & Fleet, Atwoods, Big R, and similar retailers.
- Experience in the hardware, farm supply, or hardlines categories.
- Strong knowledge of fasteners, rope, chain, wire products, and related hardware assortments.
- Experience conducting category reviews, assortment planning, and retail merchandising initiatives.
- Familiarity with vendor-managed inventory, field service programs, and retail execution strategies.
Key Competencies
- Strategic Selling
- Category Management
- Fact-Based Selling & Analytics
- Customer Relationship Management
- Consultative Sales Approach
- Leadership & Team Development
- Collaboration & Cross-Functional Partnership
- Presentation & Communication Skills
- Entrepreneurial Mindset
- Results Orientation
- Business Acumen
Why Join Hillman?
At Hillman, you'll have the opportunity to influence some of the industry's most important retail partnerships while helping shape the future of hardware and farm & home merchandising programs. If you're passionate about growing strategic accounts, utilizing data to drive results, and bringing innovative category solutions to customers, we'd love to hear from you.
The Hillman Group is an Equal Employment Opportunity and Affirmative Action Employer and will not discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin or ancestry, sex, age, physical or mental disability, protected veteran or military status, genetic information, citizenship status, sexual orientation, gender identity, marital status, or any other legally recognized protected basis under federal, state or local laws, regulations or ordinances. The information collected by this application is solely to determine suitability for employment, verify identity and maintain employment statistics on applicants.
