National Account Manager- Pro Channel

Serve as a subject matter expert on the professional user landscape, tracking market shifts, competitive activity, and pricing intelligence.

Build deep, trust-based relationships with distribution partners and Pro end users.

Manage account and channel sales activities to achieve annual volume, distribution, share and profit targets.

Utilize internal support teams (5th Gear, Analytics, Logistics, Customer Service) to ensure seamless order execution, problem resolution and performance reporting for senior leadership.

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

Partner with Product, Marketing, and Supply Chain to develop market-responsive tools and content for Pro users.

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

Leverage POS data, field reports, customer feedback, and internal analytics to refine strategy, report outcomes, and deliver fact-based growth recommendations to leadership

Champions a strategic vision that elevates Worthington’s Level5 brand presence in the Pro marketplace.

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.

Use data from field activity, POS systems, and distributor feedback to refine go-to-market approach and support growth initiatives.

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.

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

Customize programs and product assortments based on Pro customer behavior, service requirements, and regional market differences.

Align with Sales Management as needed on the hiring of manufacturers reps that meet Worthington strategic objectives.

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.

Identify and pursue category expansion opportunities across Pro Paint, Drywall, and Concrete channels.

Operate as a strategic advisor to customer leadership teams—able to present business cases, lead MBRs, and represent Worthington with confidence and credibility

Lead through influence—mentor field reps, broker partners, and cross-functional peers to drive unified execution and elevate brand presence at the local level

Deliver regular reporting on sales performance, market insights, and recommendations to senior leadership.

Help translate voice-of-customer insights into targeted product offerings and programs.

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.

Present solutions to key stakeholders within the customers organization and identify areas of sales opportunities and growth within the account

Proactively communicates customer contractual terms agreements on defined cadence to appropriate departments/internal stakeholders.

Pursue whitespace accounts and channel entry points with a hunter mindset—identify new opportunities, pitch differentiated solutions, and lead program sell-in

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

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.

Comfortable with up to 50% travel across North America.

Experience working within the Paint, Drywall, Concrete or Construction Supply sectors.

Enhanced knowledge and experience in using fact-based and solution-minded selling approach

Proficiency with CRM, forecasting, and POS analytics tools.

4-year degree, or equivalent, with concentration in business

Exposure to demo-based or solution-selling sales models.

5+ years of sales/account management experience, ideally with industrial tools focus on Pro or specialty distribution channels.

Basic knowledge of common consumer packaged goods math and vocabulary.

Strong commercial acumen, negotiation skills, communication & presentation skills with customer-first mindset.

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.

Experience building programs and partnerships with field sales organizations and rep agencies.

Delivers results with urgency, ownership, and adaptability.

Ability to work independently in a fast-paced, matrixed environment while also having ability to work cross-functionally with all levels within the organization

Own internal forecasting, performance analysis, and account planning.

Demonstrated success managing national accounts and/or specialty distributors.

Ability to leverage raw data into actionable insights.

**Base salary will be determined based on experience plus incentive compensation!

Ideal Candidate Qualifications