Summary: The National Accounts & Wholesale Manager is responsible for owning retail and wholesale revenue across North America, Canada, and Europe, driving distribution expansion, account growth, and commercial performance. This role leads account management, negotiations, and broker partnerships, ensuring strong sell-in execution and alignment with brand and demand-driving functions. The position serves as the primary commercial owner for retail performance, connecting sales strategy with marketing and social demand generation.
Essential Duties and Responsibilities include the following. Other duties may be assigned.
Retail & Wholesale Revenue Ownership
- Own retail and wholesale P&L performance across North America, Canada, and Europe
- Drive revenue growth through distribution expansion, assortment optimization, and account penetration
- Lead sell-in strategy and execution across key retail and wholesale partners
Account Management & Commercial Negotiation
- Manage key retailer, distributor, and wholesale relationships
- Lead commercial negotiations, line reviews, and joint business planning
- Identify and unlock growth opportunities within existing and new accounts
Distribution & Expansion Strategy
- Develop and execute distribution strategies to scale presence across channels and regions
- Partner with brokers (e.g., MPG CPG) and distributors to expand reach and improve performance
- Ensure effective onboarding and growth of new retail and wholesale partners
Trade Planning & Retail Execution
- Own retail promotion strategy, calendar planning, and execution
- Align promotional activities with brand priorities and demand-driving initiatives
- Monitor retail performance and adjust strategies to optimize sell-through
Cross-Functional Alignment
- Partner with Brand to align on sell-in strategy and product priorities
- Collaborate with Social to support demand generation and retail velocity
- Coordinate with Operations and Supply Chain to ensure product availability
Performance Management & Reporting
- Track and report on retail and wholesale revenue performance
- Analyze POS, sell-in, and sell-through data to inform decisions
- Identify risks and implement corrective action plans
Competencies and Qualifications
To perform the job successfully, an individual should demonstrate the following competencies:
- Strong retail and wholesale account management experience
- Proven commercial negotiation and relationship management skills
- Experience working with brokers and distributor networks
- Strong analytical and financial acumen (POS, forecasting, P&L)
- Ability to operate across multiple regions and channels
Success Measures
- Retail / Wholesale Revenue Growth
- Distribution Expansion
- Sell-in and Sell-through Performance
- Account Profitability
Education
- Bachelor’s degree preferred
- 5–8+ years’ experience in national accounts, retail sales, or wholesale management
- Experience with major retailers and distributor-led markets
Customer Service
Works well with customers (internal/external); promotes a positive image of the company; responds to requests for service and assistance; meets commitments; strives to solve issues raised by customers.
Teamwork
Values the input and know-how of other employees; asks for help, when needed; offers help to other employees, when needed; builds trust and respect among fellow employees; takes actions that demonstrate consideration for the feelings and needs of others; works with other departments toward a common goal.
Adaptability or Flexibility
Open to change and new information; adapts behavior and work methods in response to new information, changing conditions or unexpected obstacles; able to deal with frequent change, delays, or unexpected events.
Ethics
Upholds DHC’s Code of Conduct; treats coworkers and customers with respect; behaves in a fair and ethical manner towards others; instills mutual trust and confidence; honesty; maintains confidentiality.
Professionalism
Approaches others in a positive manner; reacts well under pressure; treats others with respect and consideration regardless of their status or position; accepts responsibility for own actions; follows through on commitments.
Communication
Speaks clearly and persuasively in positive or negative situations; listens and obtains clarification; writes clearly and informatively; edits work for spelling and grammar; varies writing style to meet needs; able to read and interpret information.
Continual Learning
Grasps the essence of new information; applying newly gained knowledge and skill on the job; recognizes own strengths and weaknesses; pursues self-development; seeks feedback from others and opportunities to master new knowledge.
Interpersonal Skills
Listens to others without interrupting; keeps emotions under control; open to other ideas and willing to try new things; focuses on solving conflict, not blaming.
Diversity
Demonstrates knowledge of EEO policy; shows respect and sensitivity for cultural differences; promotes a harassment-free environment.
Safety
Follows safety and security procedures; reports unsafe conditions; uses equipment and materials properly.
Language Skills
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, safety rules, operating and maintenance instructions, procedure manuals, and governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public. Ability to read, write and speak Japanese preferred but not required.
Mathematical Skills
Ability to work with mathematical concepts such as probability and statistical inference. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
Reasoning Ability
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Computer Skills
To perform this job successfully, an individual must demonstrate proficiency with Office 365 tools, search engines, Company communication tools, and Company WMS systems. Advanced Excel skills are required. SQL skills are preferred.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is regularly required to sit for up to four hours at a time; use hands to finger, handle, or feel and talk or hear. The employee is occasionally required to walk. The employee may occasionally lift and/or move up to 40 pounds.
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The noise level in the work environment is usually quiet.