National Account Manager

National Account Manager – Home Depot (Store Channel)

Summary

The National Account Manager – Home Depot (Store Channel) is responsible for driving in-store sales growth, strengthening strategic partnership with The Home Depot (THD), and executing retail programs across all physical store locations. This role owns the day-to-day relationship with key Home Depot merchandising, operations, and field teams to maximize shelf presence, inventory performance, and in-store execution. This is a highly collaborative role that bridges sales, supply chain, merchandising, and field execution to deliver best-in-class retail performance.

Key Responsibilities

Account Leadership & Strategy

• Serve as the primary point of contact for Home Depot merchants and store operations partners
• Develop and execute annual account plans aligned with company sales, margin, and growth objectives
• Negotiate assortment, pricing, promotions, and merchandising strategies
• Identify opportunities to expand SKU distribution, placement, and category share

In-Store Sales & Execution

• Drive in-store sell-through performance across Home Depot locations
• Partner with field Ops team, and Pro sales team to ensure execution excellence
• Monitor and improve key retail KPIs including:
• Same-store sales growth
• In-stock rates
• Inventory turns
• Planogram compliance
• Oversee resets, new product launches, and merchandising updates

Inventory & Supply Chain Coordination

• Collaborate with demand planning and supply chain teams to ensure optimal inventory levels across stores and distribution centers (RDC’s)
• Proactively address in-stock issues, replenishment gaps, and allocation challenges
• Support forecast planning and promotional demand modeling

Cross-Functional Collaboration

• Work closely with channel marketing, product, and sales ops to align on in-store programs
• Partner with finance to manage pricing, profitability, and promotional ROI
• Coordinate with operations and logistics teams to support store rollouts and resets

Field Engagement

• Conduct regular store visits to assess merchandising quality and identify opportunities
• Gather competitive intelligence and insights from the field
• Collaborate with the field ops team to improve execution consistency and focus on priorities

Reporting & Analytics

• Analyze sales trends, POS data, and store-level performance metrics
• Deliver actionable insights and recommendations to internal stakeholders and Home Depot partners
• Prepare and present business reviews (monthly, quarterly, annual)
• Lead strategy for Supplier Partnership Meeting (SPM) and Store Managers Meeting (SMM).

Qualifications

Required

• Bachelor’s degree in Business, Marketing, or related field
• 5–8+ years of experience in retail sales, national accounts, or channel management
• Direct experience managing or supporting The Home Depot, or similar big-box retailers
• Strong understanding of in-store retail dynamics (merchandising, replenishment, store operations)
• Proven track record of achieving sales growth and managing large retail accounts

Preferred

• Experience with home improvement, bathing, decor or adjacent categories
• Familiarity with Home Depot systems, processes, and merchandising structure
• Experience working with field sales or merchandising organizations

Skills & Competencies

• Strategic account management and negotiation skills
• Strong analytical and data-driven decision-making
• Excellent communication and relationship-building abilities
• Ability to manage multiple priorities in a fast-paced environment
• Deep understanding of retail merchandising and store execution
• Cross-functional leadership and influence

Travel Requirements

• Up to 15%-20% travel for store visits, customer meetings and internal meetings

Success Metrics

• Sales growth vs. plan (POS and shipments)
• Distribution gains and shelf presence
• In-stock performance and inventory productivity
• Strength of relationship with Home Depot merchants and field teams

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