National Account Manager eCommerce

The National Accounts Manager – eCommerce is responsible for driving profitable growth across key online retail accounts through strategic account leadership, commercial execution, and cross-functional collaboration. This role owns the customer P&L and serves as the primary point of contact for assigned customers, developing and executing annual business plans that deliver sales, profit, and market share growth.

Key responsibilities include managing customer relationships, leading business reviews and customer presentations, developing sales budgets, forecasting demand, and partnering on inventory planning to maximize in-stock performance while optimizing working capital. The National Accounts Manager is accountable for achieving key online performance indicators (KPIs), expanding product assortment, and leading retail media strategy to improve traffic, conversion, and return on investment.

This position provides leadership to the merchandising team, ensuring best-in-class digital shelf execution, promotional effectiveness, and content optimization across retailer platforms. The role works cross-functionally with Product Management, Marketing, Supply Chain, Finance, and other internal stakeholders to successfully launch new products, execute marketing initiatives, resolve operational challenges, and achieve customer and company objectives.

Success in this role is measured by the ability to build strong customer partnerships, deliver sustainable sales and profit growth, improve online performance metrics, execute strategic initiatives, and identify new opportunities to expand the business.

WORK LOCATION: REMOTE, US

• Own the full P&L for assigned eCommerce customers, delivering profitable revenue growth while achieving sales, margin, and profitability objectives.
• Serve as the primary relationship owner for assigned customer accounts, developing trusted partnerships with merchant, category, marketing, retail media, and operations teams.
• Develop and execute annual Joint Business Plans (JBPs) aligned with customer and company growth objectives.
• Lead customer business reviews, line reviews, annual planning meetings, and executive presentations.
• Develop and manage annual sales budgets, forecasts, and promotional plans to achieve financial targets.
• Partner with Supply Chain and Demand Planning to develop accurate forecasts, optimize inventory levels, improve in-stock performance, and minimize excess inventory.
• Identify opportunities to expand product assortment, distribution, and category presence within assigned accounts.
• Develop pricing, promotional, and merchandising strategies that drive sales while protecting profitability.
• Own retail media strategy and investment for assigned customers, partnering with internal and external stakeholders to maximize return on advertising spend (ROAS) and sales performance.
• Monitor and improve key eCommerce performance metrics including traffic, conversion, click-through rate, Buy Box performance, digital shelf health, content quality, search visibility, ratings and reviews, and advertising performance.
• Lead and develop the merchandising team responsible for digital shelf execution, product content, promotions, and online merchandising activities.
• Ensure best-in-class product content, imagery, enhanced content, and brand representation across retailer websites.
• Analyze sales performance, customer trends, market conditions, and competitive activity to identify risks and growth opportunities.
• Develop recommendations based on data and customer insights to improve business performance and market share.
• Collaborate cross-functionally with Product Management, Marketing, Finance, Supply Chain, Customer Service, and Operations to execute strategic…