Director, National Accounts

Be among the first 25 applicants.

The Director of National Accounts for First Tactical is a senior sales leadership role responsible for driving revenue growth and strengthening strategic partnerships with key national customers. This individual will oversee all national account activity, lead and mentor a high‑performing team, and execute sales strategies aligned with company goals.

Director of National Accounts

VP of Sales

Exempt

• Own and manage the company’s national accounts portfolio, serving as the primary strategic contact for key customers.
• Develop and execute national account strategies to drive revenue growth, market penetration, and long‑term partnerships.
• Establish and achieve annual sales goals, forecasts, and budgets for national accounts.
• Identify new business opportunities within existing accounts and pursue strategic growth opportunities.
• Build and maintain strong, long‑term relationships with national account customers, distributors, and partners.
• Lead contract negotiations, pricing strategies, and program rollouts in collaboration with internal stakeholders.
• Ensure exceptional customer experience through proactive communication, issue resolution, and performance reviews.
• Represent the company at customer meetings, trade shows, industry events, and on‑site visits.
• Lead, manage, and mentor a National Accounts Manager and two National Accounts Coordinators.
• Set clear expectations, performance metrics, and development plans for the team.
• Foster a collaborative, results‑driven sales culture focused on accountability and continuous improvement.
• Provide coaching and support on account strategy, customer engagement, and sales execution.
• Partner closely with Operations, Customer Service, Marketing, Product Development, and Finance to ensure seamless execution of national account programs.
• Provide customer and market insights to support product development, merchandising, and go‑to‑market strategies.
• Ensure accurate sales reporting, utilization, and forecasting.
• Travel nationally as required to support key accounts, attend meetings, and represent the brand in the field.
• Maintain a strong, visible presence with customers to reinforce partnerships and brand credibility.
• Other duties as assigned.

• Bachelor’s degree in business, marketing, or a related field (or equivalent experience).
• 7–10+ years of sales experience, with a strong background in national account management.
• Proven experience leading and developing sales teams.
• Experience in tactical apparel, uniforms, footwear, outdoor gear, or a related industry preferred.
• Strong negotiation, presentation, and communication skills.
• Demonstrated ability to manage complex accounts and long sales cycles.
• Willingness and ability to travel nationally.

• This position is primarily remote, with regular national travel required.
• Ability to sit for extended periods while working at a computer, participating in virtual meetings, and completing administrative tasks.
• Frequent driving and air travel require visits to customers, attendance at meetings, and representation at industry events and trade shows.
• Ability to walk, stand, and move throughout customer facilities, warehouses, offices, and event venues.
• Must be able to lift and carry product samples, materials, or equipment weighing up to approximately 25 pounds.
• Work is performed in a combination of home office environments, customer locations, and public venues, with varying conditions.