National Sales Manager- Gift & Specialty

Description

The National Sales Manager – Gift & Specialty is responsible for leading and executing the sales strategy across all gift and specialty retail channels nationwide. This position drives growth by managing key customer relationships, overseeing a national broker and rep network, and collaborating with internal teams to deliver profitable programs, compelling assortments, and exceptional customer service.

This role combines strategic business planning with hands‑on engagement — from developing account‑specific programs and trade show strategies to partnering with buyers on exclusive collections and private label opportunities.

• Lead and manage a national network of brokers and sales representatives across the gift and specialty channels. This will include distributors and key specialty grocery accounts.
• Build, maintain and manage strong relationships with key retail buyers, distributors, and independent stores to drive sales growth. Hold agencies accountable with data.
• Develop account-specific sales plans and revenue roadmaps translate annual budget into quarterly pacing, promotional calendars, and product assortments in alignment with overall company objectives.
• Partner with buyers to develop customized programs, including exclusive products, packaging, and trade spend.
• Identify whitespace and new business opportunities within existing and prospective accounts.
• Collaborate cross‑functionally with Brand Marketing, Product Development, and Operations to ensure seamless execution of new product launches and seasonal programs.
• Manage budgets for travel, trade shows, and account marketing initiatives.
• Prepare compelling PowerPoint presentations for category reviews, line presentations, and buyer meetings and training opportunities.
• Represent the company at major national and regional trade shows, supporting both sales and brand visibility.
• Monitor sales performance by account, region, and category; provide regular reporting and forecasting. Understand how to manage ROI, protect brand pricing architecture, margin protection and channel conflict.
• Analyze market trends, competitive activity, and sell‑through to identify opportunities and risks. Read velocity data, propose resets that grow margin not just fill space.
• Work with Finance and Customer Service teams to manage deductions, claims, and trade spending.
• Provide leadership, training, and support to brokers and account representatives, ensuring consistency in brand representation and service.
• Uphold company policies, standards of conduct, and safety requirements.

• Bachelor’s degree or equivalent experience with 5–8 years of progressive sales experience in the gift, specialty, or consumer goods industry.
• Proven success managing national accounts, broker networks, or sales territories in a fast‑paced environment.
• Experience working directly with retail buyers to build customized programs and private label collections.
• Strong analytical, negotiation, presentation skills, excellent written and verbal communication skills.
• Proficiency in Microsoft Office (Excel, PowerPoint, Word); experience with CRM tools and SPINS data is preferred.
• Creative mindset with an understanding of seasonal trends, product development, and merchandising.
• Strong leadership skills with the ability to motivate and guide a remote sales network.
• Ability to travel nationally (approximately 40–60% of the time).
• May be required to work more than 40 hours per week as business needs require.