Worthington Enterprises
National Account Mgr Pro Channel
Worthington Enterprises, Columbus, Ohio, United States, 43224
Overview
Join to apply for the
National Account Mgr Pro Channel
role at
Worthington Enterprises . Under the direction of the Director of Sales, the National Account Manager Pro Channel will drive growth across professional Paint and Drywall accounts by developing strategic programs, leading broker and event execution, and aligning cross-functional resources. This role requires a strong commercial acumen, a hunter’s mindset, and the ability to influence internal and external stakeholders. From sell-in to sell-through, the NAM will be accountable for building programs that scale, generating demand through field activity, and delivering meaningful revenue and margin gains. Responsibilities
Lead strategic account development across assigned Pro segment partners with an emphasis on building long-term, value-driven relationships and driving mutually beneficial business results. Operates at the highest level in the accounts’ organizations and facilitates executive interfaces when necessary. Lead through influence—mentor field reps, broker partners, and cross-functional peers to drive unified execution and elevate brand presence at the local level. Act as a strategic advisor to customer leadership teams—present business cases, lead MBRs, and represent Worthington with confidence and credibility. Customize programs and product assortments based on Pro customer behavior, service requirements, and regional market differences. Present solutions to key stakeholders within the customer’s organization and identify areas of sales opportunities and growth. Pursue whitespace accounts and channel entry points with a hunter mindset—identify new opportunities, pitch differentiated solutions, and lead program sell-in. Manage account and channel sales activities to achieve annual volume, distribution, share and profit targets. Create and execute sales plans to achieve volume, profit, and distribution objectives in line with channel growth projections (targeting $23–30M in share gain within addressable market). Actively manage pricing, forecasting, and promotional planning tailored to each Pro account’s business model. Own internal forecasting, performance analysis, and account planning. Leverage POS data, field reports, customer feedback, and internal analytics to refine strategy and deliver growth recommendations to leadership. Use data from field activity, POS systems, and distributor feedback to refine go-to-market approach and support growth initiatives. Collaborate with Sales Activation Specialist to manage customer meetings/trade shows, line review prep, and channel planning; work with Finance, Analytics, Supply Chain, and Brand teams to ensure execution and margin delivery. Co-develop merchandising strategies and in-store/field program execution with brand teams, brokers and field specialists; contribute to local marketing strategies. Drive adoption of highly technical product lines through education, demos, and tailored content; target shows with highest ROI. Identify and pursue category expansion opportunities across Pro Paint, Drywall, and Concrete channels. Partner with Product, Marketing, and Supply Chain to develop market-responsive tools and content for Pro users. Partner with Director of Sales to deliver account-specific P&L performance and drive GM improvement through pricing strategy and demand shaping. Collaborate with Field Demonstration Specialists and manage regional manufacturer representatives to deliver training events and meet sales objectives. Align with Sales Management on hiring of manufacturers reps that meet Worthington objectives. Coordinate Pro Show events and broker engagement strategy; schedule, resource, and measure events to drive contractor conversion and brand pull-through. Utilize internal support teams to ensure seamless order execution, problem resolution and performance reporting for senior leadership. Serve as a subject matter expert on the professional user landscape, tracking market shifts, competitive activity, and pricing intelligence. Deliver regular reporting on sales performance, market insights, and recommendations to senior leadership. Proactively communicate customer contractual terms on defined cadence to appropriate departments and stakeholders. Education/Qualifications
4-year degree, or equivalent, with concentration in business 5+ years of sales/account management experience, ideally with industrial tools focus on Pro or specialty distribution channels Demonstrated success managing national accounts and/or specialty distributors Strong commercial acumen, negotiation skills, communication and presentation skills with a customer-first mindset Experience with fact-based and solution-minded selling Experience building programs and partnerships with field sales organizations and rep agencies Ability to work independently in a fast-paced, matrixed environment and cross-functionally with all levels Basic knowledge of common consumer packaged goods math and vocabulary Proficiency with CRM, forecasting, and POS analytics tools Works with urgency and ownership; able to turn raw data into actionable insights Willingness to travel up to 50% across North America Ideal Candidate Qualifications
Experience in Paint, Drywall, Concrete or Construction Supply sectors Familiarity with customers like Sherwin-Williams, GMS, FBM, White Cap or similar channels Prior experience launching products or new channels in Pro environments Exposure to demo-based or solution-selling sales models About Us
Worthington Enterprises is a designer and manufacturer of market-leading brands across Building Products and Consumer Products. We are committed to providing reasonable accommodations for individuals with disabilities in the application and hiring process. If you need an accommodation, please contact careers@wthg.com.
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Join to apply for the
National Account Mgr Pro Channel
role at
Worthington Enterprises . Under the direction of the Director of Sales, the National Account Manager Pro Channel will drive growth across professional Paint and Drywall accounts by developing strategic programs, leading broker and event execution, and aligning cross-functional resources. This role requires a strong commercial acumen, a hunter’s mindset, and the ability to influence internal and external stakeholders. From sell-in to sell-through, the NAM will be accountable for building programs that scale, generating demand through field activity, and delivering meaningful revenue and margin gains. Responsibilities
Lead strategic account development across assigned Pro segment partners with an emphasis on building long-term, value-driven relationships and driving mutually beneficial business results. Operates at the highest level in the accounts’ organizations and facilitates executive interfaces when necessary. Lead through influence—mentor field reps, broker partners, and cross-functional peers to drive unified execution and elevate brand presence at the local level. Act as a strategic advisor to customer leadership teams—present business cases, lead MBRs, and represent Worthington with confidence and credibility. Customize programs and product assortments based on Pro customer behavior, service requirements, and regional market differences. Present solutions to key stakeholders within the customer’s organization and identify areas of sales opportunities and growth. Pursue whitespace accounts and channel entry points with a hunter mindset—identify new opportunities, pitch differentiated solutions, and lead program sell-in. Manage account and channel sales activities to achieve annual volume, distribution, share and profit targets. Create and execute sales plans to achieve volume, profit, and distribution objectives in line with channel growth projections (targeting $23–30M in share gain within addressable market). Actively manage pricing, forecasting, and promotional planning tailored to each Pro account’s business model. Own internal forecasting, performance analysis, and account planning. Leverage POS data, field reports, customer feedback, and internal analytics to refine strategy and deliver growth recommendations to leadership. Use data from field activity, POS systems, and distributor feedback to refine go-to-market approach and support growth initiatives. Collaborate with Sales Activation Specialist to manage customer meetings/trade shows, line review prep, and channel planning; work with Finance, Analytics, Supply Chain, and Brand teams to ensure execution and margin delivery. Co-develop merchandising strategies and in-store/field program execution with brand teams, brokers and field specialists; contribute to local marketing strategies. Drive adoption of highly technical product lines through education, demos, and tailored content; target shows with highest ROI. Identify and pursue category expansion opportunities across Pro Paint, Drywall, and Concrete channels. Partner with Product, Marketing, and Supply Chain to develop market-responsive tools and content for Pro users. Partner with Director of Sales to deliver account-specific P&L performance and drive GM improvement through pricing strategy and demand shaping. Collaborate with Field Demonstration Specialists and manage regional manufacturer representatives to deliver training events and meet sales objectives. Align with Sales Management on hiring of manufacturers reps that meet Worthington objectives. Coordinate Pro Show events and broker engagement strategy; schedule, resource, and measure events to drive contractor conversion and brand pull-through. Utilize internal support teams to ensure seamless order execution, problem resolution and performance reporting for senior leadership. Serve as a subject matter expert on the professional user landscape, tracking market shifts, competitive activity, and pricing intelligence. Deliver regular reporting on sales performance, market insights, and recommendations to senior leadership. Proactively communicate customer contractual terms on defined cadence to appropriate departments and stakeholders. Education/Qualifications
4-year degree, or equivalent, with concentration in business 5+ years of sales/account management experience, ideally with industrial tools focus on Pro or specialty distribution channels Demonstrated success managing national accounts and/or specialty distributors Strong commercial acumen, negotiation skills, communication and presentation skills with a customer-first mindset Experience with fact-based and solution-minded selling Experience building programs and partnerships with field sales organizations and rep agencies Ability to work independently in a fast-paced, matrixed environment and cross-functionally with all levels Basic knowledge of common consumer packaged goods math and vocabulary Proficiency with CRM, forecasting, and POS analytics tools Works with urgency and ownership; able to turn raw data into actionable insights Willingness to travel up to 50% across North America Ideal Candidate Qualifications
Experience in Paint, Drywall, Concrete or Construction Supply sectors Familiarity with customers like Sherwin-Williams, GMS, FBM, White Cap or similar channels Prior experience launching products or new channels in Pro environments Exposure to demo-based or solution-selling sales models About Us
Worthington Enterprises is a designer and manufacturer of market-leading brands across Building Products and Consumer Products. We are committed to providing reasonable accommodations for individuals with disabilities in the application and hiring process. If you need an accommodation, please contact careers@wthg.com.
#J-18808-Ljbffr