The Director, Key Accounts – Retail is responsible for building, scaling, and leading a national retail channel strategy within the HDPE and building materials space. This role turns strategy into revenue by securing retail approvals, developing high-impact partnerships, and driving long-term growth across major retail accounts. As the retail subject matter expert, this leader serves as a trusted advisor to customers and internal stakeholders while positioning the organization as a differentiated, value-driven alternative in a competitive market.
Key Responsibilities
Develop and execute a scalable retail channel strategy to drive sustainable growth and market penetration Secure brand approvals and convert pilot programs into long-term, revenue-generating partnerships Identify and develop strategic retail relationships, innovation pilots, and solution-based opportunities Partner cross-functionally to align product, pricing, and go-to-market strategies with retail requirements Key Account & Stakeholder Engagement
— Build and maintain executive-level relationships with national and regional retail partners; support major pursuits through design reviews, technical discussions, and value-engineering initiatives; engage with agencies, consultants, and industry partners that influence retail sales; act as a senior commercial ambassador, reinforcing credibility, trust, and value in the marketplace Leadership & Internal Enablement
— Serve as the internal retail channel expert, supporting sales, engineering, and operations teams; provide guidance on competitive positioning, innovation, and value differentiation; contribute to sales tools, playbooks, and best practices that support retail excellence; promote a culture of accountability, collaboration, safety, and continuous improvement Qualifications
Required 10+ years of progressive experience in sales, key account management, or commercial leadership within industrial, infrastructure, or building materials sectors Direct experience managing key accounts with major North American home improvement retailers (e.g., Home Depot and/or Lowe’s) across U.S. and Canadian markets Proven success developing and scaling retail or channel-based sales models Strong executive presence with experience managing complex, multi-stakeholder accounts Ability to translate strategy into actionable, results-driven business plans Experience competing in technical or commoditized markets (HDPE or adjacent materials strongly preferred) Core Competencies
Executive relationship management Value-based selling and negotiation Cross-functional leadership and influence Innovation mindset with a practical, results-oriented approach What We Offer
Competitive salary based on experience Comprehensive benefits including health, dental, vision, and supplemental insurance 401(k) with company match Paid vacation and PTO Strong safety programs Ongoing training and career advancement opportunities
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Develop and execute a scalable retail channel strategy to drive sustainable growth and market penetration Secure brand approvals and convert pilot programs into long-term, revenue-generating partnerships Identify and develop strategic retail relationships, innovation pilots, and solution-based opportunities Partner cross-functionally to align product, pricing, and go-to-market strategies with retail requirements Key Account & Stakeholder Engagement
— Build and maintain executive-level relationships with national and regional retail partners; support major pursuits through design reviews, technical discussions, and value-engineering initiatives; engage with agencies, consultants, and industry partners that influence retail sales; act as a senior commercial ambassador, reinforcing credibility, trust, and value in the marketplace Leadership & Internal Enablement
— Serve as the internal retail channel expert, supporting sales, engineering, and operations teams; provide guidance on competitive positioning, innovation, and value differentiation; contribute to sales tools, playbooks, and best practices that support retail excellence; promote a culture of accountability, collaboration, safety, and continuous improvement Qualifications
Required 10+ years of progressive experience in sales, key account management, or commercial leadership within industrial, infrastructure, or building materials sectors Direct experience managing key accounts with major North American home improvement retailers (e.g., Home Depot and/or Lowe’s) across U.S. and Canadian markets Proven success developing and scaling retail or channel-based sales models Strong executive presence with experience managing complex, multi-stakeholder accounts Ability to translate strategy into actionable, results-driven business plans Experience competing in technical or commoditized markets (HDPE or adjacent materials strongly preferred) Core Competencies
Executive relationship management Value-based selling and negotiation Cross-functional leadership and influence Innovation mindset with a practical, results-oriented approach What We Offer
Competitive salary based on experience Comprehensive benefits including health, dental, vision, and supplemental insurance 401(k) with company match Paid vacation and PTO Strong safety programs Ongoing training and career advancement opportunities
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