National Account Manager - Professional Sales

The National Account Manager is responsible for directing, managing, and driving sales performance across assigned national accounts (including Chatters, Hand & Stone, The Ten Spot, Salon Centric, Laser Clinics Canada, etc.), in alignment with Dermalogica’s business philosophy and values. 

This role owns strategic planning, visual merchandising, and day-to-day execution within national accounts, working cross-functionally with field sales, marketing, finance, operations, customer service, and education teams. The National Account Manager ensures achievement of revenue targets, effective program execution, and sustained account growth, while also identifying and pursuing new national account opportunities to expand Dermalogica’s business base. 

Duties and Responsibilities 

Strategic Planning & Account Management 

• Develops and executes annual business plans and long-term strategies to achieve sales and growth objectives for assigned national accounts 

• Manages all aspects of assigned accounts, forecasting, contract compliance, and relationship management 

• Identifies opportunities and challenges within the account base and develops strategies to maximize sell-through and profitability 

• Maintains a pipeline of new national account opportunities and actively seeks leads for future growth 

Sales Performance & Analytics 

• Owns the analysis of sales forecasting and cascades sell-out data to Finance 

• Manages weekly sales reporting and leads monthly and quarterly business reviews, including total sales and comparable growth, identifying growth opportunities and scalability.  

• Conducts bi-weekly business reviews with the field team and provides detailed summaries to the Sales Director, Professional Channel 

• Utilizes strong analytical skills and tools such as Tableau or Power BI to assess performance and inform decision-making 

• Seeks to identify new chain opportunities, bringing in new business through proactive lead generation, business development initiatives, strategic partnerships, and revenue growth. 

Cross-Functional Leadership 

• Works closely with Business Consultants and PST Field Manager to successfully roll out national initiatives across Canada 

• Communicates effectively with marketing, finance, customer service, education, and operations to achieve business objectives 

• Provides regular updates, strategic insights, and customer recaps to the Sales Director, Professional Channel 

Presentations & Customer Engagement 

• Leads the preparation and delivery of customer and internal presentations 

• Manages the pipeline and presentation schedule for national account partners 

• Meets regularly with national account partners to strengthen relationships, plan initiatives, and drive business growth 

• Enhances existing relationships and establishes new connections across account organizations 

• Spends time in the field meeting with locations and developing partnerships 

 Marketing & Promotional Execution 

• Leads the national account marketing calendar in collaboration with Marketing 

• Conducts post-promotional analysis and provides insights and recommendations for future planning 

• Ensures alignment of promotions, programs, and launches with account strategies 

• Leads event ideation and execution 

 Industry & Market Insights 

• Analyzes market trends, competition, products, packaging, and pricing that may impact sales 

• Communicates relevant insights to sales leadership and cross-functional partners 

• Regularly assesses account health, including inventory, competitive landscape, key decision-makers, pain points, and growth opportunities 

Operational & Special Projects 

• Leads and organizes conferences, trade shows, account events, and key account visits 

• Ensures assigned accounts adhere to all contractual guidelines 

• Supports vacant field territories by working directly with locations to ensure continuity of service and support 

• Leads or participates in special projects as assigned 

Qualifications 

• 5–7 years of progressive sales or account management experience within consumer goods or professional skin/hair industries (manufacturer or distributor) 

• Undergraduate degree essential 

• Proven experience in national account management and retail environments, ideally within the professional hair, skin and Medspa industry 

• Excellent interpersonal and relationship-building skills 

• Strong problem-solving abilities with a proactive, solutions-oriented mindset 

• Strategic and conceptual thinker with the ability to synthesize complex data into actionable insights 

• Highly organized with the ability to manage multiple priorities under pressure and meet deadlines 

• Strong execution and analytical skills with a results-driven approach 

• Innovative and adaptable, with the ability to pivot strategies as business needs evolve 

• Exceptional communication and presentation skills, capable of delivering clear, data-driven sales narratives 

• Advanced proficiency in Microsoft Office (Excel, PowerPoint, Outlook) 

• Experience with Tableau or Power BI strongly preferred 

• Preference given to candidates that speak English and French 

• Must reside in the Greater Toronto Area 

Working Conditions 

• Up to 20% overnight travel required 

• Occasional evening or weekend work required to attend trade shows/events (with notice)