Director of Key Accounts/Retail

Director, Key Accounts – Retail

Position Summary

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

Retail Strategy & Growth

• 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

• Strategic market development

• 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