National Accounts Manager

Hearth & Home Technologies is looking for a National Accounts Manager to join our Fireplaces Business Unit. This is a Remote position involving 60% travel to channel partners across the country. The role will manage a nationwide account portfolio and travel nationally to meet client needs and build relationships.

We are the nation’s leading manufacturer and supplier of hearth products, including a wide variety of gas, electric, wood and pellet burning fireplaces, inserts, stoves, and accessories. Headquartered in Lakeville, Minnesota, with distribution around the world, our innovative approach is supported by a business unit structure that allows us to develop and market products with a strong focus on customers’ needs.  Since 1996, we’ve been dedicated to connecting people through the warmth and comfort of our hearth products.  

The Fireplaces Business Unit is one of our key business units within Hearth & Home Technologies, featuring leading brands such as Heat & Glo, Majestic, Heatilator, and more. This business unit is dedicated to advancing fireplace technology and design, reflecting our commitment to exceptional quality and comfort.

The National Accounts Manager will lead national builder accounts to drive profitable sales growth and product placement by translating corporate agreements into targeted, local sales strategies.

Key Responsibilities

• Strategic Growth: Develop and execute multiyear account plans targeting growth priorities, stakeholder strategies, and measurable outcomes for national builders.
• Contract Management: Secure program compliance, driving exclusivity across current national contracts and programs.
• Value Negotiations: Lead fact-based contract negotiations that protect margins and build mutual value within established HHT approval guardrails.
• Relationship Building: Cultivate executive and divisional relationships across builder corporate, regional, purchasing, operations, sales, and design teams.
• Product Specification: Influence builder design and architecture teams to spec products that maximize revenue, market share, and product mix.
• Field Execution: Translate national agreements into regional activation plans with clear ownership, timelines, and success metrics.
• Data Diagnostics: Leverage business intelligence and data to pinpoint and capture revenue, mix, and margin opportunities.
• Internal Alignment: Connect key builder contacts with HHT cross-functional peers (Sales, Product, Finance, Marketing) to clear execution barriers.
• Channel Collaboration: Partner with regional sales teams, Fireside Hearth & Home (FHH), and independent distributors to win business at the local market level.
• Brand Awareness: Expand the fireplace category footprint and win new programs with targeted national homebuilders.
• Sales Pipeline Discipline: Maintain real-time account plans, pipeline tracking, forecasting, and contract data within Salesforce.com.
• Capability Leadership: Champion cross-functional initiatives and share best practices to elevate the organization's strategic account capabilities.

Minimum Requirements

• Bachelor’s degree in a related field, or an equivalent mix of education and professional experience.
• 5+ years of successful B2B sales and strategic account management navigating complex, multi-stakeholder organizations.
• Proven track record managing large, strategically vital accounts through long-cycle sales environments.
• Strong financial literacy with experience evaluating pricing structures, margins, rebates, and customer value propositions.
• Hands-on experience driving sales cadences and pipeline management via Salesforce.com and business intelligence tools.
• Exceptional presentation and communication skills, with a proven ability to influence both tactical and C-suite decisions.
• Technical aptitude to interpret blueprints, construction plans, and specifications to align products with homebuyer needs.
• High emotional intelligence, sound judgment, and the discipline to maintain an accountability-driven operating cadence.
• Ability and willingness to travel nationally to support customers, internal teams, and channel partners.

Preferred Qualifications

• Prior experience directly managing relationships with national or major regional homebuilders.
• Deep background in hearth, homebuilding, building products, construction, or related value-added industries.
• Experience spanning marketing, product management, design, or architectural specification.
• Mastery of formal strategic account frameworks (e.g., Miller Heiman, SAMA, Valkre).
• Demonstrated success leading matrixed teams, sharing best practices, or mentoring peers.

Competitive compensation, base salary plus incentive:

• Total target comp range is $130,800 to $163,500 which includes incentive.