National Retail Sales Manager or Key Account Manager

Traveler's Choice is seeking a senior national retail sales leader to oversee key retail relationships, drive revenue, and maintain brand integrity across distribution. The role functions as the primary liaison with retail buyers, coordinating seasonal assortments, pricing programs, and margin targets while feeding buyer insights back to product and design teams for channel-appropriate development.

Responsibilities

• Own end-to-end management of Traveler's Choice retail account relationships across multiple accounts and formats, safeguarding brand integrity as products move through various tiers of distribution.
• Serve as the main point of contact between Traveler's Choice and retail buyers.
• Sell in seasonal assortments, negotiate pricing and programs, and oversee each account’s performance relative to revenue and margin goals.
• Transmit buyer insights and market needs to product and design teams to shape channel-appropriate offerings.
• Operate independently across several accounts, build compelling presentations that secure shelf space, and protect brand equity throughout distribution.
• Meet and exceed annual revenue targets across assigned accounts.
• Maintain or grow door count and SKU placement at each retailer.
• Deliver gross margin targets by account, managing pricing and promotional allowances within approved guidelines.
• Execute seasonal sell-in: present and close seasonal assortments on time according to each retailer’s buying calendar.
• Maintain forecast accuracy within defined thresholds (typically within ±10%) for monthly and quarterly shipment projections.
• Maintain regular communication with each account’s buying team, including scheduled check-ins, post-season recaps, and proactive updates on product availability and opportunities.
• Translate buyer feedback into actionable product briefs for design and sourcing teams, supporting assortment planning aligned with each retailer’s customer base and price architecture.
• Deliver polished, account-tailored product presentations and line reviews that clearly communicate value, competitive positioning, and margin narrative for each program.
• Collaborate with buyers to monitor inventory sell-through and minimize markdowns and returns.
• Ensure on-time submission of all account-required documentation such as item setup forms, compliance paperwork, and routing guides.

Requirements

• Minimum five years of sales experience calling on national or regional retail accounts across mass, department, specialty, off-price, or club channels.
• Proven track record managing multiple accounts with full-cycle ownership, including product selection, pricing, presentations, negotiation, and post-sale follow-through.
• Strong understanding of how different retail channels operate, including inline programs, planograms, off-price buys, and promotional cycles.
• Experience managing brand positioning across channels, with awareness of how pricing and placement affect brand equity in other channels.
• Proficiency in building and delivering product presentations and line reviews tailored to individual buyers.
• Strong analytical skills with the ability to read sell-through reports, POS data, and inventory positions to inform strategy.
• Willingness to travel to buyer offices, trade shows, and retailer HQs as needed.
• Bachelor’s degree required.

Benefits

• 401(k) with company match
• Employee discount
• Health insurance
• Paid time off

Compensation

Salary range: USD 70,000 – 100,000 per year.

Work Location

Pomona, California, on site. This is an in-person role.