The National Sales Manager – Gift & Specialty is responsible for leading and executing the sales strategy across all gift and specialty retail channels nationwide. This position drives growth by managing key customer relationships, overseeing a national broker and rep network, and collaborating with internal teams to deliver profitable programs, compelling assortments, and exceptional customer service.
 

This role combines strategic business planning with hands-on engagement — from developing account-specific programs and trade show strategies to partnering with buyers on exclusive collections and private label opportunities.

JOB SUMMARY

· Lead and manage a national network of brokers and sales representatives across the gift and specialty channels. This will include distributors and key specialty grocery accounts.

· Build, maintain and manage strong relationships with key retail buyers, distributors, and independent stores to drive sales growth. Hold agencies accountable with data. 

· Develop account-specific sales plans and revenue roadmaps translate annual budget into quarterly pacing, promotional calendars, and product assortments in alignment with overall company objectives.

· Partner with buyers to develop customized programs, including exclusive products, packaging, and trade spend.

· Identify whitespace and new business opportunities within existing and prospective accounts.

· Collaborate cross-functionally with Brand Marketing, Product Development, and Operations to ensure seamless execution of new product launches and seasonal programs.

· Manage budgets for travel, trade shows, and account marketing initiatives.

· Prepare compelling PowerPoint presentations for category reviews, line presentations, and buyer meetings and training opportunities.

· Represent the company at major national and regional trade shows, supporting both sales and brand visibility.  

· Monitor sales performance by account, region, and category; provide regular reporting and forecasting. Understand how to manage ROI, protect brand pricing architecture, margin protection and channel conflict. 

· Analyze market trends, competitive activity, and sell-through to identify opportunities and risks. Read velocity data, propose resets that grow margin not just fill space. 

· Work with Finance and Customer Service teams to manage deductions, claims, and trade spending.

· Provide leadership, training, and support to brokers and account representatives, ensuring consistency in brand representation and service.

· Uphold company policies, standards of conduct, and safety requirements.

· Bachelor’s degree or equivalent experience with 5–8 years of progressive sales experience in the gift, specialty, or consumer goods industry.

· Proven success managing national accounts, broker networks, or sales territories in a fast-paced environment.

· Experience working directly with retail buyers to build customized programs and private label collections.

· Strong analytical, negotiation, presentation skills, excellent written and verbal communication skills

· Proficiency in Microsoft Office (Excel, PowerPoint, Word); experience with CRM tools and SPINS data is preferred.

· Creative mindset with an understanding of seasonal trends, product development, and merchandising.

· Strong leadership skills with the ability to motivate and guide a remote sales network.

· Ability to travel nationally (approximately 40–60% of the time).

· May be required to work more than 40 hours per week as business needs require.