National Account Manager, Midwest (Sales)

American Wood Fibers (AWF) is a manufacturer of both consumer and industrial products that are sold to multiple manufacturers as well as pet, agricultural, and home-heating markets. AWF is comprised of 350+ employees and holds operations at 10 locations, generating over $100M in annual sales revenue. We are currently seeking a candidate for the National Account Manager (Sales)  role supporting our Midwest operations.

OVERALL OBJECTIVE

Oversees all sales activities within assigned accounts and territory, working in close coordination with the Eastern Sales Team. This role is responsible for managing both independent and national customers, with a strong focus on driving sales growth and profitability. The National Account Manager is expected to take a leadership role within the AWF sales organization by increasing product placement, acquiring new customers, sharing best practices, and fostering a collaborative, team-oriented environment.

RESPONSIBILITIES

• Develop and execute annual business plans for assigned accounts to achieve sales targets and maximize market penetration through data analysis, market intelligence, and training.
• Consistently exceed sales objectives established by the VP of Sales to support company growth initiatives.
• Maintain detailed account profiles, promotional calendars, and business plans for each customer.
• Conduct quarterly business reviews to evaluate performance against goals, new item placements, customer acquisition, and territory management objectives.
• Create and implement a strategic travel plan to ensure consistent territory coverage and strengthen customer relationships through in-person visits.
• Work closely with customers to increase distribution, market share, and shelf presence of AWF products.
• Manage a pipeline of opportunities and maintain clear communication throughout the sales process, including project scoping, application development, and quoting.
• Collaborate with regional sales team members to ensure alignment on customer plans, promotions, pricing, merchandising, and business results.
• Respond promptly to competitive bids and market opportunities to protect and grow AWF business.
• Maintain a strong understanding of customer needs, industry trends, and market dynamics to develop competitive pricing strategies.
• Represent the company at industry trade shows, conferences, and customer events.

REQUIREMENTS

• Proven track record of driving sales growth and delivering measurable business results.
• Strong attention to detail with the ability to manage multiple priorities and opportunities simultaneously.
• Customer-focused mindset with a commitment to exceptional service.
• Advanced business acumen, including financial analysis and profit-and-loss management.
• Strong negotiation, influencing, and change leadership skills.
• Ability to establish and maintain strategic customer relationships.
• Proficiency in CRM systems and Microsoft Office Suite (Word, Excel, PowerPoint).
• Effective presentation and communication skills with a persuasive sales approach.
• Strong judgment, analytical thinking, and problem-solving capabilities.
• Willingness and ability to travel approximately 25% or more as business needs require.

QUALIFICATIONS

• Bachelor's Degree in Business Administration or a related field.
• Minimum of 7 years of experience in the Consumer-Packaged Goods (CPG) industry.
• Experience working with Ace Hardware, Doit Best, True Value, Orgill, or Farm Channel accounts required.
• Must reside within reasonable proximity to a major airport.
• Demonstrated career progression with profit-and-loss responsibility at the account and regional levels.
• Experience in business planning, budgeting, accounting, and other general management functions.

For Consideration...

Due to the nature of our business, American Wood Fibers requires a tobacco and smoke-free environment. We offer a competitive package including health, dental, vision, and life insurance, profit bonus opportunities, paid time off, and a matching 401(k) plan. For more information about American Wood Fibers, please visit our website at www.awf.com. AWF is an Equal Opportunity Employer.

Corporate Office
 9740 Patuxent Woods Drive, Suite 500
 Columbia, MD 21046
 800-624-9663 / 410-290-8700
 Fax 410-290-6660

Other Locations
 Jessup, MD / Schofield, WI / Pella, IA / Lebanon, KY / Marysville, CA / Marshall, TX / Circleville, OH / Marion, VA / Jamestown, CA / Laurinburg, NC

Visit us at www.awf.com