National Account Manager

Farm, Ranch & Hardware Channel  |  EarthKind  |  Remote (U.S.) or Hybrid — Mooresville, NC

EarthKind is growing fast in the farm, ranch, and hardware channel, and this is the role that owns that growth. The channel runs from national and regional farm and ranch retailers to hardware co-ops and home improvement chains. Menards and Tractor Supply are the two largest accounts in it today, and they anchor a portfolio we expect you to broaden across the channel. You will be the headquarters contact those customers call, and the person who decides where the trade dollars go, what the line review deck argues, and how our broker partners spend their hours in store.

This is a small, fast-moving company, which cuts both ways. There is no layer between you and the buyer, and no layer between your decisions and the P&L — a call you make in March shows up in the numbers by June. If you want a seat where you can see your own fingerprints on the business, this is one. If you want a large support apparatus behind you, it is not.

EarthKind makes plant-based pest prevention products that work without the poisons and traps most households would rather not have in the house. Our Fresh Cab Botanical Rodent Repellent is the first and only EPA registered rodent repellent for indoor use, with over 60 million pouches sold in the last 15 years. We manufacture and distribute from our headquarters in Mooresville, NC.

Customer leadership and growth

• Own the headquarter relationship for a portfolio of national and regional retail accounts across the farm, ranch, and hardware channel, anchored by Menards and Tractor Supply.
• Lead line reviews, category presentations, and annual negotiations, and secure incremental distribution, assortment, and velocity.
• Identify and pursue new retailers, channels, or partnerships that extend EarthKind's reach.

Planning, forecasting, and customer P&L

• Build annual and quarterly customer plans tied to company revenue and margin objectives.
• Forecast by customer, category, and item, and partner with Demand Planning so the plan and the supply match.
• Manage a customer-level P&L, including trade funds, promotional spending, and program investment, and partner with Finance on pricing and trade architecture.

Broker and field execution

• Direct our broker partners and field selling resources against clear priorities, targets, and scorecards.
• Equip them with the tools, training, and updates they need to execute the customer plan at store level.

Insights and selling tools

• Turn POS and syndicated data into a category story a buyer will act on, not a data dump.
• Build and continuously sharpen customer-facing presentations, sell sheets, and category reviews.
• Partner with Marketing to translate brand strategy into customer-specific programs, including retailer .com content and retail media where it applies.

• A signed joint business plan with each of your top customers, with agreed growth targets and a promotional calendar built against them.
• Expanded distribution — measured in items, doors, or both — at your anchor accounts, plus at least one new customer or channel in the pipeline.
• Trade and promotional spend you can defend line by line, with post-event ROI analysis behind each program.
• A forecast that Operations and Supply Chain trust enough to build to.
• Broker partners running against a written scorecard, with clear priorities and a regular review cadence.

Required

• 4+ years in CPG sales, key account management, category management, or trade and sales analytics — or equivalent experience in an adjacent commercial role.
• Direct headquarters-level selling experience with at least one national retailer. Tractor Supply, Menards, Ace, Do It Best, Home Depot, Lowe’s, Walmart, Target, Kroger, or similar all count.
• Has built and presented a joint business plan or annual line review to a national buyer and can walk us through how it landed.
• Has managed a trade or promotional budget and can explain how they measured whether it paid back.
• Works comfortably in POS and syndicated data, with the ability to pull out actionable insights and recommendations.
• Able to travel approximately 15%, including overnight customer and store visits.

Preferred

• Farm and ranch, hardware, or home improvement channel experience.
• Experience directing broker partners or an outsourced field sales organization.
• Omnichannel or e-commerce experience — retailer .com, marketplace, or retail media networks.
• Fluency using AI tools to speed up analysis, deck building, and customer research.

If you meet most of the required list but not every line, apply anyway and tell us how you would close the gap. We would rather read that than miss you.

• Base salary: $80,000 – $110,000 based on experience and location.
• Annual bonus: ~25% of base at target, tied to customer growth and profitability.
• Health: Medical, dental, and vision — EarthKind covers 100% of the employee premium.
• Retirement: 401(k) with a company match.
• Travel: Approximately 15%, including customer headquarters visits, retail store walks, and two to three industry trade shows a year.

We aim to move from first conversation to decision within two weeks.

• Recruiter or hiring manager screen — 30 minutes, video.
• Interview with the Head of Sales & Marketing — 45–60 minutes.
• Working session: a short customer plan or category story you walk us through — 60 minutes. We share the prompt in advance and do not expect unpaid spec work.
• Conversations with cross-functional partners in Marketing, Finance, and Operations.
• References and offer.

EarthKind is an equal opportunity employer. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, genetic information, or any other characteristic protected by law.

If you need accommodation at any point in the application or interview process, contact [email protected] and we will work it out with you. Employment is contingent on a background check and eligibility to work in the U.S.