National Account Manager

Company DescriptionLittle Giant Ladder Systems, a family-owned company founded in the 1970s, specializes in manufacturing purpose-built ladders designed to meet the unique safety and functional needs of trade professionals. Headquartered in the USA, Little Giant collaborates with safety experts nationwide to create innovative solutions that reduce job site risks and enhance productivity. With over 50 patents awarded in the past five years, Little Giant is an industry leader in climbing equipment safety and innovation. The company is committed to keeping workers safe and ensuring they return home to their families every day. By combining performance, convenience, and ergonomic support, Little Giant delivers peace of mind to thousands of professionals across various trades.Position Summary The National Account Manager (NAM) — Ladder Division is responsible for the full commercial relationship with Mallory Safety and Supply LLC and select independent safety and PPE distributors within the Affiliated Distributors network. The NAM owns revenue, gross margin, product assortment, and sell-through performance for the account, operating as the primary point of contact for Mallory’s purchasing, category, and field sales leadership. This role demands a consultative selling approach, deep safety product knowledge, and the ability to co-sell effectively alongside Mallory’s 110+ trained field representatives into end-user accounts across construction, industrial, utility, and facilities maintenance segments. The NAM is expected to position ladders as an integral part of a broader fall protection and at-heights safety solution — not a standalone commodity category. Account Responsibility Primary account: • Mallory Safety and Supply LLC — full account ownership across all 40+ locations and e commerce / catalog channel Secondary channel: • AD-member independent safety and MRO distributors where Mallory program agreements extend buying group influence • Adjacent independent safety distributors in the Western US with overlapping customer segments Core Responsibilities Account Management & Revenue Growth • Own and grow the Mallory account P&L, meeting or exceeding annual revenue and gross margin targets. • Negotiate annual program agreements covering net pricing, volume rebates, co-op marketing funds, freight terms, and stocking commitments. • Develop and present joint business plans (JBPs) semi-annually with Mallory’s purchasing and category management leadership. • Identify and pursue expansion opportunities including new SKU introductions, Type IA/IAA specialty ladder programs, fall protection accessories, and adjacency categories. • Leverage Mallory’s AD buying group membership to extend program terms and influence to participating independent distributor members. Mallory-Specific Engagement• Build and maintain relationships at multiple levels: executive leadership (CEO/VP), national purchasing, category management, and regional branch managers. • Work with Mallory’s VMI and vending teams to specify and place ladder SKUs in automated dispensing solutions and on-site stocking programs at customer facilities. • Integrate ladder product recommendations into Mallory’s at-heights safety training curriculum, including ENSA-certified programs, to drive specification and pull-through from trained workers. • Support Mallory’s custom catalog and private-label initiatives; evaluate co-branding or exclusive SKU opportunities where strategically appropriate. • Maintain a consistent presence at Mallory branch locations and regional events; participate in Mallory customer appreciation events and vendor showcases. Field Co-Selling & End-User Pull-Through• Co-sell with Mallory’s field sales team into priority end-user segments: construction contractors, industrial plant maintenance, electric utilities, telecom, government, and facilities management. • Conduct joint end-user calls alongside Mallory reps to specify premium ladder lines for safety critical applications and large-volume replacement programs. • Develop and deliver ANSI A14 and OSHA fall protection training content that Mallory’s team can deploy with their customers as a value-added service. • Build a pipeline of end-user specification opportunities that generate measurable distributor sell-through; track and report pull-through performance quarterly. Product & Category Management• Manage ladder SKU assortment across Mallory’s stocked catalog, special-order program, and e-commerce platform; optimize for breadth, availability, and gross margin. • Introduce new products aligned to Mallory’s customer mix (industrial-duty, fiberglass, specialty access); lead product launch planning and rep training. • Monitor competitive ladder assortment and pricing in the independent safety distribution channel; report findings to Sales, Marketing, and Product teams. Forecasting, Operations & Service• Submit monthly and quarterly demand forecasts by SKU; maintain forecast accuracy within company targets to support Mallory’s 98%+ fill-rate service standard. • Coordinate with supply chain and customer service to ensure on-time delivery and resolve service issues before they escalate to Mallory’s purchasing team. • Manage co-op and MDF budgets allocated to the Mallory account; ensure all spend is tracked and generating measurable ROI. • Maintain complete and current account data in Salesforce including contact maps, opportunity pipeline, and activity history. QualificationsRequired• 5+ years of B2B national or key account sales experience selling to independent safety, PPE, MRO, or industrial distributors. • Demonstrated experience managing Mallory Safety, or a comparable independent distributor or AD/buying-group member account. • Background in ladders, fall protection, at-heights safety, or adjacent PPE and safety product categories. • Solid understanding of ANSI A14 ladder standards, OSHA 29 CFR 1926 and 1910 fall protection and ladder regulations, and duty-type ratings (Type IA, IAA, I, II). • Proven ability to sell consultatively and build long-term relationships with distributor leadership, category managers, and field sales teams. • Experience supporting or co-selling through distributor field representatives into end-user accounts. • Proficiency in Salesforce CRM and Microsoft Excel; ability to analyze sell-through data and build business cases. • Willingness and ability to travel 40–55% across the Western US and nationally as required. Preferred• Existing relationships within Mallory Safety’s purchasing, category, or regional leadership structure. • Familiarity with VMI program structures, automated vending (e.g., Fastenal Automate, Grainger KeepStock equivalents), and on-site stocking agreements. • Knowledge of the Affiliated Distributors (AD) buying group structure and how program agreements influence member purchasing behavior. • Experience integrating product sales with safety training programs or at-heights certification curricula (ENSA, ANSI Z359, or equivalent). • Background in government, cooperative purchasing (OMNIA Partners, NASPO), or public sector safety supply. • Bachelor’s degree in Business, Sales, Marketing, or a related field; equivalent experience considered. Core CompetenciesCommercial skills • Consultative & solutions-based selling • Contract negotiation & program management • Joint business planning • Buying group & AD channel strategy • Trade spend and co-op management Technical & interpersonal skills • ANSI / OSHA ladder & fall protection expertise • At-heights training integration • Field co-selling with distributor reps • VMI and vending program support • End-user specification & pull-through • Demand forecasting & inventory planning • Cross-functional collaboration (Marketing, Ops, Product) Performance MetricsThe NAM will be measured quarterly and annually against the following key performance indicators: • Revenue attainment vs. annual quota for Mallory and AD-channel accounts • Gross margin percentage vs. plan • Year-over-year account revenue growth • SKU stocking breadth — active SKUs in Mallory catalog vs. total available portfolio • End-user pull-through pipeline value and conversion • Forecast accuracy (within ±10% at 90-day rolling horizon) • Mallory fill-rate contribution (supporting 98%+ service standard) • Co-op and MDF spend ROI vs. plan Compensation & BenefitsThis role offers a competitive base salary commensurate with experience, paired with an annual incentive plan tied to revenue, gross margin, and strategic account objectives. Additional details will be provided during the interview process.• Base salary: competitive, commensurate with experience • Annual performance incentive: formula-driven, uncapped • Vehicle allowance or company vehicle • Full benefits: medical, dental, vision, 401(k) with company match • Safety product training and professional development budget