Director, Sales - National Accounts

We're Hiring: Director, Sales - National Accounts
Location: Torrance, CA
Company: Pelican

Who We Are

At Pelican, we engineer products that stand up to the world's toughest conditions-because the people who rely on us do too. For nearly 50 years, we've been a trusted partner for military personnel, first responders, outdoor adventurers, and innovators who push the limits.

With a global presence that includes 11 offices, 4 manufacturing facilities, and 4 custom case centers, we create high-performance protective solutions that ensure our customers can focus on what matters most. Whether it's transporting critical medical supplies, securing mission-essential equipment, or keeping expedition gear safe, Pelican products are Built to Protect to Equip for the Mission.

At Pelican, your work has a real-world impact. You'll be part of a team driven by innovation, craftsmanship, and the shared belief that when the mission is critical, failure isn't an option. If you're ready to build something that makes a difference, be part of a team that protects what matters most.

What You'll Do:

Pelican is seeking a strategic, results-driven Director of Sales - National Accounts to lead growth across key Industrial Supply (MRO) customers. This role owns national account strategy, revenue performance, and executive-level relationships-driving profitable growth, expanding market share, and strengthening Pelican's position with large, multi-location customers.

You'll operate as a senior commercial leader, partnering cross-functionally to shape go-to-market strategy, influence product direction, and deliver meaningful business impact.

• Own revenue and gross margin performance across a portfolio of national MRO accounts
• Develop and execute account strategies and growth plans to expand market share and profitability
• Build and maintain executive-level relationships with key customers, including buyers, category leaders, and senior decision-makers
• Lead joint business planning with customers, aligning on performance targets, programs, and long-term growth initiatives
• Provide accurate forecasting and demand insights, including seasonal and program-driven impacts
• Analyze market trends, competitive landscape, and customer strategies to identify new growth opportunities
• Partner with Sales, Marketing, and Product Management to shape go-to-market strategies, assortment, and promotional plans
• Drive product placement, merchandising strategies, and sell-through performance across national accounts
• Coordinate internal resources to deliver on customer expectations and resolve complex issues
• Represent Pelican at key customer meetings, industry events, and trade shows
• Ensure high levels of customer satisfaction while strengthening long-term partnerships
• Perform additional duties as assigned

What We're Looking For:

• Bachelor's degree, preferably in Business or Marketing fields or equivalent work experience.
• Minimum of 5-7 years of relevant sales experience in the Industrial Supply /Maintenance, Repair and Operations (MRO) market, with large national accounts.
• Excellent teamwork and teambuilding skills with proven ability to influence cross-functional teams.
• Must demonstrate exceptional communication skills, oral and written, with strong project leadership and organization capabilities needed to manage numerous priorities.
• Some experience opening new accounts/hunting new business in either a B2B or B2C setting.
• Demonstrated performance in developing account plans across product, merchandising, and sales and marketing programs that resulted in significant growth for the customer.
• Must have comprehensive understanding of the financial drivers of the business as well as the customer facing and operational drivers.
• Solid experience with SAP or other ERP system and proficiency with advanced features of Excel, PowerPoint, Word and Access.

Join a company that truly values its employees! We offer a relaxed and casual work environment, a strong commitment to giving back to communities, and a focus on employee satisfaction. With regular opportunities to share feedback with leadership and structured performance evaluations, we ensure that your voice is heard and your growth is supported.

• Competitive paid time off plans/Holiday pay/extra vacation purchase opportunities

• 401k plan - with immediate match

• Great Benefits - several options including Pet insurance for our animal lovers.
• Health Savings Account Contribution

• Wellness Discount Program

• Global Mental Wellness Program
• Quarterly Employee Celebration Days
• Peer to Peer Recognition Program
• Service Recognition Program
• Exceptional Employee Satisfaction Scores
• Ample free parking with EV Charging Station

• Amazing employee discount program on Pelican Products, Pelican branded apparel and gear

• Employee referral program - get paid to work with your trusted network.

• Prime location - minutes away from the beach!

• Established reputable brand offering premium products - you'll be proud to represent Pelican!

• And more...

Compensation & Benefits:
Our compensation reflects the cost of labor across severalU.S. geographic markets. Base pay is one part of our total compensation package and is determined within a range. This provides the opportunity to progress as you grow and develop within a role. The annual U.S. pay range for this positionis listed below. Paywithin this range varies by work locationand may also depend on your qualifications, job-related knowledge, skills,and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process. We also offer a comprehensive package of benefits, including paid time off, 10 paid holidays per year, medical/dental/vision insurance, company-paid life and disability plans, and matching 401k to eligible employees.
Pelican Products, Inc. is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.