The posting
At YETI, we believe that time spent outdoors matters more than ever and our gear can make that time extraordinary. When you work here, you’ll have the opportunity to create exceptional, meaningful work and problem solve with innovative team members by your side. Together, you’ll help our customers get the high-quality gear they need to make the most of their adventures. We are BUILT FOR THE WILD™.
About the Role
YETI is seeking a Senior Manager, National Account Sales to lead a portfolio of National and Strategic Accounts within the Sport & Wellness vertical, including ownership of one of YETI's largest and most strategically important wholesale partnerships.
This role is accountable for delivering significant revenue, profitability, and market share growth while translating YETI's wholesale and channel strategies into customer-specific business plans. The Senior Manager serves as a key commercial leader, shaping strategic account direction, influencing cross-functional priorities, and representing the voice of the customer across the organization.
Grounded in strong retail acumen and data-driven decision making, this leader leverages marketplace insights, customer intelligence, and business analytics to identify growth opportunities, mitigate risk, and drive sustainable performance across some of YETI's most complex and impactful retail relationships.
What You'll Do
Lead Strategic Account Growth
- Own the commercial performance of a portfolio of National and Strategic Accounts, including one of YETI's largest revenue-generating and most operationally complex retail partnerships.
- Deliver revenue, profitability, market share, inventory productivity, and sell-through objectives while driving sustainable long-term growth.
- Build and maintain executive-level relationships with key merchant, category, and business decision makers.
- Lead annual business planning, customer negotiations, and long-range growth strategies that align customer needs with YETI's commercial and brand priorities.
- Identify and capitalize on assortment, placement, distribution, and promotional opportunities that drive incremental growth and strengthen strategic partnerships.
- Anticipate and proactively manage business risks, inventory challenges, and marketplace dynamics impacting customer performance.
Drive Commercial Strategy & Business Performance
- Translate Sport & Wellness channel strategies into actionable customer plans that support annual and long-term business objectives.
- Analyze POS, inventory, market, and financial performance to identify growth drivers, emerging trends, risks, and opportunities.
- Develop strategic recommendations that influence customer investment decisions, go-to-market plans, and commercial priorities.
- Partner with Finance and Planning teams to deliver accurate forecasts, optimize inventory productivity, and support business planning across multiple planning horizons.
- Lead annual line reviews, joint business planning sessions, and executive business updates with customers and internal leadership teams.
- Influence development of scalable programs, processes, and initiatives that can be leveraged across strategic accounts and customers.
Influence Cross-Functional Execution
- Serve as the primary commercial advocate for strategic Sport & Wellness National accounts, influencing decisions related to product launches, assortment strategies, demand planning, marketing investments, and operational execution.
- Partner closely with Merchandising, Marketing, Product Development, Planning, Operations, and Finance to align customer needs with enterprise priorities.
- Lead cross-functional account teams to align priorities, coordinate execution, and deliver customer growth, operational, and financial objectives.
- Represent National Account priorities within annual planning processes and cross-functional business reviews.
- Present business performance, opportunities, and strategic recommendations to senior leadership.
- Escalate and resolve complex business issues while balancing customer objectives, operational realities, and YETI's financial goals.
What You Bring
- 10+ years of progressive experience in wholesale sales, merchandising, planning, buying, or related commercial roles within consumer or retail-driven organizations.
- Demonstrated success managing large-scale National or Strategic Accounts with significant revenue responsibility and complex retailer relationships.
- Experience leading annual business planning, customer negotiations, and cross-functional commercial initiatives.
- Strong retail math, financial acumen, and analytical capabilities, with the ability to translate data into actionable business strategies.
- Proven ability to influence senior internal stakeholders and external customer leadership.
- Exceptional communication, presentation, and negotiation skills.
- Track record of delivering growth against revenue, profitability, and market share objectives.
- Collaborative sales leadership style with a passion for coaching, developing sales talent, and building organizational capability.
How Success is Measured
- Revenue, profit, market share, and sell-through performance versus plan.
- Growth, retention, and strategic expansion of key customer relationships.
- Successful delivery of annual and long-range business objectives.
- Forecast accuracy, inventory productivity, and operational execution.
- Influence on commercial initiatives and cross-functional business outcomes.
#LI-AR2
Benefits & Perks:
Click here to learn about the benefits and perks we offer at YETI.
YETI is proud to be an Equal Opportunity Employer.
Our commitment to creating a diverse, equitable, and inclusive culture is at the center of everything we do for our employees. We embrace all applicants looking to bring their authentic selves to YETI and contribute to our mission of keeping the wild WILD. Find out more about our commitment to DE&I at yeti.com/esg.html.
All applicants for employment will be considered without regard to an individual’s race, color, sex, gender identity, gender expression, religion, age, national origin or ancestry, citizenship, physical or mental disability, medical condition, family care status, marital status, sexual orientation, genetic information, military or veteran status, or any other basis protected by federal, state or local laws.
YETI Applicant Privacy Notice
YETI welcomes and encourages applications from people with disabilities. Accommodations are available upon request for candidates taking part in all aspects of the selection process. If you require accommodation in order to apply for a job, please contact us at [email protected].
