Director of National Accounts (Promo)

Job Description

Job Description

Is a relationship-driven sales approach within the promotion products industry your forte? Do you use data to make analytical/strategic selling decisions and influence outcomes? Does your professional track record in a distributor model of increasing sales speak for itself?

Come and Join Us – a Company that CARES about our team! At Edwards, we care about our associates and our community. We know that our associates are the heartbeat of our company and we foster an environment that is fun, healthy and safe. Edwards is a family-friendly company that values a work-life balance for our associates and have a goal to create long-term employment by matching your talent to our opportunities.

What you can expect at Edwards - Edwards is a premier brand of quality apparel sold to multiple industries through the uniform and promotional channels. We have 150+ years of successfully serving customers with a collaborative work environment as the driver to reach it.

Job description

The Director of National Accounts (Promo) is responsible for driving strategic growth within the promotional products channel by developing, managing, and expanding relationships with and within key national accounts and buying groups. This role requires a highly connected industry professional with a proven ability to influence distributor sales organizations, collaborate with internal teams, and deliver measurable revenue growth.

Here’s what you can expect in the way of specific job responsibilities as well as time allocation estimates:

Data-Driven Selling (40%)

• Analyze customer data and market trends to identify opportunities and influence buying decisions
• Use insights to tailor strategies that improve customer engagement and conversion
• Implement sales processes and technologies to manage accounts, forecast accurately, and track performance
• Proactively develop leads through data-driven insights and digital tools

Account Development & Sales Growth (30%)

• Build and execute strategic plans for key national accounts and buying groups
• Identifying and secure new business opportunities with existing accounts
• Drive revenue growth through strong relationship management and consultative selling
• Leverage deep, existing relationships with top distributors, key accounts, and industry groups
• Represent Edwards Garment at industry events, trade shows, and customer meetings

Sales Enablement & Internal Collaboration (30%)

• Partner closely with the field sales team to develop opportunities and support the sales process from prospecting through close
• Connect field sales representatives with key industry contacts and decision-makers to accelerate growth
• Provide guidance, coaching, and strategic support on national and regional opportunities
• Educate and train distributor sales teams on Edwards’ apparel offerings, positioning, and value proposition
• Effectively present the value of Edwards Garment and our product offering that drive product adoption and sales growth
• Partner with internal teams (marketing, merchandising, EdwardsX, customer service) to ensure alignment and execution of account strategies

To be successful in this role, you need to have the requisite knowledge, skills and abilities:

• 7+ years of experience in sales or account management within the promotional products industry
• Established relationships with key promotional distributors, national accounts, and/or buying groups
• Strong understanding of the promotional products ecosystem and go-to-market dynamics
• Proven track record of achieving and exceeding sales targets
• Demonstrated success in selling to and educating distributor sales teams
• Strong analytical skills with the ability to leverage data to influence outcomes
• Excellent communication, presentation, and relationship-building skills
• Strong ability to collaborate with and support field sales teams in complex selling environments
• Apparel industry experience preferred
• Ability to travel up to 50%; including overnight stays
• Remote position (does not require relocation to Kalamazoo, MI); but does require regular visits to corporate headquarters in Kalamazoo, MI

Our ideal Director of National Accounts (Promo) would carry out their responsibilities while displaying the following key behavioral competencies:

• Strategic thinking and execution
• Relationship-driven sales approach
• Ability to influence both external partners and internal teams
• Strong presentation and storytelling skills
• Data-driven decision making
• Self-motivated and results-oriented
• Team player, Collaborative

Perks and Benefits at Edwards

• Sales Bonus Plan
• Great Paid Time Off package
• Excellent medical plan with options that best fit the associate and the associate’s family
• Dental (including orthodontia) and Vision Plan at NO COST to associates
• 401k (with company match – 1 year of service vesting schedule)
• Others like tuition reimbursement and wholesale retail club membership
• We like to celebrate! – Celebrations (both Company-wide and departmental) take place throughout the year for achieving milestones and goals

Read more about us at under “Careers”