Regional Key Account Manager

Job Summary - Regional Key Account Manager

The Regional Key Account Manager (RKAM) is responsible for developing, managing, and expanding Hillman’s presence within large regional and nationally owned Lumber & Building Materials (LBM) locations. This highly visible role focuses on creating strategic partnerships at the regional level, driving profitable growth by converting business to Hillman, increasing category penetration, and executing Hillman’s national programs across assigned locations and branches. RKAM works cross-functionally with National Accounts Sales Team, Regional & District Sales Managers, Territory Reps to serve and deliver data-driven recommendations, build pipeline opportunities, and support selling execution across the account network. This role is critical to advancing Hillman’s LBM growth strategy and ensuring Hillman products are aligned as the preferred solution within the LBM sales channel.

Essential Job Functions

• Manage Hillman’s top existing LBM customers in assigned region.
• Identify, secure, and expand Hillman programs, categories, and services within the LBM regional and corporate customers not currently offering Hillman’s full portfolio.
• Serving as the strategic point of contact with regional and corporate decision makers, ensuring alignment, accountability, and long-term business success.
• Develop and grow the regional and corporate relationships within their specific region.
• Prospect new opportunities within the LBM channel, targeting regional and corporate locations using a sales approach focused on long-term profitability.
• Utilizes Channel Marketing resources to understand POS insights, inventory analysis, and business intelligence tools to identify SKU rationalization opportunities, new program possibilities, assortment gaps, and expansion opportunities.
• Conducts quarterly customer business reviews to evaluate performance, program execution, merchandising integrity, and strategic development plans.
• Perform yearly meetings and coordinates with Hillman cross-functional teams to manage product changes, new product launches, and product replacements.
• Collaborate closely with National Account Team, Regional Sales Manager, and District Sales Manager to execute business plans, communication cadences, and selling support for field teams.
• Partners traditional team resources to present comprehensive business solutions, deliver structured program proposals, and support customer resets or execution.
• Build and maintain an opportunity pipeline with measurable progress against placement, penetration, and incremental revenue targets.
• Maintain expert knowledge of Hillman product categories, competitive positioning, and market trends within the LBM channel.
• Supports onboarding of new customers during early months of program adoption, ensuring smooth transition to Traditional Team for sustained execution.
• Assists Territory Sales Manager with program details, merchandising specifications, plan-o-grams, and rollout planning.
• Manage expense budgets associated with travel, customer engagement, meetings, and account development efforts.
• Communicate regularly with internal sales staff and external customer contacts, providing updates, support, escalations, and problem resolution.
• Develops productive and collaborative working relationships with customer leadership, internal Hillman stakeholders, and corporate/regional influencers.
• Attends LBM industry shows, customer councils, trade events, and strategic business summits to represent Hillman, identify opportunities, and support growth initiatives.
• Other duties as assigned.
• This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change or new ones may be assigned at any time with or without notice.

Employees are expected and encouraged to participate in safety and health program activities including immediately reporting hazards, immediately reporting unsafe work practices and incidents to supervisors, wearing required personal protective equipment, and participating in and supporting safety committee activities.

Education & Experience

• Bachelor’s degree or equivalent required.
• Minimum of 5-10 years in sales management or account management selling to independent or corporate-owned distributors within the building material industry.
• Building Material experience and knowledge strongly preferred.
• Comfort with outbound selling and business development. Existing relationships within the LBM channel are strongly preferred.
• Intermediate proficiency with Microsoft Excel, PowerPoint, Business Intelligence platforms, and CRM tools.
• Travel ~75% of the time. Must maintain valid driver license.

Competencies – Knowledge, Skills and Abilities

• Takes initiative and follows through on commitments; accepts responsibility for mistakes; protects confidentiality; voices disagreement with respectfully; embraces change.
• Identifies and analyzes problems, weighs relevance and accuracy of information; evaluates alternatives, and generates solutions and recommendations.
• Positively impacts the team and the organization by dealing effectively with pressure, remaining optimistic, and recovering quickly from setbacks.
• Demonstrates strong job and industry knowledge, organizational skills, effective time management, and multi-tasking ability; makes timely decisions.
• Shows high personal integrity, ethical behavior, and respects confidential information; holds self-accountable for results.
• Exhibits cooperative behavior, anticipates customer needs, and initiates timely service consistently exceeds service expectations.
• Communicates clearly and concisely in verbal and written formats; invites dialogue, listens with respect, and seeks improvement in communication.

Operational Equipment

• Computer

Work Environment and Physical Demands

Work Environment

Sales/Service: Environment varies due to location/store set-up. May be exposed to cramped quarters, dust, fumes, or odors. Travel required daily. May have to drive 200 miles daily. Hand/eye coordination required. Function vision and hearing required.

Physical Demands

Sales/Service: Medium, lifting up to 30 lbs., occasionally pushing/pulling up to 100 lbs.

The Hillman Group is an Equal Employment Opportunity and Affirmative Action Employer and will not discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin or ancestry, sex, age, physical or mental disability, protected veteran or military status, genetic information, citizenship status, sexual orientation, gender identity, marital status, or any other legally recognized protected basis under federal, state or local laws, regulations or ordinances. The information collected by this application is solely to determine suitability for employment, verify identity and maintain employment statistics on applicants.