Key Account Manager – Spokane Area
Industry: Cabinet Hardware, Millwork & Industrial Wood Coatings
Employment Type: Full-Time • Field-Based with Regional Travel
Reports To: Outside Sales Manager
Position Summary
The Wholesale Field Account Manager is responsible for developing, managing, and growing sales within an assigned territory for a leading distributor of cabinet hardware, millwork, and Industrial Wood Coatings.
This role focuses on strengthening partnerships and the business growth of territory customers which will focus on, cabinet shops, millwork fabricators, pre-finish/stain shops & kitchen & bath dealers. The ideal candidate combines strong product knowledge with solution-based selling, territory planning, and exceptional relationship-building skills. Market demographics reviewed annually to adjust to needs & conditions.
Territory – Spokane & North Idaho Area including but not limited to the following cities and outlying areas: Coeur D’Alene, Post Falls, Hayden, Rathdrum, Athol, Deer Park, Chewelah, Colville, Kettle Falls.
Key Responsibilities
Account Management & Business Development
- Manage a portfolio of existing wholesale accounts, ensuring high levels of satisfaction and retention.
- Identify, qualify, and acquire new customers within the territory, expanding market share across cabinet hardware, millwork, and Industrial Wood Coatings.
- Conduct regular in-person visits to customer locations to review product needs, introduce new lines, and provide merchandising support.
- Participate in industry events, trade shows, and customer product demos to promote the brand and develop new business opportunities.
- Coordinate joint sales calls with factory reps & sales manager
Sales Strategy & Execution
- Develop and execute territory sales & growth plans, forecasting growth opportunities and monitoring competitive activity.
- Achieve or exceed monthly, quarterly, and annual sales/growth targets for all assigned product categories.
- Analyze customer buying patterns, inventory needs, and project pipelines to recommend tailored product solutions.
- Provide feedback to management team on industry, product, economic and other territory changes that may impact sales and overall business.
- Collaborate with management, marketing and other company departments to develop and implement strategic sales objectives and product promotions.
Technical Product Support
- Provide customers with product knowledge and technical guidance on cabinet hardware, drawer systems, industrial wood coatings, millwork components, and architectural materials.
- Train customer teams on new product features, installation methods, and application best practices.
- Collaborate with inside sales, purchasing, and operations to ensure smooth order fulfillment and resolve product or delivery issues as needed.
- Ability to create content using videos and other marketing tools to achieve sales & growth targets
Relationship & Territory Management
- Strengthen long-term customer relationships through consistent communication, follow-up, and problem resolution.
- Represent the company professionally as a trusted advisor and subject-matter expert in the field.
- Conduct business reviews with decision makers of accounts to in turn identify the health of distributor relationship to forward growth opportunity and competitive advantage for customer and the company.
Qualifications
Required
- 3–5+ years of sales or account management experience in building materials, cabinet hardware, millwork, industrial coatings or related wholesale distribution segments.
- High School Diploma or GED
- Strong understanding of cabinet construction, woodworking shop workflows, or millwork fabrication processes.
- Ability to travel regularly throughout assigned territory. Overnight travel is required.
- Excellent communication, presentation, and negotiation skills.
- Proficiency in CRM systems and basic Microsoft Office tools
- Valid driver’s license and clean driving record. Ability to travel to Canada.
- Strong understanding of the construction process from start to finish.
Preferred
- Experience selling/account management in cabinet shops, kitchen & bath dealers, OEM manufacturers, prefinishing & millwork shops
- BA/BS Degree with concentration in marketing/business preferred
- Knowledge of leading cabinet hardware brands (e.g., Blum, Grass, Salice, Rev-A-Shelf, Berenson, Kessebohmer, Century Components, etc.).
- Background in technical sales or field product demonstrations.
Key Competencies
- Customer-focused mindset
- Territory planning and prioritization
- Technical aptitude with hardware and millwork products
- Self-motivation and independence
- Strategic consultative selling
- Strong follow-through and attention to detail
- Proficient in use of Smart Phone for e-mail/text communication
- Excellent organizational skills
Physical Requirements
- Frequent travel in a multi-state region
- Ability to lift up to 30–75 lbs. (product samples, displays)
- Comfortable standing, walking, and presenting for extended periods
Why Join Us?
- Competitive base salary + commission structure
- Benefits package including medical, dental, vision, 401(k), and paid time off
- Opportunity to represent premium brands and build long-term customer relationships
- A supportive, growth-oriented team environment in a stable industry
Compensation
- Salary: $75,000-$80,000 Base DOE - plus growth incentive bonus potential.
- Weekends off
- Paid holidays (New Year's Day, Memorial Day, Fourth of July, Labor Day, Thanksgiving, and Christmas).
- PTO in accordance with Washington's sick leave policy.
- Vacation time and sick/personal time after 90 days.
- Continuing Education Opportunities
