National Account Manager Retail

The National Account Manager, Walmart will own the strategic relationship and day-to-day business development for one of the company’s most important retail partners. This individual will serve as the primary point of contact with Walmart and will be responsible for developing and executing the account strategy, driving profitable sales growth, expanding distribution, and identifying new opportunities across the portfolio.

This is a highly visible, strategic role that requires someone who understands how to navigate the Walmart organization, build relationships with key decision-makers, and translate customer and category insights into actionable business strategies. The National Account Manager will lead Joint Business Planning, customer presentations, assortment discussions, promotional planning, new item launches, and ongoing account management.

The ideal candidate is a strategic, commercially minded National Account Manager who can operate comfortably at both the executive and tactical levels. You will work closely with internal teams across Marketing, Category Management, Supply Chain, Demand Planning, Finance, Customer Service, and Operations to ensure the Walmart business continues to grow while meeting profitability and service objectives.

• Develop and execute the annual Walmart account strategy in partnership with sales leadership, establishing clear revenue, distribution, volume, and profitability objectives.
• Own the overall Walmart relationship and serve as the primary commercial contact for buyers, merchants, replenishment teams, and other key stakeholders.
• Lead Joint Business Planning, line reviews, category reviews, assortment discussions, pricing conversations, and new item presentations.
• Develop and maintain strong relationships throughout the Walmart organization, including Category Managers, Divisional Merchandise Managers (DMMs), General Merchandise Managers (GMMs), and other senior decision-makers.
• Identify opportunities to increase distribution, improve shelf presence, expand assortment, and capture incremental sales across Walmart's retail network.
• Develop compelling customer presentations using POS, syndicated, category, and shopper data to identify trends, communicate opportunities, and support recommendations.
• Partner with Category Management and Marketing to develop customer-specific strategies that demonstrate a clear understanding of Walmart's priorities and the consumer.
• Lead the broker relationship supporting the Walmart account, establishing clear expectations, priorities, and performance objectives.
• Identify opportunities for incremental placement, including front-end, seasonal, promotional, and other high-visibility retail opportunities.
• Develop and manage promotional and trade strategies in partnership with Trade Marketing and Finance, balancing customer growth with account profitability.
• Partner with Demand Planning and Supply Chain to ensure accurate forecasting, strong in-stock performance, and effective management of inventory and replenishment.
• Monitor key customer metrics, including sales performance, distribution, inventory, forecast accuracy, and OTIF, proactively addressing risks and opportunities.
• Work cross-functionally with Finance, Operations, Manufacturing, Customer Service, Supply Chain, and Marketing to ensure successful execution of promotions, resets, new item launches, and seasonal programs.
• Analyze customer performance, competitive activity, category trends, and shopper insights to identify new avenues for growth.
• Stay current on Walmart's evolving strategies, category priorities, systems, scorecards, and operational requirements.
• Communicate account performance, business opportunities, risks, and recommended actions to senior leadership.
• Represent the company with professionalism, integrity, and a strong customer-first mindset.

• Bachelor's degree in Business, Marketing, Sales, or a related field preferred.
• 5+ years of National Account Management experience within the food and beverage or broader CPG industry.
• Proven experience managing Walmart or another major national retail account.
• Strong understanding of Walmart's customer expectations, selling processes, and retail operating environment.
• Demonstrated track record of growing sales, distribution, and profitability with a strategic retail customer.
• Experience developing and executing Joint Business Plans or similar strategic customer plans.
• Experience working with brokers and/or external sales…