National Account Manager (Retail Sales)

Position Summary

The National Account Manager is responsible for driving growth with major U.S. retail customers across Mass and Omni-channels. This role leads account strategy, sales execution, forecasting, and financial performance while partnering closely with internal teams. The position owns annual plans, manages profitability, develops new business, and strengthens executive-level customer relationships, with a strong focus on Walmart Inc.

Experience with sustainable products a plus.

Key Responsibilities

• Align with Retail Sales leadership on account strategy and execution
• Own customer forecasting to support production and capacity planning
• Lead, develop, and retain a high-performing sales and account team
• Deliver quarterly and annual sales targets and KPIs
• Develop and execute go-to-market strategies across North American retail channels
• Manage AOP, P\&L performance, and financial reporting
• Use analytics and syndicated data to identify growth opportunities
• Lead trade spend planning, tracking, and performance reviews
• Commercialize new products in partnership with Marketing and R\&D
• Customize sales and marketing materials for key accounts
• Maintain a strong sales pipeline and drive new business development
• Build and maintain senior-level customer relationships
• Lead contract negotiations, including pricing and supply agreements
• Develop value-based pricing and customer value propositions
• Provide regular KPI reporting and performance scorecards
• Manage merchandising funds and CRM reporting
• Operate within approved selling and trade budgets

Education \& Experience

Education

• Bachelor’s degree in business or related field, or equivalent experience

Experience

• 15\+ years of CPG sales experience
• Strong background in Mass Merchant and Club channels
• Extensive experience managing Walmart Inc. business
• Experience managing large, complex accounts and multiple product categories
• Proven ability to lead teams and deliver consistent results
• Experience with sales analytics, trade spend, and category management
• CRM experience for pipeline and performance tracking

Skills \& Competencies

• Strong business and financial acumen with P\&L responsibility
• Effective negotiation skills on large, complex agreements
• Ability to translate data into actionable account strategies
• Clear written and verbal communication skills
• Self-starter with a results-driven, adaptable mindset
• Collaborative team leader

Work Environment

Office-based role with up to 25% travel

Standard office setting with occasional extended hours based on customer needs