AVP, National Accounts – Walmart and Sam’s Club (FIJI Water)

The Wonderful Company is committed to providing high-quality, healthy, and iconic brands, including FIJI Water, POM Wonderful, Wonderful Pistachios, and Wonderful Halos, while improving the lives of people in the communities where we operate. Ranked No. 1 on the 2025 PEOPLE® Companies That Care list and one of Fortune® magazine’s “100 Best Companies to Work For” in the U.S., The Wonderful Company is recognized for its dedication to workforce well-being, communities, and the planet.

About the Role

This role is responsible for leading the strategic vision, customer partnership, and overall business performance for FIJI Water’s Walmart and Sam’s Club business. As a senior sales leader, you will develop and execute long-term growth strategies, annual joint business plans, and omnichannel initiatives to drive sustainable revenue growth, market share gains, profitability, and customer engagement. Reporting to the Vice President, National Accounts, you will serve as the primary connection between the customer, FIJI Water leadership, and cross-functional stakeholders to deliver exceptional business results and long-term competitive advantage.

Responsibilities

• Lead the overall strategic direction, long-term vision, and annual Joint Business Plan (JBP) for the total Walmart Inc. business, including Walmart Stores, Walmart.com, and Sam’s Club.
• Translate corporate growth priorities into customer-specific strategies that deliver sustainable sales, share, distribution, and profitability growth.
• Own total account P&L performance, including volume, net sales, gross margin, trade spend, deductions, and profitability.
• Build and manage annual plans, optimize promotional investments, evaluate ROI, and proactively identify risks or opportunities impacting revenue, profit, inventory, or customer service levels.
• Cultivate trusted, multi-level relationships with Walmart and Sam’s Club merchants, replenishment managers, category teams, supply chain leaders, and cross-functional customer partners.
• Serve as the senior customer contact and strategic business partner, representing FIJI Water with professionalism and urgency.
• Develop high-growth omnichannel strategies in partnership with the in-house eCommerce Center of Excellence, ensuring seamless integration across in-store execution, modular planning, digital commerce, Walmart.com, and Sam’s Club initiatives.
• Align assortment, merchandising, promotional plans, and retail execution across physical and digital channels to improve shopper engagement, availability, and total account growth.
• Act as the key connection point between the Walmart/Sam’s customer team, FIJI Water BU headquarters, and field execution partners to ensure alignment on strategy, priorities, and execution.
• Translate national account plans into clear retail activation guidance, field priorities, promotional expectations, and measurable execution standards.
• Use Walmart Retail Link, Luminate, Circana, customer POS, shipment data, shopper insights, and category trends to develop fact-based selling stories and recommendations.
• Lead line reviews, modular planning, assortment optimization, new item launches, feature/display planning, and merchandising initiatives.
• Own the overall planning process and in-year forecasting for the Walmart and Sam’s Club business, collaborating with demand planning, supply chain, finance, and sales operations.
• Lead, mentor, and develop a high-performing customer team supporting the Walmart and Sam’s Club business, setting clear priorities and accountability measures.
• Conduct regular internal and customer-facing business reviews to assess performance, highlight insights, and recommend actions.
• Proactively resolve customer issues related to pricing, supply, deductions, replenishment, compliance, and execution while improving processes and communication.

Requirements

• 10+ years of progressive sales, national account management, customer development, or commercial leadership experience within consumer-packaged goods (CPG), beverage, food, or related industry.
• 5+ years of direct experience leading strategic customer relationships with Walmart and Sam’s Club, including responsibility for annual business planning, customer negotiations, and omnichannel growth initiatives.
• Proven success in managing national or enterprise-level accounts.
• Solid understanding of sales and distribution functions, business development, and point-of-sale marketing, especially within the Walmart and Sam’s Club operating models.
• BA/BS in Finance, Business, Marketing, or related field.

Skills

• Strong interpersonal skills; ability to work in a complex work culture and serve disparate needs.
• Ability to multi-task and thrive in a fast-paced environment.
• Sociable, contemporary, and outgoing personality with a self-driven, high-energy work ethic.
• Skilled in complex deal structuring, negotiations, and long sales cycles.
• Exceptional communication and presentation skills.
• Strong strategic thinking, negotiation, financial acumen, and executional excellence.
• Highly proficient in Microsoft Office suite (Excel, PowerPoint, Word) and experienced with ACNielsen data, Retail Link, GRS, or other customer-based POS information.

Benefits

• Top-notch medical coverage, comprehensive vision and dental plans, and a 401k with company match.
• 24/7 online physician consultations, virtual mental health resources, and life coaching.
• Engaging employee community groups, cash rewards for healthy habits, and fitness reimbursements.
• Library of on-demand fitness videos.
• Clear paths for career progression and internal mobility across diverse brands and business units.
• Dedicated Learning and Organizational Development resources, including People Manager and leadership training, webinars, and eLearning courses.
• Company-wide mentorship program to connect with colleagues, share goals, and overcome challenges.
• Continuous improvement training to drive positive workplace change.
• Company-provided funds to allocate to up to three charities of your choice through Wonderful Giving.
• Opportunities to participate in group service projects within local communities through Wonderful Neighbor.