National Account Manager

About the role

This role owns the end-to-end sales relationship with Walmart, driving profitable growth across assigned brands and SKUs. You will manage all aspects of the Walmart business, including line reviews, assortment strategy, pricing, trade rates, promotional planning, and day-to-day buyer engagement. The position requires strong commercial acumen, cross-functional leadership, and the ability to balance Walmart’s expectations with internal financial and supply chain constraints.

Responsibilities

• Serve as the primary point of contact for Walmart buyers, merchants, and replenishment teams.
• Own all sales activities for Walmart, including forecasts, shipments, revenue, profit, and plan execution.
• Lead annual and modular line reviews, including new item onboarding, SKU rationalization, and assortment optimization.
• Develop and execute customer-specific strategies aligned to company growth objectives and Walmart category goals.
• Own brand and SKU strategy at Walmart, ensuring assortments reflect consumer demand, Walmart strategies, and internal margin targets.
• Prepare and present compelling line review materials supported by data, insights, and storytelling.
• Manage item lifecycle decisions, including launches, transitions, and end-of-life planning.
• Own Walmart pricing strategy, including everyday pricing, cost changes, and price pack architecture.
• Negotiate and manage trade rates, funding, and promotional investments.
• Ensure all trade spend delivers measurable ROI and aligns with financial targets.
• Partner with finance to manage forecasts, accruals, and post-event performance analysis.
• Build strong, trusted relationships with Walmart buyers and cross-functional Walmart partners.
• Effectively influence decisions through fact-based analysis, category insights, and strategic recommendations.
• Represent the company professionally and proactively in all customer interactions.
• Partner closely with demand planning, supply chain, marketing, finance, and operations to ensure flawless execution.
• Communicate Walmart requirements and risks clearly to internal teams to mitigate inventory, service, and financial exposure.
• Proactively identify risks related to supply, forecasting, or compliance and lead resolution plans.

Requirements

• Bachelor’s degree in Business, Marketing, or related field preferred.
• 7–10+ years of sales or account management experience with Walmart (vendor or broker experience) required.
• Proven ownership of line reviews, assortment strategy, pricing, and trade spend.
• Strong understanding of Walmart systems, processes, and merchandising expectations.
• Excellent negotiation, presentation, and relationship management skills.
• Strong analytical skills with experience using data to drive decisions.
• Strategic thinking with strong execution discipline.

Pay

Base Pay Range: $131,138–$218,563. Final base pay will be determined based on factors including, but not limited to, role responsibilities, experience, skills, education, geographic location, and/or internal pay equity.

Benefits

• Comprehensive, affordable health and wellness coverage for you and your family.
• Paid time off (holidays, vacation, and sick days).
• Medical, prescription drugs, dental, and vision coverage.
• Life, disability, and AD&D insurance.
• 401(k) plan.
• Flexible spending accounts.
• Tuition reimbursement program.
• Employee assistance programs.
• Telemedicine.
• Work-life balance initiatives.
• Employee discounts.
• Wellness program.
• Paid parental leave.

Benefits may vary by location and position.