National Account Manager - Walmart & Grocery

About the role

Reporting directly to the Chief Commercial Officer, The National Account Manager (NAM) - Walmart & Grocery is essential to the success of the Pierre Fabre Dermo-Cosmetics (PFDC) business in the US. The NAM’s main objectives are to develop the productivity, profitability, and support of Pierre Fabre USA’s dermo cosmetic portfolio, primarily the Avene brand, across our Walmart and Grocery omni-channel landscape, with a strong data-driven, category management approach.

Essential Functions

• National Account Ownership & Commercial Strategy
  Owns the relationship with Walmart and Grocery customers, defining national retail commercial plans for Avene and the broader PFDC dermo cosmetic portfolio.
  Develops, negotiates, and formalizes national account agreements and commercial partnerships.
  Led full commercial planning including assortment, planograms, inventory strategy, merchandising execution, promotional calendars, and financial terms.
  Collaborates with Trade Marketing to define account strategy and annual plans.

• Sales Performance & Business Management
  Ensures PFDC meets or exceeds sales, inventory, and profitability KPIs.
  Led weekly and monthly business reviews, leveraging sell-out dashboards to identify risks and opportunities.
  Manages forecasting and demand planning with Sales Planning, including baseline inventory and promotional lifts.
  Tracks retailer ordering activity, shipments, newness, and out-of-stock performance.
  Oversees supplier scorecards and drives corrective actions with cross-functional partners, minimizing chargebacks and inefficiencies.

• P&L & Profitability Management
  Owns and optimizes customer P&L in partnership with cross-functional teams to deliver top- and bottom-line objectives.
  Communicates retailer performance and financial results through regular business reviews.
  Ensure strong ROI on trade spend and promotional investments.
  Manages promotional billback estimates and financial impacts in partnership with Trade Marketing.

• Retail Execution & Field Support
  Partners with field teams to ensure effective execution of in-store programs, promotions, and merchandising initiatives.
  Aligns coverage strategy for Territory Managers and Beauty Advisors during key promotional periods and activations.
  Oversees in-store programs including incentives, contests, and sampling initiatives.
  Facilitates communication between field teams, internal stakeholders, and retail partners to ensure executional alignment.

• Customer & Competitive Intelligence
  Collects and communicates insights on store execution, merchandising, inventory, and program compliance.
  Maintains strong relationships with merchants, planners, and senior retail stakeholders.
  Ensures consistent communication and alignment between PFDC and retail partners.
  Monitors competitive activity, including retailer promotions, execution strategies, and category dynamics.
  Translates insights into actionable recommendations to improve performance and execution.

• Cross-Functional Collaboration
  Builds strong partnerships with Sales, Marketing, Trade Marketing, Digital, Finance, Supply Chain, Legal, and Customer Service teams.
  Coordinates retailer engagement across internal teams to ensure seamless execution and alignment.
  Supports development of business reviews in collaboration with Marketing and Trade Marketing.

Additional Responsibilities

• Maintains strong relationships with merchants, planners, and senior retail stakeholders.
  Ensures consistent communication and alignment between PFDC and retail partners.
  Performs other duties as required to support business objectives.

Competencies & Traits

• Relationship building
  Negotiation
  Analytical Skills
  Strategic Planning
  Bias for Collaboration
  Excellent Communication and Presentation Skills
  Problem Solving and Conflict Resolution
  Demonstration of Leadership Qualities
  Tact and integrity
  Adaptability
  Self-starter/Proactivity
  Creativity and proven problem solver
  Ownership, ambition, and achievement orientation

Required Education and Experience

• 5+ years proven success in National Accounts role with accounts including Walmart and grocery retailers.
  2 – 3 years of direct experience working with Walmart.
  Demonstrated ability for financial terms and contract management.
  BA/BS required.

Compensation and Benefits

• Salary Range: $125,000 – $145,000
  This range represents the base annual full-time salary for all positions within the applicable job grade. The actual salary offer will depend on a range of factors including experience, education, location, and other relevant qualifications.
• This position is also eligible for a Pierre Fabre bonus, commission, or incentive program in addition to the base pay.
  Employees will be eligible to participate in a comprehensive benefits package that includes medical, dental, and vision coverage, voluntary benefits, a 401(k) retirement plan, a generous PTO policy, paid company holidays, and paid parental leave.
• Additional offerings include employee discounts on our products, professional development opportunities, and access to mental health and wellness programs.