Senior National Account Manager-Walmart

Location: Bentonville, AR

About the role

As the Senior National Account Manager- Walmart, you are responsible for leading RTIC's largest retail partnership by driving profitable growth, strengthening strategic customer relationships, and delivering best-in-class commercial execution. This role will report to the VP of Sales and own the end-to-end Walmart business, including annual planning, assortment strategy, pricing, promotions, omnichannel growth, and operational performance. The ideal candidate is a strategic, data-driven commercial leader who thrives in a fast-paced entrepreneurial environment and can influence both customer and internal stakeholders to deliver exceptional business results.

Responsibilities

• Business Leadership & Growth
  • Lead the overall Walmart business, delivering revenue, profitability, market share, and long-term growth objectives.
  • Develop and execute customer-specific strategies across assortment, pricing, promotions, omnichannel, and eCommerce.
  • Lead annual planning, Joint Business Planning (JBP), line reviews, and seasonal business strategies that deliver sustainable growth.
  • Own and manage annual sales forecasts, financial plans, and key performance metrics while proactively identifying risks and opportunities.
  • Identify and unlock new business opportunities through customer, category, consumer, and competitive insights.
• Customer Leadership & Strategic Partnership
  • Serve as RTIC's primary strategic partner to Walmart merchants, merchandising leadership, and cross-functional stakeholders.
  • Build trusted relationships that strengthen collaboration, influence decision-making, and position RTIC as a preferred supplier.
  • Represent RTIC with professionalism and executive presence during customer meetings, negotiations, line reviews, and business updates.
  • Maintain a consistent presence through Walmart headquarters visits, store walks, and market visits to identify opportunities and strengthen customer partnerships.
• Commercial Strategy & Execution
  • Translate enterprise priorities into customer-specific business strategies that accelerate growth and improve market share.
  • Lead execution across assortment strategy, pricing, promotions, modular transitions, new item launches, product lifecycle management, and SKU optimization.
  • Manage promotional calendars, seasonal planning, and customer events while ensuring flawless execution across all initiatives.
  • Negotiate annual business terms, promotional investments, and customer agreements that support profitable growth.
  • Partner closely with Supply Chain, Finance, Marketing, Product Development, Operations, and Demand Planning to deliver best-in-class execution.
• Analytics & Business Performance
  • Leverage Scintilla, syndicated data, POS reporting, and consumer insights to identify opportunities, mitigate risks, and drive business decisions.
  • Develop with Category Manager (Walmart Category Advisor) compelling, insight-driven business stories and presentations that influence customer decisions and internal strategy.
  • Monitor competitive activity, category trends, and Walmart initiatives to proactively recommend strategies that strengthen RTIC's position.
  • Manage demand planning inputs, inventory health, replenishment, OTIF, and in-stock performance to maximize customer service and sales results.
  • Partner with Walmart Connect and Digital Commerce teams to accelerate omnichannel growth and optimize media investments.
• Leadership & Cross-Functional Influence
  • Influence cross-functional teams to deliver customer commitments and achieve shared business objectives.
  • Foster a culture of accountability, collaboration, and continuous improvement.
  • Champion operational excellence by raising the standard for execution, strategic thinking, and organizational capability.
  • Maintain expertise in Walmart strategy, retail trends, and the competitive landscape through ongoing professional development.

Requirements

• Bachelor’s degree in business, Marketing, Finance, Supply Chain, or a related field.
• 7–9 years of progressive experience in Consumer-Packaged Goods (CPG), Durable Goods, Outdoor, Sporting Goods, or Consumer Products sales, category management, or account management.
• 3+ years directly managing the Walmart and/or Sam's Club business with a proven track record of delivering profitable growth.
• Strong understanding of Walmart merchandising, replenishment, modular, pricing, promotional planning, and annual line review processes.
• Demonstrated success developing and executing customer strategies across assortment, pricing, promotions, omnichannel, and eCommerce.
• Experience partnering cross-functionally with Supply Chain, Finance, Marketing, Product Development, Operations, and Demand Planning.
• Advanced analytical skills with the ability to transform data into actionable business recommendations.
• Experience utilizing Scintilla, Circana/Nielsen, syndicated data, and business intelligence tools.
• Exceptional communication, negotiation, presentation, and storytelling skills with experience presenting to senior customer and executive leadership.
• Proven ability to influence cross-functional teams and build trusted customer relationships without direct authority.

Success Profile

• A sales leader who takes full accountability for the Walmart business and consistently delivers results.
• A strategic thinker who balances long-term planning with flawless day-to-day execution.
• Comfortable operating in a fast-paced, entrepreneurial environment with limited structure.
• Highly collaborative and able to influence across functions through credibility, data, and strong communication.
• Equally comfortable analyzing business performance, building customer strategies, presenting to executives, and negotiating with Walmart merchants.
• Driven by continuous improvement, operational excellence, and building long-term customer partnerships.

Benefits

• Employee discounts
• Health benefits include medical, dental, vision, and mental health
• Disability insurance
• Life insurance
• Paid parental leave
• Tuition and professional development assistance
• Paid holidays
• PTO
• 401(k) with a company match and immediate vesting

Pay

The US base salary range for this full-time position is $150,000 - $160,000. The range displayed reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.