National Account Manager, Walmart

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The National Account Manager – Walmart is responsible for driving profitable growth across assigned brands and SKUs by managing all aspects of the Walmart business. This role owns the end-to-end sales relationship, including line reviews, assortment strategy, pricing and trade rates, promotional planning, and day-to-day buyer engagement. The role 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.

Experience, Skills, Education:

• Bachelor’s degree in Business, Marketing, or related field required
• 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