National Account Manager

Primary Purpose

The National Account Manager – Mass is responsible for managing, developing, and scaling our national mass retail channel. This role serves as the primary commercial lead, partnering with distributors, cross-functional partners, and retail customers to expand our presence, accelerate distribution, and unlock incremental growth across targeted channels and product portfolios. The ideal candidate will maximize volume, revenue, share, distribution (PODs), and profitability through strategic selling, customer engagement, and flawless execution of sales programs.

Key Responsibilities

• Own the commercial strategy and execution for assigned Mass channels, driving distribution expansion, sales performance, and profitable growth across key accounts
• Lead day-to-day account management across distributor, cross-functional, and retailer partners, ensuring alignment on objectives, execution priorities, and performance expectations
• Identify and prioritize white space opportunities by channel, customer, and product, translating insights into actionable distribution, merchandising, and promotional plans
• Maximize sales volume, revenue, and profitability through data-driven selling, customer-specific pricing and promotional strategies, and disciplined trade investment management
• Partner with customers on category management and assortment strategies, delivering insight-based business reviews that strengthen our role as a value-added category partner
• Collaborate cross-functionally with Field Sales, Marketing, Category Management, and Supply Chain to execute store resets, launches, and in-store programs
• Develop and present customized annual and quarterly business plans aligning growth priorities with customer objectives and channel dynamics
• Represent the company at national and regional trade shows, industry events, and customer meetings to build relationships and advance channel expansion
• Monitor performance, execution quality, and market feedback, proactively adjusting plans to address gaps and capitalize on opportunities

Qualifications

Required:

• 7+ years of progressive Consumer Packaged Goods (CPG) sales experience
• Extensive customer knowledge and experience managing Walmart, including:
• Walmart systems and processes
• Scintilla data and analytics
• Walmart Connect and Walmart.com platforms
• Joint Business Planning (JBP) and execution
• Must be at least 21 at the time of employment
• Valid driver's license
• Proficient in Microsoft Office (Word, Excel, PowerPoint, Outlook)
• Bachelor's Degree in a related field

Preferred:

• Experience with Target or other mass retail customers
• Master's degree in a related field

Travel: Up to 25%, including overnight stays, based on geography and customer needs

Physical Requirements:

• Ability to lift, carry, push, or pull materials up to (or exceeding) 45 lbs
• Ability to navigate warehouses and retail environments, including climbing ladders and working in confined spaces
• Ability to sit and/or stand for prolonged periods

What We Offer:

• Base salary and bonus program
• Company vehicle for business and personal use
• Medical, dental, vision, life insurance — effective on date of hire
• Generous 401(k) Plan with Defined Contribution
• Paid vacation and holidays
• Tuition reimbursement
• Professional growth and development programs