National Account Manager, Mass (26126)

About Our Client:

Our client is #1 in their category within the crafts department with an admired portfolio of well-known, trusted brands. This makes them the dominant market leader in the industry.   The business sells its various brands through both retail and e-commerce channels, with major customers including Walmart, Michaels, Amazon, and its direct-to-consumer site. They are focused on providing inspirational content, innovation, and education that connects people with their passion and with a broader community of highly engaged makers.  Their in-house creative and product development teams are boosting sales with younger generations through innovative product lines. Products are manufactured in the U.S. and Canada.
In recent years, the company has grown significantly through acquisitions that have doubled the business.

Job Overview:

The National Account Manager, Mass is responsible for leading all aspects of the Walmart US and Canada and Target businesses, including revenue growth, profitability, forecasting accuracy, and joint business planning. This role requires a highly analytical, commercially disciplined leader who can navigate complex retailer dynamics while maintaining margin integrity and holding both internal teams and the customer accountable to performance commitments.

The successful candidate combines strategic thinking, data fluency, and executive-level negotiation skills with strong cross-functional collaboration capabilities.
The company has grown rapidly through organic brand strength, M&A, and rapid eCommerce growth, resulting in a complex operating environment that is currently supported by a mix of legacy systems, manual processes, and decentralized ways of working.

The environment today includes:
• Multiple ERPs and WMS platforms across manufacturing and distribution
• Heavy reliance on Excel and manual reporting for critical operational visibility
• Limited standardization of planning, processes and KPIs
• High institutional knowledge concentration in a small number of individuals

Job Responsibilities:

Strategic Account Ownership
• Develop and execute annual and multi-year Joint Business Plans (JBP) aligned to corporate growth objectives.
• Identify whitespace opportunities across assortment, distribution, pricing, innovation and promotional optimization.
• Lead modular resets, line reviews, new item launches and assortment rationalization efforts.
• Drive omnichannel strategy alignment (in-store + eCommerce where applicable)
• Build strong working relationships with Walmart buyers, replenishment managers, category teams, marketing, S&OP and eCommerce stakeholders.

Analytical and Financial Management
• Own full P&L accountability for the Walmart account (revenue, margin, trade spend, deductions).
• Analyze POS data, replenishment trends, inventory flow, and promotional ROI.
• Monitor forecast accuracy and demand variability; partner with supply chain on risk mitigation.
• Partner with supply chain and replenishment teams to maintain high in-stock performance, reduce out-of-stocks, and improve forecast accuracy.
• Develop data-backed recommendations for pricing, assortment optimization, and promotional strategy.
• Manage trade investment with disciplined ROI analysis
Negotiation and Commercial Discipline
• Lead negotiations on pricing, cost increases, promotional programs, and distribution expansion.
• Protect margin integrity while driving volume growth.
• Structure agreements that align incentives and establish measurable performance expectations.
• Manage compliance to agreed trade terms and promotional execution standards.
• Drive strong execution around seasonal programs, endcaps, and in-aisle merchandising.
• Manage shelf-space optimization, modular compliance, and reset timing in partnership with Walmart and internal category teams.

Walmart/Target Relationship Management
• Lead regular business reviews with Walmart / Target buyers, forecasting / replenishment teams and operational teams.
• Establish performance scorecards covering sales, margin, OTIF, in-stocks, and forecast accuracy (any others critical to success with Walmart / Target).
• Address performance gaps proactively and escalate internally when required.
• Hold internal stakeholders accountable to execution timelines impacting Walmart /

Target performance.
Omni-Channel & Walmart.com
• Drive strategy and omni-channel growth in collaboration with internal eCommerce and Walmart.com teams to grow digital assortment, search visibility, customer coverage and conversion.
• Support online item setup, content readiness, and fulfillment strategy (store fulfillment, FC, etc.).
• Track and improve omni performance, including online availability and digital shelf KPIs.

Analytics, Forecasting & Performance Management
• Use Walmart Retail Link, Walmart Scintilla, Target tools and other internal / external tools to analyze sales, share, pricing, and item performance.
• Develop accurate forecasts, in partnership with Walmart and Target and internal demand planning team, and proactively identify risks/opportunities
• Monitor trade performance and promotional ROI; recommend optimization actions.
Cross-Functional Leadership Collaboration
• Lead internal alignment across Supply Chain, Finance, Marketing, and Category Management
• Ensure flawless execution of launches, replenishment, and promotional programs
• Align demand forecasts with operational capabilities through S&OP processes
• Provide data-driven inputs into production planning and inventory strategy
• Collaborate with category insights teams to strengthen customer presentations
• Support internal planning processes including S&OP, demand planning, and annual budgeting

Qualifications:

• Bachelor’s degree in Business, Marketing, or related field, or equivalent experience.
  • 5–10+ years experience managing a Mass accounts, including Walmart and preferably Target
  • Demonstrated success in negotiating with large-scale retail buyers.
  • Experience in a $100M–$500M organization or similarly scaled environment.
  • Strong understanding of retail replenishment systems and supply chain dynamics
  • Advanced Excel proficiency (pivot tables, modeling, scenario analysis).
  • Experience with Walmart Retail Link and Walmart Scintilla and other syndicated data sources, as well as Target systems
  • Ability to build / understand financial models to evaluate pricing and promotional trade-offs.
  • Strong P&L fluency and comfort managing margin levers.
  • Experience with retailer portals and forecasting tools
  • Strong analytical skills with ability to interpret item-level performance data.
  • Strong communication, organization, and project management skills.

  Technical and Analytical Skills:

• Strategic but execution-focused — translates growth objectives into actionable retailer plans.
  • Analytically rigorous — uses data to influence both customer and internal stakeholders.
  • Strong negotiator — balances relationship strength with commercial discipline.
  • Collaborative but firm — works cross-functionally while maintaining performance standards.
  • Accountability-driven — sets clear expectations and follows through.
  Personal Characteristics
  • Results-oriented, with a very strong drive, work ethic and commitment to excellence.
  • Thrives in ambiguity and enjoys building order from complexity.
  • Ability to develop and articulate strategy coupled with a willingness to “roll up your sleeves” and do the work required for success.
  • Strong communication (oral and written), presentation, collaboration (including customer-facing) and interpersonal skills.
  • Decisive, with the courage to make difficult, yet appropriate, decisions.
  • Demonstrated ability to earn the trust and confidence of internal and external stakeholders.
  • Unquestionable integrity, credibility, and character with a high energy level, a strong work ethic, and a passion for his/her work.
  • Mature and proactive, with strong attention to detail, organization and time management skills

Salary and Benefits:

• Salary Range: $130,000 – 150,000
• Bonus Opportunity: 15%
• Health Benefits:
• 401K
• Remote work environment
• Travel up to 30%