AVP, National Accounts – Walmart and Sam’s Club (FIJI Water)
HybridBentonville, Arkansas, United States
Job Summary
Lead the strategic vision, annual joint business plan, and omnichannel initiatives for FIJI Water's Walmart and Sam's Club business. Own the total account P&L, including volume, net sales, gross margin, and trade spend, while optimizing promotional investments and evaluating ROI. Cultivate trusted relationships with retailer merchants, replenishment managers, and category teams to drive sustainable revenue growth and market share gains. Translate corporate priorities into customer-specific strategies covering in-store execution, Walmart.com, and digital commerce. Partner with BU headquarters and field teams to align assortment, merchandising, and promotional plans across physical and digital channels. Utilize Retail Link, Luminate, and Circana data to develop fact-based selling stories, corrective action plans, and measurable execution standards. Lead a high-performing customer team, conduct business reviews, and resolve issues related to pricing, supply, and replenishment.
Required Qualifications
- 10+ years of progressive sales, national account management, customer development, or commercial leadership experience within consumer-packaged goods (CPG), beverage, food, or related industry
- 5+ years of direct experience leading strategic customer relationships with Walmart and Sam's Club within the buying function, including responsibility for annual business planning, customer negotiations, and omnichannel growth initiatives
- Proven success in managing national or enterprise level accounts
- Solid understanding of the following areas: sales and distribution functions, business development, point-of-sale marketing, especially as they apply within the Walmart and Sam's Club operating models
- BA/BS in related field (Finance, Business, or Marketing)
- Highly proficient in Microsoft Office suite (especially Excel, PowerPoint, and Word)
- Computer proficiency, and experience working with ACNielsen data, Retail Link, GRS, or other customer-based POS information
Desired Qualifications
- Strong interpersonal skills; ability to work in a complex work culture, serving disparate needs
- Ability to multi-task and work in a fast-paced environment
- Sociable, contemporary, and outgoing personality
- Self-driven to achieve goals; high energy level is essential, strong, dedicated work ethic
- Skilled in complex deal structuring, negotiations, and long sales cycles
- Exceptional communication and presentation skills
- Strong strategic thinking, negotiation, financial acumen, and executional excellence
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