National Account Manager

The National Account Manager is responsible for managing and growing strategic relationships with Amazon and Walmart. This role owns the overall business performance across these accounts, including revenue growth, profitability, assortment expansion, promotional strategy, and operational execution. The ideal candidate combines strong commercial acumen with deep eCommerce and mass retail experience.

Account Ownership & Growth

• Own full P&L responsibility for Amazon and Walmart accounts
• Develop and execute joint business plans aligned to company growth and margin objectives
• Drive revenue growth through assortment expansion, whitespace opportunities, and new program onboarding
• Lead quarterly and annual planning cycles with each retailer

Strategy & Relationship Management

• Serve as primary point of contact for Amazon and Walmart category and vendor management teams
• Build and maintain senior-level relationships to influence assortment, placement, and promotional strategy
• Partner cross-functionally with marketing, operations, category management & finance to ensure execution

Pricing, Promotions & Profitability

• Manage pricing strategy, promotions, and funding to protect margin while driving volume
• Lead deal strategy for key retail events (Prime Day, Black Friday, etc.)
• Monitor and manage chargebacks, shortages, and profitability drivers

Execution & Operations

• Oversee item setup, onboarding, and lifecycle management
• Ensure operational readiness for launches, promotions, and peak periods
• Track KPIs including sales, margin, in-stock, returns, and concessions

Analytics & Reporting

• Analyze performance trends and provide actionable insights to leadership
• Build forecasts and manage to budget
• Identify risks and opportunities and develop mitigation plans

Qualifications

• 5+ years of experience managing Amazon and Walmart accounts
• Strong understanding of Amazon Vendor Central and/or Seller Central and Walmart Retail Link
• Proven success driving revenue growth and managing profitability
• Experience with promotions, retail events, and retail media programs
• Excellent negotiation, presentation, and relationship-building skills
• Strong analytical and financial acumen
• Ability to manage multiple priorities in a fast-paced environment