Role Overview for VP of National Accounts (Walmart Team)
JRG Partners is proud to represent a premier, globally recognized consumer goods company in their search for a visionary and results-driven Vice President of National Accounts. This pivotal leadership role is dedicated exclusively to managing and expanding the strategic partnership with Walmart, Inc., the world’s largest retailer.
This is not merely an account management position; it is a career-defining opportunity to own the P&L, set the strategic direction, and lead a high-performing team responsible for one of the most significant revenue streams in the company. The ideal candidate is a seasoned sales executive with an intimate understanding of the Walmart ecosystem, a proven history of driving exponential growth, and the executive presence to operate at the highest levels of both organizations.
As the VP of National Accounts for the Walmart Team, you will be based in Bentonville, Arkansas, serving as the primary architect of the joint business plan. You will be responsible for fostering deep, collaborative relationships with Walmart merchants, executives, and operational leaders. Your mission is to embed our client’s brands as indispensable partners in Walmart’s success, leveraging data-driven insights, innovative strategies, and flawless execution to outpace the competition and achieve ambitious sales and profitability targets.
This role requires a unique blend of strategic foresight, financial acumen, inspirational leadership, and an unwavering commitment to excellence. You will be the face of the company at Walmart’s headquarters, championing our portfolio and ensuring our strategies align perfectly with Walmart’s corporate objectives, including their focus on Everyday Low Price (EDLP) and customer value.
Success in this role will be measured by your ability to not only meet but exceed revenue and profit goals. It will also be defined by your capacity to build a sustainable, long-term growth engine through strategic planning, talent development, and the cultivation of an unbreakable partnership with Walmart. You will be a key member of the senior leadership team, contributing to the overall commercial strategy of the company while leading your team to new heights of performance and engagement.
Key Responsibilities of VP of National Accounts (Walmart Team)
The VP of National Accounts will have a broad and impactful scope of responsibilities, encompassing strategic planning, team leadership, financial management, and executive-level relationship building. You will be empowered to make critical decisions that directly influence business outcomes.
Strategic Leadership & Joint Business Planning
Develop and execute a comprehensive, multi-year strategic plan for the Walmart and Sam’s Club accounts. Lead the annual Joint Business Planning (JBP) process, aligning company objectives with Walmart’s strategic priorities to create mutually beneficial growth initiatives.
Executive Relationship Management
Cultivate and maintain strong, influential relationships with key stakeholders at Walmart, including C-level executives, VPs, and senior merchants. Act as the primary senior contact, ensuring our client is viewed as a strategic, indispensable partner.
Team Leadership and Development
Lead, mentor, and develop a team of National Account Managers and support staff. Foster a culture of high performance, accountability, collaboration, and continuous improvement. Set clear objectives, provide regular coaching, and manage performance to build a best-in-class sales organization.
P&L and Financial Management
Assume full P&L responsibility for the Walmart account. Oversee forecasting, budgeting, and trade spend management to deliver on revenue, volume, and profitability targets. Ensure promotional investments deliver a strong ROI.
Data-Driven Sales Strategy
Utilize Walmart’s Retail Link platform and other data sources to derive actionable insights. Analyze sales data, market trends, consumer behavior, and competitive activity to identify opportunities and mitigate risks.
Cross-Functional Collaboration
Serve as the central point of contact for all Walmart-related activities within the organization. Collaborate seamlessly with internal teams, including Marketing, Supply Chain, Finance, and Category Management, to ensure flawless execution of programs and optimal service levels.
Negotiation and Contract Management
Lead all major negotiations for pricing, promotions, shelf space, and annual supplier agreements. Ensure all terms are favorable and aligned with long-term strategic goals.
Operational Excellence
Partner with the supply chain team to drive forecast accuracy, improve in-stock levels, and meet Walmart’s On-Time In-Full (OTIF) requirements. Proactively address and resolve any operational challenges to maintain a superior supplier scorecard.
Requirements for the VP of National Accounts (Walmart Team)
We are seeking a candidate with a distinguished track record of success and the specific expertise required to excel in this demanding role. The qualifications below are essential for consideration.
Experience
A minimum of 15+ years of progressive sales experience within the Consumer Packaged Goods (CPG) industry. A significant portion of this experience must include direct, senior-level management of the Walmart account.
Proven Track Record
Demonstrable history of achieving and exceeding sales targets, driving market share growth, and managing a large, complex P&L for the Walmart account.
Leadership Skills
At least 7+ years of experience in a leadership role, successfully managing and developing high-performing sales teams. A proven ability to inspire, motivate, and lead by example.
Walmart Ecosystem Expertise
Deep, expert-level knowledge of Walmart’s corporate structure, go-to-market strategies, operational processes, and key performance indicators. Proficiency with Walmart’s essential tools, especially Retail Link, is mandatory.
Financial Acumen
Strong command of financial metrics, including P&L management, trade marketing ROI, margin analysis, and demand forecasting. Experience building and managing multi-million dollar budgets.
Strategic & Analytical Mindset
Exceptional ability to think strategically, translate complex data into actionable insights, and develop long-range business plans.
Communication & Negotiation Skills
World-class presentation, communication, and negotiation skills. The ability to articulate a clear and compelling vision and influence decision-making at the highest levels.
Education
Bachelor’s degree in Business, Marketing, or a related field is required. An MBA is highly preferred.
Location & Travel
Must be willing to reside in or relocate to the Bentonville, AR area. The role will require moderate travel to corporate headquarters and industry events.
Benefits & Perks Offered
Our client is committed to attracting and retaining top talent by offering a comprehensive and competitive compensation and benefits package. As a key member of the executive team, you can expect:
Competitive Compensation
A highly competitive base salary, a significant performance-based annual bonus, and long-term incentive opportunities.
Comprehensive Health & Wellness
A full suite of benefits including medical, dental, and vision insurance for you and your family, along with wellness programs and a generous health savings account (HSA) contribution.
Retirement Planning
A robust 401(k) retirement plan with a generous company match to help you plan for your future.
Work-Life Balance
Generous paid time off (PTO), paid company holidays, and flexible work arrangements to support a healthy work-life integration.
Professional Growth
A commitment to your professional development with opportunities for executive coaching, continued education, and attendance at key industry conferences.
Relocation Support
A comprehensive relocation package is available for the successful candidate and their family.
Additional Perks
Employee stock purchase plan, product discounts, and other corporate perks designed to enhance your employee experience.
How to Apply
JRG Partners is exclusively managing the search for this critical leadership position. If you are a strategic sales leader with a deep passion for building iconic brands and an unparalleled expertise in the Walmart ecosystem, we invite you to apply.
To be considered for this opportunity, please submit your resume and a cover letter detailing your specific experience with the Walmart account and your track record of success. We are looking for leaders who are ready to make a significant impact.
For more information on our expertise in this area, we invite you to explore our Consumer Goods & CPG executive search practice. We look forward to reviewing your application and discussing how you can drive the future of this dynamic partnership.
