Key Account Manager (Walmart) (Bentonville)
Talent Reel, Bentonville, Arkansas, United States, 72712
This role will be responsible for managing commercial relationship and day-to-day execution with the Walmart account across the United States and Canada.
The Key Account Manager will drive profitable revenue growth, category expansion, and market share gains for our brands by delivering consistent sales fundamentals, leveraging data-driven insights from Walmart Retail Link / Luminate, and building strong win/win partnerships with Walmart buyers and merchandising teams.
Key Job Functions Manage the Walmart account relationship and coordinate with internal support resources (e.g., Sales Analysts, Category Analysts, Forecast Analysts, Account Support) to ensure flawless execution. Develop and own the annual Joint Business Plan (JBP) with Walmart that meets or exceeds sales, profitability, and distribution targets. Identify white-space opportunities, new program placements, and category growth initiatives to expand revenue and shelf presence. Deliver core sales fundamentals: Pricing strategy, Merchandising execution, Distribution optimization, and Shelving compliance. Leverage Walmart Retail Link, Luminate, POS data, shipment history, and inventory reports to generate actionable insights, forecast accuracy, and recommendations that drive category share and ROS improvement. Build and present financial models, contribution estimates, promotional ROI analyses, and business reviews for line reviews, reset programs, and seasonal initiatives. Collaborate closely with Marketing, Product Development, and Supply teams by providing Walmart-specific consumer, competitive, and channel insights to shape innovation and go-to-market plans. Lead preparation and delivery of all new and current product programs, selling stories, and planograms to Walmart buyers with support from Marketing and Supply. Own the monthly, quarterly, and annual forecast process for the Walmart account in partnership with the assigned Forecast Analyst; monitor variances and drive corrective actions. Negotiate commercial terms, supply agreements, promotional programs, markdown support, coop advertising, and resolve claims, fines, shortages, or one-time requests in line with approved guidelines. Monitor and manage EDI orders, claims validation, shipping performance, and customer service metrics to maintain high Walmart compliance scores. Effectively communicate and present business updates, performance reviews, and opportunities clearly and succinctly to Walmart leadership and internal Spinrite stakeholders (Sales, Marketing, Finance, Supply). Travel to Walmart HQ (Bentonville), regional offices, and key meetings as required. Perform other duties as required.
Decision Making and Authority Day-to-day pricing adjustments within approved guidelines, promotional tactics, merchandising plans, forecast updates, and claim resolutions up to authorized limits.
Recommendations Made by You: Annual business plans, major promotional investments, new product introductions, financial spend plans, and strategic initiatives to support Walmart growth.
Skills & Knowledge: Persuasive communication, presentation, and negotiation skills with proven ability to influence at buyer and director levels. Strong analytical skills utilizing multiple data sources (Retail Link, Luminate, POS, shipment, inventory). Excellent planning, organizational, and time-management skills with high attention to detail. High degree of self-motivation, drive, and sense of urgency. Strong collaboration and cross-functional skills; ability to work effectively with Marketing, Product Development, Supply, Finance, and Analytics teams. Highly proficient in Office 365, especially Excel and PowerPoint; experience with Power BI or similar visualization tools is an asset. Flexible to travel for customer meetings (Bentonville and other locations) up to 15% of the time.
Experience: Minimum 5+ years of successful account management or sales experience in Consumer-Packaged Goods (CPG), preferably in mass retail or craft/yarn categories. Direct experience managing the Walmart account (or equivalent large-format mass retailer) is strongly preferred. Proven track record using Walmart Retail Link / Luminate systems. Experience presenting to and influencing multi-level personnel at retail accounts. Demonstrated success in building annual business plans, driving profitable growth, and delivering sales fundamentals (pricing, merchandising, distribution, shelving).
Education Required: Business degree (or equivalent) with focus in sales, marketing, or analytics.
Financial Responsibilities: Budget and promotional spend management for assigned Walmart programs (within approved guidelines).
The Key Account Manager will drive profitable revenue growth, category expansion, and market share gains for our brands by delivering consistent sales fundamentals, leveraging data-driven insights from Walmart Retail Link / Luminate, and building strong win/win partnerships with Walmart buyers and merchandising teams.
Key Job Functions Manage the Walmart account relationship and coordinate with internal support resources (e.g., Sales Analysts, Category Analysts, Forecast Analysts, Account Support) to ensure flawless execution. Develop and own the annual Joint Business Plan (JBP) with Walmart that meets or exceeds sales, profitability, and distribution targets. Identify white-space opportunities, new program placements, and category growth initiatives to expand revenue and shelf presence. Deliver core sales fundamentals: Pricing strategy, Merchandising execution, Distribution optimization, and Shelving compliance. Leverage Walmart Retail Link, Luminate, POS data, shipment history, and inventory reports to generate actionable insights, forecast accuracy, and recommendations that drive category share and ROS improvement. Build and present financial models, contribution estimates, promotional ROI analyses, and business reviews for line reviews, reset programs, and seasonal initiatives. Collaborate closely with Marketing, Product Development, and Supply teams by providing Walmart-specific consumer, competitive, and channel insights to shape innovation and go-to-market plans. Lead preparation and delivery of all new and current product programs, selling stories, and planograms to Walmart buyers with support from Marketing and Supply. Own the monthly, quarterly, and annual forecast process for the Walmart account in partnership with the assigned Forecast Analyst; monitor variances and drive corrective actions. Negotiate commercial terms, supply agreements, promotional programs, markdown support, coop advertising, and resolve claims, fines, shortages, or one-time requests in line with approved guidelines. Monitor and manage EDI orders, claims validation, shipping performance, and customer service metrics to maintain high Walmart compliance scores. Effectively communicate and present business updates, performance reviews, and opportunities clearly and succinctly to Walmart leadership and internal Spinrite stakeholders (Sales, Marketing, Finance, Supply). Travel to Walmart HQ (Bentonville), regional offices, and key meetings as required. Perform other duties as required.
Decision Making and Authority Day-to-day pricing adjustments within approved guidelines, promotional tactics, merchandising plans, forecast updates, and claim resolutions up to authorized limits.
Recommendations Made by You: Annual business plans, major promotional investments, new product introductions, financial spend plans, and strategic initiatives to support Walmart growth.
Skills & Knowledge: Persuasive communication, presentation, and negotiation skills with proven ability to influence at buyer and director levels. Strong analytical skills utilizing multiple data sources (Retail Link, Luminate, POS, shipment, inventory). Excellent planning, organizational, and time-management skills with high attention to detail. High degree of self-motivation, drive, and sense of urgency. Strong collaboration and cross-functional skills; ability to work effectively with Marketing, Product Development, Supply, Finance, and Analytics teams. Highly proficient in Office 365, especially Excel and PowerPoint; experience with Power BI or similar visualization tools is an asset. Flexible to travel for customer meetings (Bentonville and other locations) up to 15% of the time.
Experience: Minimum 5+ years of successful account management or sales experience in Consumer-Packaged Goods (CPG), preferably in mass retail or craft/yarn categories. Direct experience managing the Walmart account (or equivalent large-format mass retailer) is strongly preferred. Proven track record using Walmart Retail Link / Luminate systems. Experience presenting to and influencing multi-level personnel at retail accounts. Demonstrated success in building annual business plans, driving profitable growth, and delivering sales fundamentals (pricing, merchandising, distribution, shelving).
Education Required: Business degree (or equivalent) with focus in sales, marketing, or analytics.
Financial Responsibilities: Budget and promotional spend management for assigned Walmart programs (within approved guidelines).