National Account Manager – Mass & Club Retail Channels; Baby & Infant Products

National Account Manager – Mass & Club Retail Channels (Baby & Infant Products)

Location:

United States (Remote-friendly, but must be based in the US with ability to travel 30-40%)

Position Overview

The National Account Manager will be responsible for managing and growing our business with key mass-market and club retailers in the United States. This is a high-impact, high-visibility role that owns the P&L for these accounts and reports directly to the Head of Sales/VP Sales.

Key Responsibilities

• Serve as the primary point of contact for buyers and category managers at Walmart, Sam’s Club, Costco, Home Depot, and other assigned national retail accounts.
• Develop and execute joint business plans (JBPs) with each retailer to drive category growth and achieve annual revenue, distribution, shelving, and profitability targets.
• Present and sell in new items, seasonal programs, promotions, displays, and feature opportunities.
• Negotiate trade terms, promotional calendars, everyday pricing, trade spend, and deductions.
• Build and maintain strong, long-term relationships with buyers and cross-functional teams (replenishment, merchandising, e-commerce, supply chain).
• Own forecasting, demand planning, and inventory management collaboration with retail partners and internal supply chain team.
• Analyze IRI/Nielsen, Retail Link, Costco CRA, Sam’s MWP, and other data sources to identify opportunities, track performance, and develop fact-based selling stories.
• Collaborate with marketing, product development, and operations teams to ensure flawless execution of retail initiatives.
• Attend line reviews, category reviews, vendor summits, and trade shows as required.
• Consistently achieve or exceed sales quotas, distribution goals, and profitability metrics.

Qualifications & Requirements

• 3+ years of CPG sales experience calling on Walmart, Sam’s Club, Costco, or other major mass/club retailers (current or very recent buyer relationships strongly preferred).
• Proven track record of growing existing accounts and securing new distribution in competitive categories.
• Direct experience in baby/infant, juvenile, toys, consumables, or adjacent durable categories highly preferred.
• Strong existing relationships with buyers/category managers at Walmart, Sam’s Club, and/or Costco is a significant advantage.
• Deep proficiency with Retail Link, Luminate, Madrid 2.0, Costco Item Management, Sam’s Club supplier portals, etc.
• Exceptional presentation, negotiation, and analytical skills.
• Self-starter who thrives in an entrepreneurial environment with the ability to work independently.
• Must be legally authorized to work in the United States.
• Ability to travel 30-40% (buyer meetings, trade shows, headquarters visits).

Mid-Senior level

Full-time

Retail Health and Personal Care Products and Retail