National Account Manager — Walmart
Reports to: Director of Key Accounts, Mass
Department: Commercial
Compensation: $80,000 - $140,000 annual salary
Location: Remote, AR
Accounts: Walmart (Stores, Walmart.com, Walmart Marketplace)
Role Summary
We're looking for a Walmart-obsessed, data-driven, action-oriented National Account Manager to own the day-to-day of Walmart. You'll run the commercial drumbeat: forecasting, reporting, item and promo performance, Retail Link hygiene, and retail media briefing. You'll also shape feature and event planning, pitch growth opportunities, and support NPD launches. You'll be our resident expert on everything that makes Walmart tick, from category and competitor dynamics to the digital shelf and Marketplace. This role is highly collaborative, working hand in hand with Marketing, Influencer & Community, Operations, and Ecommerce to deliver 360° retailer support and bring Bubble to life in-store and online.
What You'll Deliver (Key Outcomes)
- Plan & Forecast Accuracy: Tight weekly and monthly LE, with risks and opportunities flagged early and quantified.
- Relentless Basics: Retail Link/Scintilla accuracy, item setup/PIM, PDP excellence, and flawless promo and price execution.
- Growth Moves: Identify, plan, and pitch features, space, and NPD opportunities backed by strong data and ROI.
- Category & Competitor Mastery: Know the Walmart shelf, the competitive set, and market trends better than anyone. Turn that knowledge into a point of view that wins line reviews.
- Digital Shelf Excellence: PDPs, onsite merchandising, and Marketplace run at peak efficiency, with digital treated as a core growth engine and not an afterthought.
- 360° Collaboration: Partner with Marketing to bring trade marketing and retailer activations to life, and share Walmart insight with Influencer & Community to sharpen their programs.
- Walmart Obsession: Deeply understand Walmart's priorities, tools, and rhythms. Anticipate buyer needs and deliver best-in-class execution.
Core Responsibilities
Account Ownership (Walmart)
- Manage the day-to-day business: item setup and maintenance, content/PDPs, price and promo execution, comp shops, and post-event readouts.
- Prepare and lead business plan meetings, line reviews, and weekly touchpoints. Build trust-based buyer relationships.
- Build and maintain Retail Link/Scintilla dashboards for sales, inventory, and supply health. Translate insights into clear actions.
- Strategic Growth Planning: Partner with the Director to shape and pitch feature and event plans, modular and secondary placements, and retail marketing opportunities.
- NPD & Launch Planning: Translate the innovation pipeline into Walmart-ready pitches that secure sell-in, feature support, and merchandising to maximize trial and repeat.
- Stay current on Walmart's corporate strategy, earnings, supplier communications, and event calendar (e.g., Deals events, Walmart+ Week, seasonal resets). Translate these into implications and opportunities for Bubble.
Category, Competitor & Market Intelligence
- Map and maintain current and historical Walmart planograms and modulars across resets. Track space shifts, new entrants, delists, and competitor movement within the category.
- Deep dive Nielsen and other syndicated data to understand Walmart performance against the total market. This covers share, velocity, distribution, pricing gaps, and promo effectiveness by segment and SKU.
- Monitor competitor activity at Walmart, including pricing, rollbacks and promo cadence, NPD, features and secondary placements, retail media presence, and PDP and content quality.
- Run regular in-store and Walmart.com comp shops and document findings with clear "so whats" for Bubble.
- Build a quarterly category point of view that feeds line review strategy, space asks, and assortment recommendations.
Trade Marketing & Cross-Functional Collaboration
- Partner with Marketing to ideate and execute trade marketing programs that connect retailer activations with social, digital, and community touchpoints.
- Support pitch development for 360° activations, so Walmart receives integrated programs that go beyond the aisle.
- Act as the daily connective tissue between Commercial and Marketing teams, keeping calendars, briefs, and measurement aligned.
Creator & Community Insights
- Serve as the Walmart subject matter expert for the Influencer & Community team. Share what you see in Walmart data and on Walmart.com, such as which products, events, and moments are driving sales, so the team can make smarter creator decisions.
- Flag Walmart-specific opportunities to the team, such as upcoming events or retailer creator programs. The Influencer & Community team owns creator selection, briefing, and execution. This role is about sharing insight, not running creator programs.
Ecommerce, Marketplace & Retail Media
- Co-lead Walmart.com strategy with Marketing and Digital. Own execution excellence across PDPs, images, copy, rich content, and SEO.
- Continuously optimize PDPs for conversion. Run regular content audits, monitor listing quality score, ratings and reviews, search rank, and add-to-cart rates, then fix gaps quickly.
- Own briefs for homepage, brand shop, and onsite merchandising updates, then manage execution on the retailer site from brief through QA and go-live.
- Manage day-to-day Walmart Marketplace operations, including listings, pricing, inventory, fulfillment (incl. WFS where applicable), and seller performance metrics.
- Support development of Walmart Marketplace strategy with the Director and Ecommerce team. Identify assortment, bundle, and fulfillment opportunities that complement the 1P business.
- Brief and QA Walmart Connect campaigns (search, display, SV/SB when available). Track ROAS, share of search, and conversion.
Forecasting, Supply & Risk Management
- Partner with Sales Planning and Ops on stock and sales plans. Monitor OTIF, constraints, and E&O, and recommend mitigations.
- Track item productivity, rate of sale, and door-level performance. Propose actions by SKU and mod.
Reporting & Insights
- Produce weekly performance packs covering sell-in vs sell-out, velocity, mix, and promo ROI. Escalate risks with data-backed options.
- Mine data to spot whitespace and defend shelf through new doors, secondary space, pack and price tests, and kits/bundles.
Qualifications
- Experience: 6+ years in beauty/personal care account management with proven Walmart ownership. No marketing or influencer background required.
- Tools: Retail Link, Walmart Connect fundamentals, and strong Excel/Google Sheets skills (INDEX/MATCH, PIVOTs), plus data storytelling. Hands-on experience with Nielsen or other syndicated data and Walmart Seller Center/Marketplace.
- Execution: Demonstrated strength in forecasting, PIM/item setup, PDP/content management, and promo operations.
- Analytical Curiosity: Experience mapping planograms and building category and competitor analyses that shape retailer strategy.
- Strategic Skills: Able to build compelling growth stories for features, space, NPD, and trade marketing, and to translate insights into buyer-ready pitches.
- Collaboration: Strong partnership mindset. Comfortable working daily with Marketing, Influencer & Community, Ops/Supply, and Ecommerce.
- Mindset: Walmart obsessed, proactive, detail-obsessed, and calm under pressure. Turns analysis into action with speed and is energized by knowing everything that makes Walmart tick.
Primary Evaluation Metrics
Forecast Accuracy, Retail Sales/Net Sales, Item Productivity (ROS/UPD), OTIF & In-Stock %, Promo ROI, Share of Search/.com Conversion, Category Share at Walmart, PDP/Listing Quality Score, Marketplace Sales & Seller Performance, Buyer Relationship Health (Walmart), Trade Marketing Activation ROI
