Sr. National Account Manager (Sr. Sales Manager)

ABOUT MPG

Market Performance Group (MPG) is a leading end-to-end, strategy & services omnichannel commerce agency focused on creating the best PATH FORWARD — from market strategy to in-market reality — for today’s fastest-growing consumer packaged goods (CPG) manufacturers. Over the years, we’ve built a strong reputation as a trusted partner and valuable resource to a broad range of companies, from Fortune 500 to Private Equity, in categories that include health & wellness, food & beverage, home and hardlines. We revel in the opportunity to guide our clients on their path forward, building and activating strategies that ensure success. Everything we do is driven by our unrelenting commitment to leverage our deep operational experience, unparalleled omnichannel expertise, and industry relationships to drive performance in today’s dynamic omnichannel marketplace.

At MPG, we value our people and their contributions; they are critical to building the MPG Brand. Our leadership team has significant experience driving topline revenue and bottom-line profit, having held senior operating roles at leading CPG manufacturers and retailers. Our highly regarded, seasoned team of 400+ strategy and commercialization professionals brings strong operational experience and a collaborative approach. All team members are singularly focused on providing clients with pragmatic, real-world market approaches, built on the strong consumer, category and marketplace insights needed to create sustainable, profitable brand growth.

Position Overview

As a Sr. National Account Manager, you own the management and growth of assigned client businesses across Walmart Stores, Walmart.com (1P/DSV and 3P Marketplace), and Sam’s Club. You are the strategic lead for the business: building the plan with your client, selling it to the retailer, and driving it through to flawless execution across item setup, pricing, promotion, modular transitions, and digital shelf performance.

You will build and own relationships with Walmart and Sam’s Club buyers, replenishment, and digital teams, and serve as the primary point of contact for your clients. While MPG’s internal media team manages campaign execution, you will maintain a working knowledge of Walmart Connect so you can connect merchandising, inventory, and supply realities to your clients’ media investments.

You will also support MPG’s Client Intimacy Initiative by representing client objectives internally, connecting clients to the right capabilities across MPG, and contributing directly to client satisfaction and retention.

Sr. National Account Managers are distinguished by broader account scope and category complexity, greater autonomy in buyer-facing and top-to-top engagement, and responsibility for mentoring analysts and less-tenured managers. Both levels are individual contributor roles; neither carries direct reports
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Key Responsibilities

Omnichannel Sales & Account Leadership

• Serve as the strategic business lead for assigned Walmart and Sam’s Club clients across 1P and 3P channels.
• Develop and execute integrated joint business plans that align client goals, category trends, and retailer initiatives.
• Own the total business relationship for assigned accounts, inclusive of in-store and eCommerce platforms (1P always and 3P when in scope).
• Deliver against sales, profit, distribution, and share targets; build and manage the forecast in partnership with client demand planning and supply chain.
• Lead pricing strategy, modular transitions, promotional planning, and new item setup across physical and digital shelves (1P).
• Manage trade and promotional investment to ROI targets, and build the financial scenarios behind assortment, pricing, and promotion recommendations.
• Advise on assortment strategy, buy box performance, and fulfillment models across Marketplace.
  Develop working command of Scintilla Basic and Scintilla Charter, Retail Link, Item 360, Walmart Connect, and Walmart Marketplace (when in scope) to advise clients holistically across their Walmart business.
• Sam’s Club experience and understanding of Sam’s Connect and Madrid (now Sam’s Connect) is preferred but not required.
  
  

Strategic Client Portfolio Ownership

• Guide clients in building a strong digital footprint through optimized product detail pages (PDPs), compelling content, and retail-compliant listings.
• Own the health of the digital shelf: ensuring consistent, brand-aligned, and performance-driven PDPs across 1P and 3P listings.
• Direct content and creative teams and external partners so that every SKU under MPG management meets or exceeds Walmart’s content excellence standards.
• Provide strategic guidance to clients on optimizing their 1P and 3P Marketplace presence, including catalog structure and competitive positioning.
• Advise on the trade-offs among WFS (Walmart Fulfillment Services), third-party sellers, and DSV models considering cost to serve, delivery speed, and availability.
• Monitor key digital KPIs and translate them into a recommended course of action:
  • Conversion and click-through rates
  • Content health scores
  • Buy box win rate
  • Profitability and fulfillment metrics
  • Item availability across 1P, DSV, and Marketplace models
    
    

Walmart Connect Collaboration

• Maintain a strategic understanding of Walmart Connect’s media solutions, translating client business objectives into aligned media direction while collaborating with MPG Walmart Media Team.
• Guide clients on campaign timing, item readiness, and promotional layering to ensure optimized omni impact.
• Coordinate with MPG’s internal media team to bridge the gap between sales activation and media planning, ensuring campaigns are grounded in merchandising and supply realities.
• Serve as the bridge between sales and media, offering clients holistic guidance without managing execution directly.

Client Leadership & Retailer Relationship Management

• Lead client meetings, line reviews, and buyer presentations; own the selling narrative from data through to recommendation.
• Build and own relationships with Walmart and Sam’s Club merchant, replenishment, media, digital, and supply chain teams.
• Deliver performance analysis, growth strategy recommendations, sales forecasts, and retailer scorecard interpretation.
• Lead cross-functional MPG teams: InsightsLab analytics, media, replenishment and operations, digital content, 3p, and broader MPG teams when needed to deliver against client objectives and retailer deliverables.
• Anticipate and resolve business issues such as price leadership, digital experience, in-stock risk, cost changes, chargebacks, modular timing, line review prep before they reach the client.
• Understand and represent client objectives internally, driving MPG’s Client Intimacy Initiative to support retention and growth.
  

Sr. National Account Manager — Additional Responsibilities

• Own the largest, most complex, or multi-category client portfolios with full autonomy.
• Lead top-to-top engagements alongside (Sr.) Director leadership and represent MPG in senior client and merchant forums.
• Mentor National Account Managers, analysts, and interns: reviewing work, coaching selling narratives, and raising the quality of team output without formal reporting responsibility.
• Build repeatable planning, reporting, and execution processes that scale across accounts and categories.
• Contribute to growth by identifying whitespace within existing clients and supporting new business pitches.
  

Skills & Experience

Required

• Bachelor’s degree in Business, Marketing, or a related field.
• 2+ years (National Account Manager) / 5+ years (Sr. National Account Manager) of CPG sales, customer development, or omnichannel retail account management.
• Hands-on experience leading Walmart and/or Sam’s Club business across 1P and/or 3P commerce models.
• Experience owning joint business planning, line review preparation, and buyer-facing presentations.
• Proficiency with Retail Link and Scintilla (Luminate); working familiarity with Item 360, Madrid, Walmart Connect, and Walmart.com analytics tools.
• Strong understanding of the Walmart omnichannel ecosystem, including fulfillment types, search and algorithm drivers, and merchandising levers.
• Financial acumen across forecasting, trade spend management, promotional ROI, and margin analysis.
• Advanced Excel and strong PowerPoint storytelling; able to build a defensible selling narrative from raw retailer data.
• Exceptional communication and relationship-building skills, with the presence to lead a client or buyer meeting.

Preferred

• Experience within a broker or agency setting managing multiple client portfolios.
• Experience with Walmart Connect and retail media planning.
• Exposure to digital content strategy, PDP optimization, and ecommerce platform best practices.
• Proficiency with business intelligence tools (e.g., Power BI, Looker Studio).
• Experience mentoring analysts or less-tenured managers (Sr. National Account Manager).
• Ability to travel to client and retailer meetings as business needs require.

Competencies

Manager Level — National Account Manager

• Business Ownership — Runs the assigned client business like an owner, accountable for the sales, profit, and share outcome — not just the task list.
• Strategic Thinking — Connects category trends, retailer priorities, and client goals into a plan that holds up in front of a buyer.
• Analytical Rigor — Turns Retail Link, Scintilla, and digital shelf data into a defensible recommendation rather than a report.
• Selling Narrative — Builds and delivers persuasive, data-grounded stories in line reviews and client meetings.
• Cross-Functional Leadership — Mobilizes analytics, media, replenishment, and supply chain toward a client outcome without formal authority.
• Relationship Building — Earns trust with client contacts and retailer counterparts through consistency, responsiveness, and insight.
• Executional Discipline — Item setup, pricing, and content accuracy are visible and costly; precision underpins credibility.
• Adaptability — Reprioritizes as retailer timelines and client needs shift, without sacrificing quality.
  
  

Senior Manager Level — Sr. National Account Manager

• Portfolio Leadership — Runs the most complex client businesses with full autonomy; anticipates issues before they escalate.
• Executive Presence — Holds the room with senior client stakeholders and merchant leadership; communicates with clarity and conviction.
• Commercial Judgment — Weighs margin, service, and growth trade-offs and commits to a defensible path forward.
• Trusted Advisor — Is the client’s first call, bringing a point of view before being asked for one.
• Talent Development — Mentors managers and analysts, raising the quality bar of the work around them.
• Process Leadership — Builds repeatable ways of working that scale across accounts and categories.
• Thought Leadership — Brings forward market perspective that positions MPG as a strategic partner to clients and to Walmart and Sam’s Club.
• Enterprise Thinking — Makes decisions in the context of client portfolio performance and broader MPG objectives.

Compensation

The expected base salary range for this position is $150,000 - $160,000 annually, depending on experience, skills, and qualifications. In addition to base salary, this position may be eligible for performance-based bonuses and other compensation programs.

Benefits

MPG offers a generous package of health benefits, including medical, dental, vision, STD/LTD, paid maternity/paternity leave and life insurance. Our compensation program provides market industry base salary, bonuses, and 401K. In addition to paid holidays, we reward an employee’s extra efforts through unlimited paid time off.

Diversity and Inclusion

MPG provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

We are committed to ensuring that Diversity, Equity, Inclusion, and Belonging (DEI&B) are at the foundation of our culture. Through DEI&B, we embrace the beauty in all of the unique qualities of our employees, communities and clients. MPG’s DEI&B efforts empower us to collectively reach our full potential by fueling innovation, connection, and growth. We recognize the value of having a diverse and engaged team. We are an organization driven by PEOPLE. Our commitment to diversity, equity, inclusion, and belonging was born from our core values. We believe that by leveraging the unique perspectives and experiences of our employees, MPG can unlock more comprehensive, innovative, and long-standing results for both our client and retailer partners. As our journey continues to evolve, we have made intentional commitments to further champion DEI&B. The foundation of our pledge starts with our promise to each other, our clients, and the community.