National Account Director, Walmart and Sam’s Club
Heineken USA Inc. - Bentonville, AR

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HEINEKEN USA Inc., the nation's leading upscale beer importer, is a subsidiary of Heineken International BV, the world's most international brewer. European brands imported into the U.S. include Heineken Lager, the world's most international beer brand, Heineken Light, Amstel Light, Newcastle Brown Ale, and Strongbow cider. HEINEKEN USA also imports the Dos Equis portfolio, Tecate portfolio, Sol, Indio, Carta Blanca and Bohemia brands from Mexico. For a safe ride home, download the HEINEKEN USA-sponsored Taxi Magic™ application from your smartphone at

We currently have a very exciting opportunity for a National Account Director, Walmart and Sam’s Club .

Position Overview: The Walmart/Sam’s Club National Account Director will lead a team of account managers based both in Bentonville and in the field and will have accountability for delivering all commercial targets. He/she will have responsibility for defining the Walmart/Sam’s Club Agenda and Annual Plan and for motivating the entire organization to deliver against the Plan. The role will have a high level of visibility with the organization. The successful candidate will possess a combination of strategic planning capability, executional focus and strong communication skills.

Key Responsibilities:
Plan and prepare
· Develop 3 year strategic plan for Walmart and Sam’s including NPI
· Lead annual GPS and account planning processes
· Develop annual commercial priorities for Walmart and Sam’s
· Develop promotional strategy and program priorities; oversee program development
· Lead creation of Nielsen scorecards to track achievement of core initiative targets with buying team
· Initiate formal planning and review process with Walmart TAB team, including annual Top to Top engagement
· Identify opportunities for distribution growth and develop new item proposals
· Lead HUSA involvement in annual category planning process with Walmart and Sam’s beer teams
· Consistently provide “upscale thought leadership” insight to Walmart/Sam’s buyers aligned with agreed category growth drivers
· Facilitate clear communication of all programming including execution expectations to HUSA field sales teams – to include COMAC and all promotional initiatives ( e.g “My Walmart” )
· Develop communication cadence and format for distributors to drive execution of commercial priorities
· Ensure alignment to Walmart 3-year plan by senior stakeholders including Sales VPs, Brand team, Trade Marketing Team
· Deliver annual volume, distribution and display targets
· Develop and manage annual budgets
Measure and improve
· Lead development, implementation and updating of COMAC execution tracking process
· Track performance against key category growth drivers by developing Nielsen scorecards for use by Walmart/Sam’s buying team
· Review survey results including COMAC and assess retail execution; provide input to direct reports HUSA field sales and distributors to improve performance
· Assess HUSA distribution growth performance against target
· Measure HUSA Modular compliance during reset periods
People management
· Build a team of direct reports consisting of National Account Managers and Key Account Managers to call on national beer teams, regional buyers and key in-market stakeholders including distributors
· Provide strategic direction to on-site category management team
· Lead interaction with all stakeholders including Bentonville promotion agency team
· Guide activity of direct reports
· Provide performance feedback and development plans to direct reports
Key Competencies:
  • Be Brave
  • Decide & Do
  • Hunt as a Pack
  • Take it Personally
  • Customer Insight
  • Category, Portfolio and Brand Understanding
  • Route-to-Market Strategy
  • Route-to-Market Profitability
  • Key Customer Planning
  • Sales Organization & Performance Management

· Bachelor’s Degree required
· A minimum of 5 years of extensive people leadership experience required
· Extensive retailer management experience required
· Experience working with Walmart and Sam’s Club buying teams
· Significant retail marketing experience required
· Exposure to category management required
· Significant analytical experience required
· Significant beverage industry experience required
· Exposure to distributor management preferred

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Heineken is one of the world's leading brewers, with a wide international presence through a global network of distributors and breweries....