National Account Manager- Sam's Club

Purpose Statement

The National Account Manager (NAM) – Sam’s Club, Frozen Foods is responsible for leading Rich’s Frozen Foods business with Sam’s Club, driving profitable growth, strengthening strategic customer relationships, and delivering against annual sales, profit and share objectives.

This role serves as the primary business owner for the account, developing and executing customer-specific strategies across branded and Member’s Mark/private brand opportunities, innovation, assortment, merchandising and operational execution. The NAM will lead cross-functional planning and execution across Sales, Marketing, Category Management, Supply Chain, Finance, Demand Planning, R&D and Operations.

Direct Sam’s Club food experience is required, with demonstrated knowledge of the Sam’s Club business model, merchandising approach and ways of working. Experience developing or managing Member’s Mark/private brand business is preferred.

Key Accountabilities and Outcomes

• Own the strategic direction and day-to-day leadership of the Sam’s Club Frozen Foods business, delivering annual sales, profit, share and growth objectives.
• Develop and execute short- and long-term account plans that identify growth opportunities across core assortment, innovation, Member’s Mark/private brands, seasonal/LTO programs and incremental distribution.
• Build strong relationships across Sam’s Club Merchandising, Replenishment, Supply Chain and other key customer functions.
• Lead annual planning, line reviews, customer business reviews, negotiations and key selling conversations.
• Own the commercialization and customer sell-in of new products, innovation and Sam’s-specific programs from concept through execution.
• Identify opportunities to grow both Rich’s branded portfolio and Member’s Mark/private brand business through differentiated products, innovation and category solutions.
• Translate category, member, consumer and competitive insights into compelling customer strategies and selling stories.
• Manage forecasting, pricing, trade investment, promotional activity and account profitability to deliver business commitments.
• Partner closely with Demand Planning, Supply Chain and Operations to ensure forecast accuracy, service, inventory readiness and successful execution.
• Monitor business performance, competitive activity, category trends and emerging opportunities, proactively recommending actions to accelerate growth or mitigate risk.
• Lead cross-functional alignment across Marketing, Category/Insights, Finance, Supply Chain, R&D, Operations and Customer Service.
• Serve as the internal voice of Sam’s Club, ensuring the broader organization understands customer priorities, opportunities, risks and expectations.

Knowledge, Skills, and Experience

• Bachelor’s degree in Business, Marketing, Sales, or related field preferred; equivalent relevant experience considered.

• 5+ years of progressive sales, national account management or customer business development experience within food, frozen foods or CPG.
• Direct experience managing or supporting the Sam’s Club food business and customer relationship.
• Strong understanding of the warehouse club business model, merchandising, assortment, planning and execution.
• Demonstrated ability to build customer-specific strategies that deliver profitable sales and category growth.
• Experience leading customer negotiations, annual planning, business reviews and new-item commercialization.
• Strong financial and commercial acumen, including forecasting, pricing, trade investment and profitability management.
• Strong analytical, strategic selling, negotiation and relationship-management skills.
• Demonstrated ability to lead through influence across complex, cross-functional teams.
• Excellent written, verbal and executive presentation skills.
• Strong proficiency in Excel and PowerPoint.

Preferred

• Member’s Mark/private brand experience strongly preferred.
• Direct experience within frozen foods or closely related food categories.
• Experience developing both branded and private-brand growth strategies.
• Broader Walmart Inc. experience.
• Experience using customer, syndicated and category insights to develop business strategies.

TRAVEL/PHYSICAL REQUIREMENTS:

• Up to 10-20% travel based on business needs, customer meetings, planning sessions, and industry events.
• Ability to stand for extended periods during customer meetings, trade shows, distributor events, and other business activities.

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