Director, National Accounts (Walmart)

Iberia Foods LLC; Arkansas; Hybrid; USD 120,000 - 180,000; Full time

Job summary

Iberia Foods LLC in Bentonville, AR is seeking a Director, National Accounts (Walmart) to develop and execute strategic sales plans to grow Iberia's Walmart business. This role requires deep Walmart knowledge, strong negotiation, and a proven track record of driving significant growth within the Walmart ecosystem.

You will lead cross-functional teams, manage forecasts and budgets, and represent Iberia at trade shows and Walmart supplier meetings, collaborating with marketing, operations, and

Qualifications

• 8–10 years of progressive sales experience in CPG.
• At least 5 years managing national accounts, Walmart preferred.
• Proven success selling to Walmart with Retail Link knowledge.
• Exceptional negotiation, communication, and presentation skills.
• Strong analytical abilities with data analysis & financial acumen.
• Strategic thinker who can execute tactically.
• Proven leadership and cross-functional influence.
• Able to travel frequently to Walmart HQ and other locations.

Responsibilities

• Develop and execute sales strategies and business plans for Walmart to maximize revenue and market share.
• Cultivate and maintain relationships with Walmart buyers, category managers, and decision-makers.
• Lead all sales processes including product introductions, promotions, pricing, and supply chain collaboration with Walmart.
• Analyze sales data and market trends using tools like Retail Link and Nielsen to identify opportunities.
• Negotiate favorable terms and promotional programs aligned with Iberia's objectives.
• Collaborate with marketing, operations, finance, and RGM to ensure program execution.
• Provide accurate sales forecasts, budgets, and performance reporting to leadership.
• Stay abreast of Walmart initiatives and consumer trends to inform strategy.
• Represent Iberia Foods at trade shows, industry events, and Walmart supplier meetings.

Skills

Negotiation

Communication

Presentation skills

Analytical abilities

Strategic thinking

Leadership

Travel ability

Tools

Walmart Retail Link

Scintilla

Nielsen

Circana

Job description

Join our team! Founded in 1930, Iberia Foods is the largest Caribbean and Hispanic food distributor in the United States. As a premier source for the authentic Caribbean and Latino cuisine, Iberia Foods boasts a full host of products ranging from condiments and pantry items to beverages and snacks and represents most of the leading brands from the Caribbean and Latin America. With more than 800 products, Iberia Foods has a solid position as the definitive connection to the Caribbean and Latin American cuisine. We are seeking for a reliable customer service personnel to join our team.

Job Summary

The Director, National Accounts (Walmart) will be Iberia's at the Bentonville home Office and will be responsible for developing, implementing, and executing strategic sales plans to achieve and exceed sales objectives for Iberia Foods within Walmart. This role requires a deep understanding of the Walmart ecosystem, strong negotiation skills, and a proven track record of driving significant growth.

Job Responsibilities

• Develop and execute comprehensive sales strategies and business plans specifically tailored for Walmart, focusing on maximizing revenue, market share, and profitability.
• Cultivate and maintain strong, collaborative relationships with key Walmart buyers, category managers, and decision-makers.
• Lead all aspects of the sales process, including new product introductions, promotional planning, pricing strategies, and supply chain collaboration with Walmart.
• Using different tools (ie: , using tools such as , Walmart Retail Link / Scintilla, Nielsen, or Circana), Conduct in-depth analysis of sales data, market trends, and competitive activities to identify opportunities and proactively address challenges.
• Negotiate favorable terms, conditions, and promotional programs that align with company objectives and Walmart's requirements.
• Collaborate cross-functionally with internal teams (marketing, operations, finance, RGM, etc) to ensure seamless execution of programs and initiatives.
• Provide accurate sales forecasts, budget management, and regular performance reporting to senior leadership.
• Stay abreast of industry best practices, Walmart's strategic initiatives, and emerging consumer trends to inform sales strategies.
• Represent Iberia Foods at relevant trade shows, industry events, and Walmart supplier meetings.

Job Qualifications

• Minimum of 8-10 years of progressive sales experience in the consumer packaged goods (CPG) industry, with at least 5 years specifically managing national accounts, particularly Walmart.
• Demonstrated expertise and a proven track record of success in selling to and managing the Walmart account, including deep understanding of Retail Link and replenishment processes.
• Exceptional negotiation, communication, and presentation skills.
• Strong analytical abilities with proficiency in data analysis and financial acumen.
• Ability to think strategically and execute tactically.
• Proven leadership skills and the ability to influence cross-functional teams.
• Self-motivated, results-oriented, and able to work independently as well as part of a team.
• Ability to travel frequently as required to Walmart headquarters and other relevant locations.

We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status or any other characteristic protected by law.

About us

Founded in 1930, Iberia Foods is the largest Caribbean and Hispanic food distributor in the United States. As a premier source for the authentic Caribbean and Latino cuisine, Iberia Foods boasts a full host of products ranging from condiments and pantry items to beverages and snacks and represents most of the leading brands from the Caribbean and Latin America. With more than 800 products, Iberia Foods has a solid position as the definitive connection to the Caribbean and Latin American cuisine. Iberia Foods is part of the Bia foods family! To learn more about Bia, please visit their website at www.biafoods.com

Bia Overview

We are Bia, the Nourishing Alliance: families, partners, talent, and brands united to nurture the growth of our collective dreams and unleash a heritage of flavors across the Americas. Through our four strategic hubs – Coffee, Culinary, Snacks, and Restaurants – we serve over 300 million customers with the continent's most beloved brands. Each member of our alliance brings unique ingredients that enrich our community, contributing fresh perspectives while building upon the achievements of others. Together, we create powerful networks that enable our companies to learn, develop, and expand into new markets. Our strength lies in our shared values and long-term vision. Operating with purpose and responsibility, we embrace nurturing as our value-generating principle, fostering growth and cultural heritage from North to South America.