National Accounts Manager- Walmart

ofi; Fresno (CA); On-site; USD 120,000 - 150,000; Full time

Benefits offered by this job

Vacation time from Day 1

401K Match on Day 1

Career Growth and Learning

Paid Holidays

Job summary

ofi is seeking a National Accounts Manager to lead Walmart business across North America, driving growth and building strong customer partnerships. You will coordinate cross-functional teams to optimize product portfolio, pricing, and innovation strategies, delivering value and sustainable relationships with Walmart and related markets.

The role requires analytical thinking, negotiation, and experience managing large retailer accounts with a focus on Private Label and branded SKUs.

Qualifications

• Five years of National Account Sales and account management experience.
• Bachelor’s degree in Business and/or Food Science with emphasis in Business or Marketing, or equivalent.
• Retail branded experience; 3+ years calling on Walmart preferred.

Responsibilities

• Manage ofi’s brands and Private Label within the Walmart network on a direct basis.
• Develop strategic plan to drive new growth, deepen customer relationships, drive P&L improvements and be responsible for pricing/contracts for the branded and Private Label SKUs with Walmart.
• Project management support for innovation and commercialization for regional branded items.
• Track all key metrics in the system(s).
• Collaborate with Walmart Buyers and Product Developers across centers to build innovation meetings and calendars.

Skills

National Account Sales

Account Management

Strategic Planning

Forecasting

Negotiation

Communication

Relationship Building

Adaptability

Excel

PowerPoint

CRM (Salesforce)

Education

Bachelor's degree in Business

Business or Marketing focus in Food Science

Tools

Salesforce

Job description

Description

ofi is a global leader in food & beverage ingredients and solutions. Through our core ingredient platforms that we’re known for globally – cocoa, coffee, dairy, nuts, and spices – we partner with food and beverage manufacturers, retailers, and foodservice operators worldwide to help meet evolving consumer needs.

With deep roots in origin countries and close relationships with farmers, we help deliver quality, traceability, transparency, and resilient supply chains. By combining sourcing expertise, market knowledge, innovation, and technical capabilities, we create value for customers while driving positive impact for people and the planet.

Together, ofi employees advance our Purpose: to be the change for good food and a healthy future.

Position Summary

The National Accounts role is at the heart of ofi’s purpose to “Be the Change for Good Food and a Healthy Future.” Reporting to the Director, Global KAM, the National Account Manager will be a significant contributor to the broader Walmart team and to ofi’s growth strategy, establishing and executing business and sales strategies for Walmart. This role is responsible for driving business growth, drawing on the knowledge and expertise of internal cross‑functional and business‑unit teams to provide a broader range of product and ingredient solutions for the customers that are unique and differentiated.

The ideal candidate for this position will be business‑minded with a curiosity to learn. They will have demonstrated the ability to lead bid and pricing negotiations and guide the sales process, collaborating with internal stakeholders on critical projects to optimize ofi’s product portfolio, innovation, customer service, and supply chain. They will have exceptional interpersonal and influencing skills to align key stakeholder groups and build impactful partnerships that help us deliver value and build long‑lasting customer relationships.

What You’ll Do – Position Responsibilities

• Responsible for managing ofi’s brands and Private Label within the Walmart network on a direct basis.
• Develop strategic plan to drive new growth, deepen customer relationships, drive P&L improvements and be responsible for pricing/ contracts for the branded and Private Label skus with Walmart.
• Project management support for innovation and commercialization for regional branded items.
• Responsible for tracking all key metrics in the system(s).
• Will be active in collaborating with Walmart Buyers and Product Developers, building relevant innovation meetings at the Bentonville Culinary Innovation Center and at the Chicago Customer Solution Center.
• Responsible for implementing an innovation calendar and creating an interactive feedback loop to learn & adapt with Walmart.
• Main responsibility will be to manage the N. America Walmart Private Label business for several categories, including Walmart Canada and Walmart Mexico.
• Responsible for implementing promotional programs.
• Primary for forecasting all Private Label and branded skus.
• Will support all of ofi if there are other retail products that are going to be sold into Walmart across nuts, coffee, dairy, cocoa, etc.
• May be asked to call on other customers if there is bandwidth.

Experience You’ll Bring – Position Requirements

• Education/Experience: Candidate will be required to have five (5) years of prior National Account Sales and account management experience. Bachelor’s degree in Business and/or Food Science with emphasis in Business or Marketing, or equivalent is required. Candidate may substitute five (5) years of relevant sales experience in lieu of degree. Candidate substituting years of experience in lieu of degree must have a total of ten (10) years of relevant sales experience.
• Previous account management experience: At least seven (7) years retail branded experience; 3+ years of directly calling on Walmart preferred.
• Strategic thinking and business acumen: ability to develop and deliver a strategic account plan designed to achieve profitable growth in both business and sales objectives. Excellent analytical and forecasting skills. Familiar with budget, general reporting and contract processes.
• Effective negotiation and problem‑solving skills: ability to use appropriate strategies to address areas of concern, explore alternatives and reach mutually beneficial sales agreements that gain customer’s commitment to action.
• Impactful communicator: ability to convey information and ideas clearly and succinctly to individuals and groups at various levels, in a variety of situations; deliver high‑impact presentations suited to the needs of the audience.
• Building influential relationships: ability to build and foster influential customer and internal stakeholder relationships across boundaries (cultural, organizational, geographical, etc) that help deliver value and customer commitments.
• Adaptable: maintain effectiveness when experiencing major changes or shifts in direction; adjusts effectively by exploring the benefits, trying new approaches and collaborating with others to make the change successful.
• Working knowledge of specifications.
• Strong Excel, PowerPoint; working knowledge of salesforce or other CRM required.
• Experience with utilizing 3rd party market data to help develop growth plans.
• Able to navigate highly matrixed and large organizations.
• And willingness to travel up to 50% of the time is required.

Note: This job description is not intended to be all-inclusive. Employees may perform other related duties as required to meet the ongoing needs of the organization.

Benefits

The pay for this role ranges from $120,247 - $150,309 annually and is based on position responsibilities and geographic location. Actual pay within this range may be determined based on the candidate's experience, qualifications, and/or other determining factors.

Performance-based Bonuses: Discretionary bonus rewarding company performance as well as your contributions and impact, for eligible roles.

Comprehensive & Affordable Benefits: Coverage for you (and your eligible dependents) with plans designed for peace of mind and savings for the future.

A Culture of Well‑being: Paid Volunteer time off, access to events, resources, and learning opportunities that inspire physical, social, emotional, and financial well‑being for you and your family.

Family Support: Paid parental leave, Fertility benefits and lactation support, including milk shipping for traveling employees.

Additional Perks That Make a Difference

• Vacation time from Day 1 – Your time off starts accruing immediately, growing with your tenure.
• Paid Sick Leave – Rest, recover, and return strong – with paid sick leave on ofi.
• Company Paid Holidays – ofi values work‑life balance and the importance of celebrating life’s special moments.
• 401K Match on Day 1 – Invest in your future with our competitive retirement savings program.
• Career Growth and Learning – Join a company committed to developing talent, fostering innovation, and creating meaningful opportunities.

ofi provides equality of opportunity for all persons with respect to hiring without discrimination on the grounds of race, color, religion, national origin, sex, pregnancy, age, disability, veteran status, or sexual orientation. All employment will be decided on the basis of qualifications, merit and business need. If you need assistance or an accommodation due to a disability, you may contact us for support at: [email protected]

At ofi, we celebrate our diversity and are proud to be an equal opportunity workplace.