Senior National Account Manager

KONG Company; Golden (CO); Hybrid; USD 135,000 - 165,000; Full time

Benefits offered by this job

Health, Dental and Vision Insurance

401k with employer matching

12 Paid Holidays

Pet Insurance

Tuition reimbursement

Job summary

KONG, based in Golden, CO, seeks a Senior National Account Manager for Mass Channels to drive growth with Walmart and Target. You will own JBPs, optimize trade spend, and lead reviews, partnering with cross-functional teams to maximize volume, gross margin, and brand equity in mass retail.

The role requires 8–12+ years in CPG sales/account management, strong TPM knowledge, and executive-level negotiation and presentation skills. Onsite work in Golden, CO with up to 25% travel.

Qualifications

• Bachelor's degree in business, marketing, or a related field.
• 8–12+ years of progressive CPG sales/account management experience, with at least 5 years managing national mass retail accounts.
• Proficiency with retailer portals and syndicated data platforms (e.g., Walmart Retail Link, Luminate, Target Partners Online/Polestar, Circana, SPS).
• Proven track record of managing multi-million-dollar accounts, leading JBPs, and converting data into revenue strategies.
• Exceptional negotiation, executive presentation, and cross-functional leadership skills.
• Strong understanding of category management and TPM at the account level.
• Experience with modular resets, line reviews and mass retail category management.

Responsibilities

• Own account strategy and revenue growth for Walmart and Target, aligning with corporate goals.
• Lead Joint Business Planning cycles with long-term volume, distribution and profitability targets.
• Override major account line reviews, modular resets, and promotional pitches to expand distribution.
• Collaborate with Sales Analytics to translate POS velocity and promotion data into winning narratives.
• Ensure flawless execution of line resets, displays, and product launches across retailer networks.
• Coordinate with Supply Chain to align rolling forecasts and inventory to maintain high OTIF.

Education

Bachelor's degree in business, marketing, or a related field

Tools

Retailer portals

Syndicated data platforms

Multi-million-dollar accounts

Executive presentations

Cross-functional leadership

Category management

Trade promotion management (TPM)

Job description

Description

The Senior National Account Manager (NAM) – Mass Channels drives commercial growth, strategic alignment, and operational execution across KONG's largest mass retail partners, specifically Walmart and Target. This senior sales leader acts as the primary internal commercial owner for these accounts, translating category dynamics into actionable Joint Business Plans (JBPs), securing premium shelf placement, and leading high-stakes line reviews. The NAM operates as a key business driver, partnering closely with internal cross-functional teams and external rep support (Operations, Demand Planning, Product Development, Marketing, and Sales Analytics) to maximize volume, gross margin, and brand equity across mass retail.

Essential Duties & Responsibilities

• Own account strategy, revenue growth, and trade spend optimization for Walmart and Target, ensuring these efforts tie into corporate goals.
• Lead annual Joint Business Planning (JBP) cycles, establishing long-term volume, distribution, and profitability targets aligned with KONG's corporate objectives.
• Lead major account line reviews, modular resets, and seasonal/promotional pitch presentations to secure expanded distribution and secondary placement opportunities.
• Partner with Sales Analytics to analyze POS velocity, SKU productivity, and promotional effectiveness, translating insights into winning sales narratives.
• Oversee key account timelines to ensure flawless execution of line resets, promotional displays, and new product launches across retailer networks (including Retail Link and Target/Polestar systems).
• Partner with Supply Chain and Demand Planning to align on rolling sales forecasts, baseline volume, promotional lifts, and inventory flow, ensuring high OTIF/in-stock metrics and minimizing chargebacks.
• Direct the accurate maintenance of product specs, pricing, trade promotion management (TPM), and item setup across internal and retailer systems.
• Manage trade spending budgets, deduction resolution, and promotional accruals to optimize ROI.
• Serve as the voice of Mass Channels internally, partnering with Product Development, Marketing, and Operations to commercialize new product innovations tailored for mass retail shoppers.
• Guide support staff and external reps, fostering high performance and clear strategic alignment on account priorities.
• Leverage advanced analytical tools and retail platforms to monitor market trends, competitor activity, and supply chain health, proactively identifying risks and growth opportunities.
• Other duties as assigned.

Requirements

• Bachelor’s degree in business, marketing, or a related field required
• 8–12+ years of progressive CPG sales/account management experience, with at least 5 years managing national mass retail accounts (direct Walmart and/or Target account management experience strongly preferred).
• Proficiency with retailer portals and syndicated data platforms (e.g., Walmart Retail Link, Luminate, Target Partners Online/Polestar, Circana, SPS).
• Proven track record of managing multi-million-dollar accounts, leading Joint Business Plans (JBPs), and converting complex data sets into actionable, revenue-generating strategies.
• Exceptional negotiation, executive presentation, and cross-functional leadership skills.
• Strong understanding of category management, trade promotion management (TPM) at the account level.
• Proven ability to manage multiple priorities and deadlines in a fast-paced, rapidly changing environment.
• Self-motivated, detail-oriented, and metrics-driven, with a strong sense of personal accountability.

Preferred Qualifications

• Direct Walmart and/or Target account management experience.
• Experience with modular resets, line reviews, and category management within mass retail.
• Established relationships within Walmart and/or Target merchant/buying organizations.

Travel Required

• Up to 25% for customer meetings and industry events

Physical Demands

• Ability to travel by air and drive regularly, including overnight travel
• Close vision and ability to adjust focus for extended computer/screen use
• Spends long hours sitting and using office equipment/computer
• Must be able to travel to and navigate retailer headquarters, trade shows, and industry events

This job description is not intended to be an exhaustive list of all duties, responsibilities or qualifications associated with the job.

Compensation

• From $150,000 annually

Work Location

• KONG Headquarters - Golden, Colorado
• Onsite Monday through Friday

Benefits

• Health, Dental and Vision Insurance with low-cost premiums
• Access to voluntary benefits
• Employer paid short-term/long term disability and life insurance
• 401k with employer matching
• 12 Paid Holidays
• Personal Leave Accrual
• Pet Insurance, Tuition reimbursement, dog toys, and more!