AVP, National Accounts – Walmart and Sam’s Club (FIJI Water)

Company Description

The Wonderful Company is committed to providing high-quality, healthy, and iconic brands, including FIJI Water, POM Wonderful, Wonderful Pistachios, Wonderful Halos and helping improve the lives of the people who live and work in the places where we operate. Ranked No. 1 on the 2025 PEOPLE® Companies That Care list and one of Fortune® magazine’s “100 Best Companies to Work For” in the U.S., The Wonderful Company is continually recognized for its dedication to the well-being of its workforce, their communities, and the planet. 

Since 1996, FIJI Water has embodied what it means to be Earth's Finest Water®. Sourced from the islands of Fiji, FIJI Water is the No. 1 premium imported bottled water brand in the United States, and America’s Favorite Bottled Water Brand. FIJI Water is sold in more than 80 countries worldwide, known for its iconic square bottle, unique mineral profile, and soft smooth taste. Sourced from a natural artesian aquifer in the islands of Fiji, the difference is the source – FIJI Water gathers natural electrolytes and minerals and maintains a perfectly balanced pH.  

The Associate Vice President, National Accounts – Walmart & Sam’s Club is responsible for leading the strategic vision, customer partnership, and overall business performance for FIJI Water’s Walmart and Sam’s Club business. As a senior sales leader, this role develops and executes long-term growth strategies, annual joint business plans, and omnichannel initiatives that drive sustainable revenue growth, market share gains, profitability, and customer engagement. Reporting to the Vice President, National Accounts, this role will serve as the primary connection between the customer, FIJI Water leadership, and cross-functional stakeholders to deliver exceptional business results and long-term competitive advantage.

This is an exceptional opportunity for a talented, resourceful, and highly motivated professional who will be challenged to act strategically, leading highly visible initiatives, influencing key business decisions, and driving impactful growth.

Job Description

• Strategic Leadership & Joint Business Planning: Lead the overall strategic direction, long-term vision, and annual Joint Business Plan (JBP) for the total Walmart Inc. business, including Walmart Stores, Walmart.com, and Sam’s Club. Translate corporate growth priorities into customer-specific strategies that deliver sustainable sales, share, distribution, and profitability growth.
• Financial & P&L Management: Own total account P&L performance, including volume, net sales, gross margin, trade spend, deductions, and profitability. Build and manage annual plans, optimize promotional investments, evaluate ROI, and proactively identify risks or opportunities that may impact revenue, profit, inventory, or customer service levels.
• Retailer Relationship Management: Cultivate trusted, multi-level relationships with Walmart and Sam’s Club merchants, replenishment managers, category teams, supply chain leaders, and cross-functional customer partners. Serve as the senior customer contact and strategic business partner, representing the FIJI Water with professionalism, urgency, and a clear understanding of retailer priorities.
• Omnichannel Growth: In close partnership with the in-house eCommerce Center of Excellence, will create high growth omnichannel strategies, driving seamless integration across in-store execution, modular planning, digital commerce, Walmart.com, and Sam’s Club initiatives. Partners with internal and external customer teams to ensure assortment, merchandising, promotional plans, and retail execution are aligned across physical and digital channels to improve shopper engagement, availability, and total account growth.
• Partnership with FIJI Water BU HQ Team & Field Execution Team: Act as the key connection point between the Walmart/Sam’s customer team, FIJI Water BU headquarters, and field execution partners to ensure alignment on strategy, priorities, and execution. Translate national account plans into clear retail activation guidance, field priorities, promotional expectations, and measurable execution standards, while creating feedback loops that improve in-store compliance, customer performance, and overall business results.
• Data-Driven Selling: Use Walmart Retail Link, Luminate, Circana, customer POS, shipment data, shopper insights, and category trends to develop fact-based selling stories, customer business reviews, assortment recommendations, promotional analysis, and corrective action plans. Translate data into clear insights and recommendations that support growth, improve execution, strengthen customer decision-making, and optimize strategies.
• Assortment, Merchandising & Modular Execution: Lead line reviews, modular planning, assortment optimization, new item launches, feature/display planning, and merchandising initiatives. Partner with internal and customer teams to improve shelf presence, distribution quality, in-stock performance, and execution of seasonal, promotional, and innovation programs.
• Planning, S&OP & Forecasting: Own the overall planning process and in-year forecasting for the Walmart and Sam’s Club business. Collaborate with demand planning, supply chain, finance, and sales operations to align forecasts, shipments, inventory targets, promotional lifts, replenishment needs, and service expectations while reducing out-of-stocks, excess inventory, and forecast variance.
• Cross-Functional Team Leadership: Lead, mentor, and develop a high-performing customer team supporting the Walmart and Sam’s Club business. Set clear priorities, roles, scorecards, and accountability measures while aligning internal marketing, brand, category management, finance, supply chain, field execution, and operations teams around customer strategies and execution requirements.
• Business Reviews, Issue Resolution & Continuous Improvement: Lead regular internal and customer-facing business reviews that assess performance against plan, highlight insights, and recommend actions. Proactively resolve customer issues related to pricing, supply, deductions, replenishment, compliance, and execution, while continuously improving processes, communication, and ways of working.

Qualifications

• 10+ years of progressive sales, national account management, customer development, or commercial leadership experience within consumer-packaged goods (CPG), beverage, food, or related industry.
• 5+ years of direct experience leading strategic customer relationships with Walmart and Sam’s Club within the buying function, including responsibility for annual business planning, customer negotiations, and omnichannel growth initiatives.
• Proven success in managing national or enterprise level accounts.
• Solid understanding of the following areas: sales and distribution functions, business development, point-of-sale marketing, especially as they apply within the Walmart and Sam’s Club operating models.
• BA/BS in related field (Finance, Business, or Marketing).

Interpersonal Skills

• Strong interpersonal skills; ability to work in a complex work culture, serving disparate needs.
• Ability to multi-task and work in a fast-paced environment.
• Sociable, contemporary, and outgoing personality.
• Self-driven to achieve goals; high energy level is essential, strong, dedicated work ethic.
• Skilled in complex deal structuring, negotiations, and long sales cycles.

Communication skills

• Exceptional communication and presentation skills.

Reasoning ability

• Strong strategic thinking, negotiation, financial acumen, and executional excellence.

Computer skills

• Highly proficient in Microsoft Office suite (especially Excel, PowerPoint, and Word)
• Computer proficiency, and experience working with ACNielsen data, Retail Link, GRS, or other customer-based POS information.

Additional Information

• Thriving Wellness Community: Access to top-notch medical coverage comprehensive vision and dental plans, and a 401k with match eligibility to secure your financial future and including: 
  • 24/7 online physician consultations 
  • virtual mental health resources 
  • life coaching 
  • engaging employee community groups 
  • cash rewards for healthy habits and fitness reimbursements 
  • library of on-demand fitness videos 
• Career Advancement Opportunities: Unlock your potential with clear paths for career progression and internal mobility across our diverse family of brands and business units. 
• Focused Learning and Development: Grow as a leader with our dedicated Learning and Organizational Development department, offering extensive resources like People Manager and leadership training, webinars, and eLearning courses. 
• Empowering Mentorship Program: Connect with colleagues through our company-wide mentorship program to share goals, overcome challenges, and drive your career forward. 
• Continuous Improvement Training: Participate in training that empowers all employees to learn and implement concepts that drive significant, positive change in the workplace. 
• Building a Healthy Society: To date, our co-Founders Lynda and Stewart Resnick, through their foundations and The Wonderful Company, have invested more than $2.5 billion in education, health and wellness, community development, and sustainability initiatives across California’s Central Valley, Fiji, and the world. In 2025, Wonderful ranked as #1 in PEOPLE’s “100 Companies That Care” list and was named one of Fortune magazine’s 100 Best Companies to Work For. To learn more about our corporate social responsibility efforts, visit csr.wonderful.com.
• Giving Back to the Community: Make a difference with Wonderful Giving, allowing you to allocate company-provided funds to up to three charities of your choice, and join Wonderful Neighbor to contribute to group service projects within our local communities. 

FIJI® Water is a natural artesian water bottled at the source in Viti Levu (Fiji Islands). With its iconic square bottle, soft mouthfeel, and more than double the electrolytes of the other two top premium bottled water brands, FIJI Water is the No. 1 premium imported bottled water in the United States. FIJI Water has a perfectly balanced 7.7pH. FIJI Water is available in a variety of sizes, including 330mL, 500mL, 700mL, 700mL Sports Cap, 1L, and 1.5L.  

As part of its longstanding commitment to sustainability, nearly 70% of FIJI Water’s global bottle volume is in 100% recycled plastic (rPET), including its best-selling 500mL and 330mL bottles. Since 2007, the FIJI Water Foundation has been committed to supporting environmental conservation and strengthening local communities, investing more than USD $20.5 million in community development, access to safe water, education, health & wellness, and environmental sustainability.  

To discover Earth’s Finest Water®, please visit www.fijiwater.com, like us on Facebook, or follow us on Instagram. 

The Wonderful Company is an Equality Opportunity Employer that provides opportunities for advancement. We are committed to creating a diverse workforce that embodies a deep culture of acceptance, equity, and inclusion. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, protected veteran status, or other protected categories.

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