Senior National Accounts Lead — Mass Retail

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!