National Account Manager - Walmart, Sams & Meijer

Vital Farms

Vital Farms

Sales & Business Development
Bentonville, AR, USA
Posted on Thursday, January 18, 2024

Finding the right place to grow your career isn’t (over) easy, so we’re here to help by sharing a few reasons why the grass is greener at Vital Farms. We think you’ll appreciate our focus on Conscious Capitalism, which drives business decisions that benefit all our stakeholders (leading to even better business results). You might be drawn to our innovative approach and refusal to settle for the “way things have always been done.” Or you could find it exciting to grow your skills while working for an industry-leading brand. Whether you’re into our values, our brand, or our egg-cellent puns, we hope you’ll join our Crew and help us change the world 108 square feet at a time!

You know that a great salesperson doesn’t tell a story. They sell a story. First, they listen. Then, they ask questions. They find the need. And then they lead. They turn the story into a conversation until the conversation becomes a relationship, and then that relationship becomes a win-win for everyone involved.

Reporting to the Senior Director, Grocery West, the National Account Manager we are looking for is a data-driven leader and relationship builder who will bring a fearless spirit and can quickly foster trust. In this role you will continue to build upon the solid customer foundation established and have the ability to both manage up and down. You are someone who can give high level briefings one minute and then turn around, roll up their sleeves and revise the upfront slides on a sales deck - doing whatever it takes to get to yes.

What You’ll Do:

  • Achieve annual sales objectives, volume goals, market share growth, and profitability through execution of account plans and brand strategies for customers including Wal-Mart, Sams, and Meijer.
  • Work with the Senior Director of Grocery to create long term, thought leadership visions for customer accounts.
  • Act as the main point of contact with customers, managing and addressing daily business needs and requests
  • Create fact-based selling stories, leveraging customer specific data, such as customer specific platforms like RetailLink, syndicated data sources (SPINs, IRI, Nielsen), internal selling stories, and any other available sales resources to secure new distribution and execute promotional strategies
  • Have an enthusiasm for networking and building deep relationships throughout customers, engaging at different levels within the organization. Leverage top to top meetings where it makes strategic sense.
  • Partner and work collaboratively with cross-functional teams (Business Development, Category Management, Trade Management, Marketing, Operations, Customer Service, and Accounting).
  • Develop, manage, and partner with broker agency teams, including setting standards, conducting regular business reviews, building and executing sales strategies at each customer.
  • Utilize knowledge of trade programming within Wal-Mart, Sams, and Meijer and build best in class promotional, shopper and support plans to drive strong velocities and ROI for both Vital Farms and the customer. Be able to analyze effectiveness, identify key learnings, and adjust plans as needed to maximize spend.
  • Monitor market conditions and competitive activity, assess for opportunities, and provide insights to sales leadership.
  • Develop a cadence and expectation for insights sharing internally and with customers, including business updates, new item launch analysis, or promo evaluations
  • Manage and analyze demand forecasts, promotional/trade management plans, and shopper marketing activities
  • Exhibit a collaborative and open mind with peers and leadership on the sales team, while sharing best practices
  • Participate in trade shows, customer events, and industry organizations whenever needed

What You Bring to the Table:

  • Candidate must be located in commutable distance to Bentonville, AR
  • Minimum of 7+ years of successful CPG experience specific to sales, national account management, category management, or related field
  • Bachelor’s degree required, MBA preferred
  • Headquarter Sales experience directly with Wal-Mart required, Meijer and Club experience preferred, ideally within the last 2 years
  • Broker agency management experience required
  • Ability to travel as needed for customer and internal meetings and other company needs
  • Dairy sales experience with extensive involvement working directly with corporate headquarter teams
  • Integral to have a solid understanding of multiple distribution methods to get to the end customer – direct or distributor network such as KeHE, UNFI, and C&S
  • Expert knowledge of concepts within the sales function and basic knowledge in areas such as supply chain, operations, and marketing
  • Category management mindset, with expertise utilizing syndicated data sources (SPINS, Nielsen, IRI) and customer-specific data to support fact-based selling
  • Excellent organizational and communication skills (written, verbal, and virtual) with high attention to detail
  • Ability to prioritize and manage time effectively, while thriving in a remote environment
  • Leadership experience, team-oriented and influencing skills to gain alignment, agreement, and commitment both with internal and external stakeholders
  • Proficiency in Microsoft Office, including PowerPoint, Excel, Word, and Outlook
  • Comprehensive understanding of trade management, promotional planning, and forecasting
  • Problem-solving skills and desire to bring creative and thoughtful solutions to the business
  • Proven experience that reflects being results-oriented
  • Expert understanding of the CPG industry sector and competitive landscape preferred
  • Ability to demonstrate confidence, enthusiasm, and a positive attitude in challenging business interactions
  • You’re no hero – You know the power of teamwork and celebrate the work of others before your own.
  • You give a sh*t – You believe in acting like an owner and making Vital Farms a place to be proud of.
  • You raise the standards – You know growth can be hard, but you strive to improve yourself and others each day.
  • You can walk in someone else’s boots – You seek to understand other’s viewpoints and think that you get to better answers by sitting on the same side of the table.
  • You don’t walk on eggshells – You’re not afraid to leave the bullsh*t behind and have honest conversations.

What’s in it for You:

  • A fast-paced, energetic, remote environment with passionate people who are leading a movement to bring ethically produced food to the table.
  • Competitive pay and benefits (Medical, Dental, Vision, and Paid Parental Leave, just to name a few).
  • Company-wide bonus program; when we succeed together, we celebrate together.
  • Generous retirement contributions: 401(k) + 3% Contribution from Day 1.
  • Free eggs and butter, along with friends and family discounts.
  • Fun team SWAG that will make you the talk of the town.
  • Professional development opportunities and an amazing team dedicated to your growth.

Who We Are:

Vital Farms, a Certified B Corporation, offers a range of ethically produced foods nationwide. Started on a single farm in Austin, Texas, in 2007, Vital Farms became a national consumer brand that works with over 300 family farms and is the leading U.S. brand of pasture-raised eggs by retail dollar sales. Vital Farms’ products, including shell eggs, butter, hard-boiled eggs, and liquid whole eggs, are sold in over 24,000 stores nationwide. Vital Farms’ ethics are exemplified by its focus on the humane treatment of farm animals and sustainable farming practices. In addition, as a Delaware Public Benefit Corporation, Vital Farms prioritizes the long-term benefits of each of its stakeholders, including farmers and suppliers, customers and consumers, communities and the environment, crew members, and stockholders. In short, we exist to improve the lives of people, animals, and our planet through food.

Next Steps:
Shortly after you complete your application, you'll receive a follow-up email elaborating on any potential next steps in our process. If you don't immediately receive said follow-up email, we would highly encourage you to check your spam filter!
In order to fulfill Vital Farms mission to “bring ethically produced food to the table,” we seek to build teams that leverage diverse perspectives to create a welcoming and innovative environment that is committed to the principles of equal employment opportunities.
To that end, we make employment decisions based on qualifications, merit, and business need. Vital Farms does not discriminate on the basis of age, race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other status protected by law.
Notification to Agencies:
**Vital Farms is not accepting unsolicited third-party recruitment agencies in the hiring process for this role. If you are a potential candidate interested in a role with Vital Farms, please submit an application directly. If you have any questions about the application process or the role itself, please reach out to a member of our Talent Acquisition team at .