Vice President of National Accounts

SCOPE OF THE JOB

Our client is looking for an experienced Vice President for their National Retail Accounts. The Vice President will oversee the growth and development of the Target, Ulta, and Walmart accounts, creating strategies to maximize sales performance and market presence. This role is responsible for setting the vision, driving execution, and managing the Account Managers dedicated to these key retail partners. The VP will play a critical leadership role in ensuring revenue goals are met, while fostering strong, long-term partnerships with major retailers.

RESPONSIBILITIES

Strategic Leadership

• Define and implement growth strategies across Target, Ulta, and Walmart, focusing on both in-store and digital channels.
• Oversee and mentor Account Managers, ensuring alignment on goals, priorities, and execution.
• Serve as the senior point of escalation for key retail partners, building and maintaining trusted, long-term relationships.

Business & Revenue Growth

• Drive account performance to achieve budgeted gross revenue (sell-in), POS (sell-through), gross-to-net deductions, and operating expenses.
• Develop annual and long-term sales plans, incorporating key initiatives, secondary placements, and seasonal strategies.
• Partner with demand planning to ensure accurate forecasting and inventory management.

Category & Merchandising Strategy

• Lead assortment planning and optimization to maximize productivity across in-store and online.
• Oversee visual merchandising strategies, including inline, off-shelf, fixtures, and signage.
• Manage the POG (planogram) process, working with category management teams and external partners to ensure flawless execution.

Cross-Functional Collaboration

• Partner closely with Marketing, Supply Chain, Finance, and Operations to deliver on customer needs and maximize account growth.
• Coordinate resources to support new product launches, promotional events, and ongoing account initiatives.
• Evaluate and adjust strategies based on market trends, competitive insights, and performance data.

QUALIFICATIONS

• 12+ years of progressive sales or account management experience, with at least 5 years leading Ulta, and Target or Walmart accounts.
• Proven experience leading and developing high-performing account management teams.
• Strong understanding of omnichannel retail dynamics, merchandising, and category management.
• Excellent negotiation, communication, and relationship-building skills at senior levels.
• Data-driven mindset with the ability to translate insights into actionable strategies.

We do not discriminate in the acceptance or referral of candidates on the basis of race, color, religion, sex, age, national origin, marital status, disability, or other legally protected characteristics.