Client Account Associate Director | Mass Retail

Accenture•Bentonville, AR

50d•$138,800 - $413,600•Onsite

About The Position

The Client Account Associate Director – Mass Retail is a senior executive responsible for leading and growing a dedicated sales team that represents client brands for the Walmart account. This leader serves as the primary strategic architect of the client-retailer relationship, driving revenue growth, shelf presence, and long-term account penetration on behalf of client brand partners. The Account Leader brings deep retailer knowledge, exceptional team leadership, and a consultative approach to both client management and buyer engagement. Unlike traditional brokerage roles, this position sits at the intersection of sales and innovation: Accenture's broader commerce capabilities — including industry-leading expertise in agentic commerce and AI-driven retail solutions — give our clients and this leader a distinct competitive advantage. The right candidate will not only excel at the fundamentals of the role but will think expansively about what the future of retail looks like, and be energized by the opportunity to bring cutting-edge capabilities to bear in ways that no traditional sales agency can match.

Requirements

12+ years of progressive CPG sales experience, with significant time in mass retail channel (preferably Walmart) with deep understanding of mass retail buying processes, planogram systems, category management principles, and JBP frameworks
5+ years in a senior sales leadership role, ideally within a sales brokerage or agency environment with a proven track record of growing revenue and market share at a top-tier mass retailer
Must live in or be willing to relocate to Bentonville, Arkansas area

Nice To Haves

Strong financial acumen with experience managing trade budgets and P&L responsibility
Proficiency with retailer portals (e.g., Scintilla) and syndicated data platforms
Exceptional executive presence and communication skills, with the ability to influence at the C-suite level on both client and retailer sides
Experience managing multi-client portfolios simultaneously
Familiarity with private label dynamics and competitive positioning within mass retail
MBA or equivalent advanced degree

Responsibilities

Develop and execute a comprehensive annual sales strategy aligned with each client brand's objectives and the retailer's category priorities
Serve as the senior point of contact with retailer buyers, category managers, and merchant leadership, building trusted, long-term partnerships
Lead joint business planning (JBP) processes with the retailer, negotiating terms, promotional calendars, and space/shelf agreements
Identify white space opportunities within the retailer's assortment to expand client brand distribution and SKU presence
Lead, mentor, and scale a high-performing sales and operations team
Set clear performance expectations, KPIs, and development plans for all direct and indirect reports
Foster a culture of accountability, collaboration, and continuous learning across the team
Recruit and retain top sales talent with mass retail expertise
Act as a strategic partner to client brand leadership (client partners ranging from national brands, owned brands to emerging entrants to retail), translating retailer insights into actionable recommendations on pricing, assortment, promotions, and innovation
Present regular business reviews (monthly/quarterly) to client stakeholders, reporting on sales performance, market share, and opportunities
Align client brand strategies with retailer expectations, managing priorities and expectations from both sides effectively
Lead business development efforts and drive the origination of new client opportunities, identifying and pursuing prospective brand partners to grow the firm's managed portfolio
Serve as a Walmart and mass retail subject matter expert across client brand accounts as needed, lending strategic perspective to business development pitches, client workshops, and internal strategy sessions, etc.
Own the sales P&L for all assigned client brands at the retailer, tracking revenue, margin, trade spend, and ROI
Leverage POS data, syndicated data, and retailer portals to identify trends and drive data-backed decisions
Develop accurate demand forecasts and collaborate with supply chain and operations teams to ensure in-stock performance
Partner with retail media, shopper marketing, creative, analytics, finance, and other Accenture Song teams to deliver integrated solutions for clients and the retailer
Lead preparation for all major retailer sell-in meetings, line reviews, and innovation presentations
Represent the firm at industry events, trade shows, and retailer summits