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 Ex