Client Account Associate Director | Mass Retail
Accenture · Bentonville, United States · 7d ago
Position Overview
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.
Key Responsibilities
Sales Strategy & Account Leadership
- 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
Team Leadership & Development
- 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
Client Brand Management
- 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.
Analytics & Business Performance
- 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
Cross-Functional Collaboration
- 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
Basic Qualifications:
- 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
Preferred Qualifications:
- 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
Compensation at Accenture varies depending on a wide array of factors, which may include but are not limited to the specific office location, role, skill set, and level of experience. As required by local law, Accenture provides a reasonable range of compensation for roles that may be hired as set forth below.
We anticipate this job posting will be posted until 10/24/2026.
Accenture offers a market competitive suite of benefits including medical, dental, vision, life, and long-term disability coverage, a 401(k) plan, bonus opportunities, paid holidays, and paid time off. See more information on our benefits here:
U.S. Employee Benefits | Accenture
Role Location Annual Salary Range
California $163,000 to $413,600
Colorado $163,000 to $357,400
Connecticut $163,000 to $357,400
District of Columbia $173,500 to $380,500
Illinois $150,900 to $357,400
Maine $138,800 to $304,400
Maryland $163,000 to $357,400
Massachusetts $163,000 to $380,500
Minnesota $163,000 to $357,400
New York $150,900 to $413,600
New Jersey $173,500 to $413,600
Ohio $150,900 to $330,900
Virginia $150,900 to $380,500
Washington $173,500 to $380,500
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