Client Account Associate Director | Mass Retail

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