Job Overview:The National Account Executive (NAE) - CASO Route to Market is a key member of the Walmart & Sam's Club National Retail Sales Team, responsible for driving sustainable growth, operational excellence, and execution performance across Keurig Dr Pepper brands in the Coke Affiliated Sales Organization (CASO) network. This role serves as the primary strategic liaison between KDP, Walmart, Sam's Club, and CASO Bottling Partners to improve customer experience, retail execution, in-stock performance, and sales growth across the system.
The position is responsible for driving volume, revenue, share, and operational performance by leading cross-functional initiatives, influencing Bottling Partners, and delivering best-in-class execution against Walmart and KDP priorities. This individual will play a critical role in advancing KDP's Route-to-Market strategy, supporting DSD Transformation initiatives, and enabling continuous improvement across store execution, replenishment, and omnichannel performance.
This position will be based in Rogers, Arkansas and requires approximately 30% travel.
Core ResponsibilitiesCustomer & Bottler Leadership
- Serve as the primary KDP liaison for the CASO system across Walmart and Sam's Club, fostering strong relationships with Walmart Home Office teams, CASO Bottling Partners, field leadership, and KDP stakeholders
- Act as the voice of the CASO network within the Walmart National Retail Sales Team while serving as a subject matter expert on Walmart operations, execution, and Route-to-Market strategy
- Lead joint business planning and performance reviews with CASO Bottlers, ensuring alignment to customer priorities, annual objectives, and strategic growth initiatives
- Build organizational capability across the CASO system through training, communication, sharing of best practices, performance routines, and change management efforts
Route-to-Market & Business Transformation
- Lead CASO participation in Walmart strategic initiatives including DSD Transformation, replenishment enhancements, store execution programs, technology adoption, and operational process improvements
- Identify and lead cross-functional projects designed to improve retail execution, operational efficiency, customer service, and sales performance
- Serve as a key stakeholder in modular execution, shelf availability, display compliance, assortment optimization, and execution readiness initiatives
- Drive continuous improvement initiatives that reduce cost-to-serve while enhancing customer and consumer outcomes
Performance Management & Analytics
- Utilize Walmart Retail Link, Scintilla, syndicated data, POS reporting, and internal business intelligence tools to identify opportunities and build action plans
- Monitor and influence key customer metrics including:
- Instock
- Replenishable Instock
- OPD
- FTPR
- Pre-Substitution Rate
- Modular Execution
- Display Compliance
- Promotional Execution
- Conduct monthly and quarterly business reviews with internal and external stakeholders, identifying opportunities and corrective actions to improve performance
- Translate complex data into actionable insights and selling stories that drive execution and growth
Cross-Functional Leadership
- Ensure alignment across Sales, Category Management, Omni, Route-to-Market Operations, Analytics, and Commercial teams
- Coordinate execution of promotional programs from planning through implementation, ensuring timelines, deliverables, and customer requirements are met
- Partner with Omni and DSD teams to improve customer experience and performance across in-store, pickup, and delivery channels
- Facilitate communication between Walmart, KDP, and CASO Bottling Partners to ensure consistent execution of strategic priorities
Strategic Planning & Growth
- Develop and execute short- and long-term strategic plans that drive sustainable volume, revenue, share, and operational improvement
- Identify emerging trends, risks, and growth opportunities across the Walmart and Sam's Club businesses
- Influence adoption of best practices across the CASO network to improve execution consistency and business results
- Support innovation launches, seasonal programs, LTO initiatives, and future growth platforms
Total Rewards:- Salary range $116,100 - $170,000
- Actual placement within the compensation range may vary depending on experience, skills, and other factors
- Benefits, subject to election and eligibility: Medical, Dental, Vision, Disability, Paid Time Off (including paid parental leave, vacation, and sick time), 401k with company match, Tuition Reimbursement, and Mileage Reimbursement
- Annual bonus based on performance and eligibility
Requirements:- Bachelor's Degree preferred
- 5+ years of leadership experience with increasing levels of responsibility
Strong analytical and data-driven decision-making capabilities - Excellent communication, presentation, and influencing skills
- Strong project management experience with demonstrated ability to lead initiatives from planning through execution
- Proven ability to work effectively across multiple functions and organizations.
- Advanced proficiency in Microsoft Excel, PowerPoint, and business analytics tools
- Demonstrated ability to influence stakeholders and drive results without direct authority
- Ability to travel approximately 30%
Preferred- Walmart and/or Sam's Club experience
- Experience within Consumer Packaged Goods (CPG), Beverage, Retail, or related industries
- Direct Store Delivery (DSD) experience
- Experience working with Bottling Partners, distributors, or franchise systems
- Experience utilizing Walmart Retail Link, Scintilla, Circana, or comparable retail analytics platforms
- Experience leading operational excellence, sales execution, or Route-to-Market transformation initiatives
