Position Title:Director, Account Management
Department: Sales
Salary Range: $135,000 - $160,000
Location: Bentonville, AR
Company Background: Turtle Beach Corporation (www.turtlebeachcorp.com) is one of the world's leading gaming accessory providers. The Company's namesake Turtle Beach brand (www.turtlebeach.com) is known for designing best-selling gaming headsets, top-rated game controllers, award-winning PC gaming peripherals, and groundbreaking gaming simulation accessories. Innovation, first-to-market features, a broad range of products for all types of gamers, and top-rated customer support have made Turtle Beach a fan-favorite brand and the market leader in console gaming audio for over a decade. Turtle Beach's shares are traded on the Nasdaq Exchange under the symbol: TBCH.
Turtle Beach believes diversity in the workplace creates an environment where different perspectives lead to improved creativity, productivity, team member engagement, and overall employee happiness. We're simply looking for the best person for the job, and if that's you…let's talk!
Summary:
The Director, Account Management will be a strategic sales leader responsible for driving profitable growth, category expansion, and best-in-class retail execution at key Turtle Beach national accounts and channels. This role will own the Walmart business, with additional leadership responsibility across select strategic accounts.
This position requires deep Walmart account experience, strong merchant relationships, and fluency in Walmart systems, including Retail Link, Scintilla, POS analytics, replenishment, forecasting, and joint business planning. The ideal candidate will combine strategic account leadership with disciplined execution, using data, customer insight, and cross-functional influence to grow Turtle Beach's current business while unlocking new category, licensing, and out-of-aisle opportunities.
The role will partner closely with Sales, Product, Marketing, Finance, Demand Planning, Operations, and Supply Chain to build and execute customer plans that grow revenue, improve profitability, strengthen sell-through, expand distribution, and support successful product launches across Turtle Beach's portfolio.
Duties and Responsibilities:
Walmart Account Leadership
- Own the Walmart account strategy, annual business plan, revenue forecast, promotional plan, and execution roadmap.
- Drive revenue across Turtle Beach categories, including headsets, controllers, and cases.
- Lead line reviews, business reviews, buyer presentations, promotional negotiations, and joint business planning.
- Use Retail Link, Scintilla, POS data, inventory reporting, customer scorecards, and internal analytics to identify trends, risks, and growth opportunities.
- Monitor weekly sell-through, inventory, weeks of supply, forecast accuracy, promotional results, margin, and competitive activity.
- Evaluate opportunities based on revenue, margin, investment requirements, operational complexity, and long-term strategic fit.
- Identify and unlock new Walmart growth opportunities in partnership with Product, Licensing, Marketing, and Operations.
Strategic Account & Channel Management
- Own select strategic accounts and channels beyond Walmart.
- Build annual and seasonal account plans that align revenue, margin, assortment, promotions, inventory, and customer-specific initiatives.
- Negotiate pricing, programs, promotional funding, retail marketing, terms, assortment, and launch execution.
- Manage external sales partners, third-party representatives, and account support resources as needed.
Forecasting, Planning & Business Analytics
- Own account-level forecasting and planning inputs for assigned accounts and channels.
- Partner with Demand Planning to build accurate item-level forecasts based on POS, sell-in, sell-through, inventory, promotions, launch timing, and customer commitments.
- Develop action plans to address revenue gaps, out-of-stocks, over-inventory, margin pressure, or missed promotional opportunities.
- Provide clear business updates, forecasts, risks, opportunities, and recommendations to Sales leadership and cross-functional partners.
Team Leadership
- Lead account manager(s) and coordinate third-party representative support, dotted-line Demand Planning support, and shared Inside Sales support.
- Set clear priorities, expectations, operating rhythms, and performance goals for direct and indirect account support resources.
- Coach team members on account planning, customer communication, analytics, forecasting, execution discipline, and commercial judgment.
- Build a high-accountability, high-collaboration operating model that supports growth, speed, and execution quality.
Education/Experience/Skills:
- Bachelor's degree in Business, Marketing, Sales, Finance, or related field; equivalent relevant work experience may be considered.
- 7+ years of progressive sales, national account management, category management, customer planning, or retail leadership experience.
- Direct Walmart account experience is required, preferably with ownership of a material Walmart business.
- Proven success managing large national retail accounts (consumer products preferred) and driving revenue growth, sell-through, distribution, and profitability.
- Experience building and executing joint business plans, line reviews, promotional strategies, and category growth initiatives.
- Strong analytical and financial acumen (POS data, forecasting, P&L, trade spend, ROI, pricing, budgeting).
- Skilled in negotiation, presentation, and cross-functional leadership across Sales, Marketing, Finance, Supply Chain, and Product teams.
- Experience managing teams and external partners (direct, dotted-line) preferred.
- Highly organized, detail-oriented, and able to manage multiple priorities in a fast-paced environment.
- Proficient in Excel and PowerPoint; experience with BI tools (Power BI, Tableau).
- Ability to travel as needed, including regular travel to Walmart / Bentonville, customer meetings, internal planning sessions, and Turtle Beach meetings.
- Passion for gaming, consumer technology, entertainment, or pop culture is preferred.