Director of Account Management

About Turtle Beach

Turtle Beach Corporation is recognized globally as a leading provider of gaming accessories, celebrated for its innovative gaming headsets, controllers, PC peripherals, and simulation devices. The brand is a leader in console gaming audio with a reputation built on creativity, first-mover innovations, comprehensive product variety, and exceptional customer support. Their shares are publicly traded on Nasdaq under the ticker TBCH. Turtle Beach values workplace diversity, fostering an atmosphere that enhances creativity, productivity, team engagement, and employee satisfaction, prioritizing the best talent for their roles.

Role Overview

The Director of Account Management will be a strategic leader accountable for increasing revenue, expanding product categories, and ensuring stellar retail execution at Turtle Beach's key national accounts, mainly overseeing Walmart and also managing select other strategic accounts. The role demands extensive experience with Walmart's operations, including systems like Retail Link and Scintilla, with responsibilities covering forecasting, replenishment, and joint business planning. The individual will partner across departments such as Sales, Product, Marketing, Finance, Demand Planning, Operations, and Supply Chain to drive growth, profitability, distribution, and successful product launches.

Key Responsibilities

• Lead the Walmart account strategy, including annual business plans, revenue forecasts, promotional activities, and execution plans.
• Drive sales growth across Turtle Beach’s product categories, including headsets, controllers, and cases.
• Conduct line reviews, business reviews, buyer presentations, promotional negotiations, and joint business planning sessions.
• Analyze Retail Link, Scintilla, POS, inventory, customer scorecards, and internal analytics to identify trends, risks, and growth opportunities.
• Track weekly sell-through rates, inventory levels, supply weeks, forecast accuracy, promotional effectiveness, margin, and competitor activity.
• Assess opportunities based on revenue potential, margins, investment needs, operational challenges, and long-term fit.
• Collaborate with Product, Licensing, Marketing, and Operations teams to discover and develop new growth opportunities at Walmart.
• Manage other strategic accounts by building aligned annual and seasonal plans, negotiating terms, and overseeing promotional and assortment strategies.
• Supervise external sales partners and third-party representatives as needed.
• Oversee account forecasting and planning, partnering closely with Demand Planning to produce accurate, item-level forecasts.
• Create action plans addressing revenue shortfalls, stock imbalances, margin pressures, and missed promotions.
• Provide regular business updates, forecasts, risk evaluations, and recommendations to Sales leadership and cross-functional teams.
• Lead and develop account management teams and coordinate support resources effectively.
• Set clear goals, priorities, and expectations to encourage accountability, collaboration, and high-quality execution.
• Coach team members on planning, communication, analytics, forecasting, execution rigor, and commercial decision-making.

Required Qualifications and Skills

• Bachelor’s degree in Business, Marketing, Sales, Finance, or related disciplines, or equivalent experience.
• Over seven years of progressive experience in sales, national account management, category management, or retail leadership roles.
• Extensive, hands-on Walmart account experience with responsibility for a significant Walmart business.
• A solid history of driving growth, sell-through, distribution, and profitability with large national retail accounts, preferably in consumer products.
• Demonstrated expertise in joint business plans, line reviews, promotional strategies, and category expansion initiatives.
• Strong analytics and financial skills including POS data analysis, forecasting, P&L management, trade spend evaluation, ROI assessment, pricing strategies, and budgeting.
• Proficient negotiation and presentation abilities, with cross-functional leadership experience spanning Sales, Marketing, Finance, Supply Chain, and Product teams.
• Experience in supervising teams and external partners both direct and indirect.
• Highly organized with an ability to juggle multiple priorities in a fast-moving environment.
• Advanced Microsoft Excel and PowerPoint skills; familiarity with BI platforms like Power BI or Tableau preferred.
• Willingness and ability to travel regularly for Walmart meetings, customer engagements, and internal strategic sessions.
• A passion for gaming, consumer tech, entertainment, or related pop culture sectors is a plus.