Director of Sales - Walmart and Sams Club

Reporting to the Sr. Director – Alternate Channel Sales, the Director, Walmart and Sam’s Club Sales will support the delivery of budgeted annual top and bottom-line revenue and profit objectives on all US product lines of business across both our branded and private label portfolios at our largest retail customer. This highly strategic and analytical individual establishes strategies and tactics to effectively lead the delivery of short, mid and long-term strategic commercial growth plans at Walmart and Sam’s Club, influencing the national retail strategy.

Duties and Responsibilities :

• Leads our annual customer planning process for Walmart and Sam’s Club to deliver budgeted sales revenue, volume and margin targets through identifying strategies and tactics which deliver growth across current and future product categories.   
• Own and lead the 3-year customer strategic planning processes for Walmart and Sam’s Club, including joint business planning, growth targets and innovation development.
• Develop and manage senior-level relationships with Walmart and Sam’s Club merchants, category leaders, product development managers, cross-functional partners
• Guide and manage broker partners to execute strategies flawlessly, providing clear direction and accountability to regular performance metrics and results, including any targeted actions.
• Leverage analytics (Retail Link, Circana, etc.) to guide forecasting, strategy, and influence customer distribution, shelving and merchandising execution
• Develop eCommerce as a growth accelerator to augment in-store sales, meeting consumers where they want to shop. Strategic leader of Walmart and Sam’s Club digital business.
• Management of customer P&L, with strong understanding of key metrics and businesses knowledge to receive and provide directions on opportunities to improve profitability
• Effectively manages all sales spending (e.g., Trade, T&E, SG&A, etc.) while looking for avenues to reduce or eliminate waste.
• Plays active role in collaborating with At Home Sales and Category Managers to develop winning strategies, tactics and plans across CHG retail product lines using all available syndicated data (Circana/IRI), Retail Link data and Consumer and Customer insights.
• Works closely with VP Sales, Sr. Director Sales, and Category Managers to provide any necessary input into company programs, plans, execution, etc.
• Works in partnership with Category and R&D team members to help cultivate future PL and branded innovation opportunities to enable successful launch at Walmart and Sam’s Club.
• Ensures internal company team (Sales leadership, Marketing, Operations, etc.) members all have necessary information to support and progress customer businesses.
• Identifies specific opportunities to enhance Walmart and Sam’s Club sales and profit through new product development, increased product distribution, expansion into new categories, etc.
• Conducts regular review of POS (Retail Link / Madrid ,Circana, etc.) and customer data, actively engages in thorough analysis of information to enhance future sales opportunity or business performance.
• Provides input to monthly forecast and performance updates to the company, representing the trends, performance, and needs of Walmart and Sam’s Club.
• Provides ongoing recommendations on how to continuously improve existing commercial processes, implement cost-savings initiatives, conserve cash and enhance return on investment.
• Collaborates cross-functionally with R&D, Finance, Procurement, Operations, Supply Chain, Transportation, Ops, Marketing and Sales to effectively manage or support processes around demand planning, price increases, SKU rationalization, etc.
• Communicates to the organization in a timely manner regarding any changes in business and market trends which impact our Walmart and Sam’s Club business, provides recommended actions to address these developments to protect or enhance company business.
• Assures all necessary protocols and processes are closely adhered in order to eliminate any operational, reputational, financial or safety risks to the company.
• Performs all other duties as assigned.

Minimum Job Requirements:

Education/Certifications and Experience:

• Bachelor's degree in Business, Marketing, or a related field; MBA preferred.
• Minimum 7-10 years of progressive Retail sales experience within the US grocery industry.
• Minimum 5+ years working directly with Walmart and/or Sam’s Club.
• Successful track record for increasing company revenues and profits via large account management.
• Experience and understanding managing both a branded and control label portfolio.
• Previous dry grocery, frozen and/or in-store bake category experience would be considered an asset.

Knowledge, Skills, and Abilities:

• Strong analytical skills with fluency in retail metrics (POS, forecast, margin)
• Trade promotion and broker management experience
• Ability to execute highly effective strategies and plans which deliver budgeted business growth
• Experience and understanding of both branded and private label product environments
• A team player who possesses the ability to foster and develop strong inter-departmental and customer relationships.
• Proficient use of a computer, Microsoft Office (Word, Excel, PowerPoint), and other related applications or software.
• Proven ability to develop and administer business, including P&L management, volume forecasting, innovation pipeline, etc.
• Skilled in building, mentoring, and retaining high-performing sales teams; experienced in setting KPIs, coaching talent, and driving accountability across diverse teams.
• Deep knowledge of industry trends, customer behavior, and competitive dynamics to drive customer-centric strategies and uncover growth opportunities.
• Strong communicator with executive presence, capable of influencing internal stakeholders, ELT/ SLT members, and external partners to deliver growth objectives.
• Expertise in managing sales budgets, analyzing sales data, leveraging reporting tools, and driving decisions based on key performance metrics and ROI.

Supervisory Responsibilities :

• Manage direction of Broker team, including dedicated and shared resources

Working Conditions and Physical Effort:

• Typically work in office environment or remote home office.
• Candidate must be willing to relocate to Northwest Arkansas.
• Prolonged periods of sitting at a desk and working on a computer.
• Must be able to lift up to 30 pounds at times.
• Travel required (~30%), primarily throughout the United States.