Director of Sales - Walmart & Sam's Club

Job Description

Job Description

About Bluebird

We’re The Bluebird Group - we’re an omnichannel commerce partner that helps brands grow across every retail and digital channel. 

We sit at the intersection of retail, eCommerce, media, and data. We help brands show up wherever their customers are (Target, Amazon, Walmart, Costco, social commerce like TikTok, and beyond) and drive real sales growth. 

We’re not just strategists - we’re a hands-on team of experienced retail operators who execute across everything from retail media and creative to data, insights, and full go-to-market strategy. 

The result: we simplify what’s become a really complex retail landscape and help brands scale faster and smarter. 

Job Summary

We're looking for a Director of Sales to lead a portfolio of Walmart and Sam's Club suppliers, drive business growth, and build strong relationships with both clients and retailer partners.

This role owns the overall performance of assigned accounts and serves as the primary relationship leader for clients and key merchant contacts. You'll identify growth opportunities, develop business strategies, solve challenges, and partner with internal teams to deliver results across both in-store and digital channels.

The ideal candidate has strong and current retailer relationships with a hands-on approach to account leadership and execution.

This position is based in Bentonville, Arkansas.

What You'll Do

Client Leadership & Business Growth

• Serve as the primary relationship owner for a portfolio of Walmart and Sam's Club suppliers
• Build and strengthen relationships with clients, merchants, and key retailer stakeholders
• Provide strategic direction and recommendations to support client growth objectives
• Lead business reviews, line reviews, joint business planning, and key customer meetings
• Identify opportunities to increase sales, distribution, assortment, and market share across assigned categories
• Align client objectives with retailer priorities to drive long-term growth

Business Development

• Drive new business development efforts within assigned retailer business units
• Leverage industry relationships, networking opportunities, trade shows, and market insights to generate new client opportunities
• Develop and present growth strategies that demonstrate Bluebird's value and capabilities
• Partner with leadership to expand Bluebird's presence and influence within Walmart and Sam's Club

Retail Strategy & Execution

• Develop and execute account strategies across merchandising, assortment, pricing, promotions, displays, and new product launches
• Identify category trends, competitive activity, and retailer priorities to uncover growth opportunities
• Partner with internal teams to ensure strategies are executed effectively across retail and eCommerce channels
• Support key retailer meetings and negotiations on behalf of clients

Team Leadership & Cross-Functional Collaboration

• Lead, develop, and support Account Managers and other cross-functional team members
• Establish priorities and provide direction to ensure timely execution across client initiatives
• Foster accountability, collaboration, and a solutions-oriented approach across teams
• Partner with supply chain, retail media, analytics, and eCommerce teams to deliver integrated client solutions

Business Performance & Operational Oversight

• Monitor sales performance, forecasts, and key business metrics across assigned accounts
• Identify risks, opportunities, and business trends to inform strategic recommendations
• Guide forecasting, inventory, and operational planning efforts to support sustainable growth
• Maintain visibility into critical business drivers including in-stock performance, OTIF, MABD, forecasting accuracy, and rate of sale
• Support issue escalation and resolution to ensure strong account health and retailer execution

What We're Looking For

Experience

• 5+ years of leadership experience managing Walmart and/or Sam's Club supplier accounts within a manufacturer, broker, agency, retailer, or commerce organization
• Proven success leading client relationships and driving business growth across multiple accounts
• Experience managing cross-functional teams, including account management, supply chain, or related functions
• Existing relationships with Walmart and Sam's Club merchants preferred, particularly within Grocery, Consumables, OTC, or Health & Wellness categories
• Experience developing and executing retailer-specific growth strategies across both in-store and digital channels

Skills & Competencies

• Deep understanding of Walmart and Sam's Club merchandising, operational, and omnichannel ecosystems
• Strong business development and relationship management skills
• Excellent communication, presentation, and negotiation abilities
• Ability to translate business insights into actionable growth strategies
• Strong analytical, forecasting, and business planning capabilities
• Comfortable balancing strategic leadership with hands-on execution

Leadership Attributes

• Takes ownership and drives results
• Builds trust with clients, retailers, and internal teams
• Identifies opportunities and acts on them
• Thrives in a fast-moving, entrepreneurial environment
• Leads with accountability, follow-through, and a customer-first mindset

Our Commitment

We prioritize the inclusion of diverse perspectives. We aspire for all team members to feel like this is a place where they belong. Where they are respected by the company and are empowered to impact the business and achieve their full potential. We understand that relationships built on trust, respect and communication better serve our clients, team members and business.

 

Disclaimer: This job description outlines typical functions and responsibilities but may evolve based on business needs.