Director, Sales Walmart (food) (26111)

Our Client

A family-owned food company operating for over 80 years.  They sell to retailers and food service customers around the globe bringing real solutions and innovative products in bakery, deli and prepared foods.

Job Overview

The Director, Sales Walmart leads the full strategic, commercial, and operational agenda for the assigned Walmart and Sam’s Club business.  This role is accountable for long‑term growth, customer partnership, category leadership, operational excellence, profitability, and cross‑functional orchestration. The role provides senior‑level customer leadership in Bentonville and elevates the company’s position as the premier solutions partner.

Job Responsibilities

1. Strategic Ownership of assigned Walmart and Sam’s Club Business
2. Lead the full P&L, category strategy, and Joint Business Planning (JBP) agenda at Walmart/Sam’s Club.
3. Develop and communicate a multi‑year growth strategy aligned with the company’s category strategy.
4. Shape and execute strategic selling frameworks, retail merchandising programs, and digital commerce initiatives.
5. Senior Customer Leadership & Relationship Expansion
   1. Serve as the company’s key point of contact for Walmart leadership, merchants, and cross‑functional partners.
   2. Expand customer relationships and unlock long‑term platform opportunities.
   3. Represent the company as a thought leader on trends, digital retail, Scintilla insights, and category innovation.
6. Business Development & Innovation Acceleration
   1. Identify, size, and champion innovation platforms and whitespace opportunities.
   2. Accelerate new product launches, shopper programs, vendor‑aligned initiatives, and digital shelf activation.
   3. Ensure the company’s offerings align with retailer category strategies and operational requirements.
7. Forecasting, Financial Management & Governance
   1. Own Walmart/Sam’s Club forecasting, demand planning, and ongoing financial governance.
   2. Manage annual planning, promotional funding, and cost‑modeling.
   3. Drive accountability through monthly governance reviews, risk mitigation, and corrective action plans. New Position Modified Position
8. Cross‑Functional Leadership & Internal Alignment
   1. Lead cross‑functional collaboration across Supply Chain, Marketing, R&D, Finance, Category, and Operations.
   2. Translate Walmart and Sam’s Club needs into actionable internal direction.
   3. Ensure merchandising programs, product readiness, service levels, and quality expectations are met.
9. Insights, Data, and Digital Commercial Excellence
   1. Leverage Walmart Scintilla, IRI/Nielsen, digital engagement metrics, and internal analytics to guide business decisions.
   2. Improve category storytelling and predictive analytics to strengthen retailer influence.
   3. Deliver best‑in‑class digital merchandising, space optimization, and omni‑channel availability.
10. Team Leadership & Talent Development
    1. Lead, coach, and develop the Walmart team (NAM, support roles).
    2. Build capability in forecasting, storytelling, financial acumen, and retailer ecosystem fluency.
    3. Model the company’s values and foster collaboration, urgency, and commercial discipline.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field.
• 7–10+ years in food industry sales, account management, or customer leadership.
• 5+ years managing Walmart/Sam’s Club accounts with proven success in large‑scale customer leadership.
• Experience in fresh categories highly preferred
• Deep knowledge of retail commercialization, and category dynamics.
• Strong financial acumen; mastery of P&L management, forecasting, and demand planning.
• Exceptional communication, negotiation, and executive‑level influence skills.
• High proficiency with Microsoft Office; experience with Walmart systems (Retail Link, Scintilla).
• Experience leading cross‑functional initiatives with R&D, Supply Chain, Marketing, and Operations.
• Experience in digital commerce, omni‑channel merchandising, and data‑driven selling.
• Ability to be based in Bentonville

Salary and Benefits

• Salary Range: $170,000 – 190,000
• Bonus and Long Term Incentive Package
• Hybrid Work Environment
• Car Allowance
• Standard Health and Dental Benefits
• 401K Match up to 3.5%
• Education Assistance
• Generous PTO

Match Point Recruiting is an Executive Search Firm located in Bentonville, Arkansas.

We work with consumer goods companies across the United States.

Follow us on LinkedIn and subscribe to our newsletter.