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C.H. Guenther · 4 days ago

Director of Sales, Walmart & Sam's Club - NORTHWEST ARKANSAS

United States

Full-time

Onsite

Director/Executive

$128K/yr - $248K/yr

7+ years exp

C.H. Guenther is a leading company in the food industry, and they are seeking a Director of Sales for Walmart and Sam’s Club. This role involves leading strategic initiatives to drive revenue growth, managing key relationships, and overseeing the sales planning process to meet budgeted targets.

Food Production

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 CHG 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 CHG 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 CHG

Performs all other duties as assigned

Qualification

Retail sales experienceWalmart/Sam's Club experienceP&L managementAnalytical skillsTrade promotion managementBranded/private label experienceSales budget managementCommunicatorMentoring sales teamsMicrosoft Office proficiencyTeam player

Required

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

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