Walker & Company Brands, Inc. · 4 days ago
Director of Retail Sales
Atlanta
Full-time
Hybrid
Director/Executive
10+ years expWalker & Company is focused on creating effective grooming solutions designed for the Black male experience. They are seeking a Director of Retail Sales to drive retail revenue growth, manage key partnerships, and execute retail strategies to enhance market performance.
BeautyE-CommerceHealth CareRetail
Responsibilities
Own and deliver annual retail sales targets, including net sales, profitability, and share growth
Develop and execute customer-specific growth strategies and multi-year account roadmaps
Lead all aspects of key retailer relationships, including joint business planning, line reviews, and performance reviews
Serve as the primary commercial lead in retailer meetings and negotiations
Identify opportunities to expand distribution, improve placement, and accelerate sell-through
Own retail sales forecasting and demand planning in partnership with Finance and Supply Chain
Manage weekly and monthly sales forecasts, identifying risks and opportunities, and adjusting plans accordingly
Own monthly and quarterly KPI reporting by account, translating data into insights and actions
Ensure accurate forecasting and alignment between shipment plans, promotional activity, and financial targets
Own the retail 4Ps across assigned accounts: Product: Partner with Brand and Product teams on SKU prioritization, assortment optimization, and innovation launches. Price: Monitor pricing monthly to ensure MAP compliance and evaluate pricing actions annually. Promotion: Plan and manage promotional strategies that drive growth while staying within trade budget targets. Placement: Develop and recommend in-store and online placement strategies to retail partners.Partner with Finance to manage trade spend, evaluate promotional effectiveness, and optimize ROI
Partner closely with the Director of eCommerce to drive total brand revenue across brick-and-mortar and digital channels
Align on shared topline goals, forecasting assumptions, and growth priorities to ensure consistency across channels
Collaborate on omnichannel strategies, including product launches, promotions, pricing alignment, and retail media
Share insights on consumer behavior, retailer performance, and demand trends to inform channel-specific and enterprise-wide decisions
Ensure retail and eCommerce plans are mutually reinforcing and do not create channel conflict or market disruption
Represent Sales in cross-functional forums, ensuring alignment across Marketing, Finance, Supply Chain, and Product Development
Provide customer input into go-to-market plans, including launches, packaging, pricing, and spend deployment
Collaborate with Marketing on retail programming, merchandising strategies, and sell-through plans
Support training and enablement of field and retail sales partners to ensure strong in-store execution
Generate ideas to increase brand awareness, trial, and repeat purchase through sampling, events, and retail initiatives
Monitor market trends, competitive dynamics, and category insights to inform strategy
Analyze customer-specific, syndicated, and panel data to build compelling selling stories and growth narratives
Own trade show strategy as it relates to sales objectives and customer engagement
Qualification
Required
Bachelor's degree required
10+ years of sales experience in CPG, with a strong track record in retail sales planning and execution
7+ years of leadership experience within consumer products or retail-focused organizations
Deep experience managing mass and specialty retail accounts; eCommerce exposure strongly preferred
Proven ability to leverage data and category insights to drive business results
Strong business and financial acumen, with experience managing budgets and trade spend
A collaborative, team-first leader who can operate effectively in a fast-paced, resource-lean environment
Ability to balance strategic leadership with hands-on execution (“builder” mindset)
Exceptional interpersonal skills and the ability to influence across functions and levels
Strong technical proficiency with Google Suite, forecasting tools, and sales analytics platforms
Preferred
MBA preferred
Company
Walker & Company Brands, Inc.
Walker & Company exists to make health and beauty simple for people of color.
11-50 employees
Funding
Current Stage
Growth StageTotal Funding
$33.3MKey Investors
IVPAndreessen HorowitzUpfront Ventures
2018-12-12Acquired
2018-01-15Series Unknown
2015-09-28Series B· $24M
Recent News
2026-01-08
2026-01-08
2026-01-08
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