Director of Retail Sales, Walmart & West

**Please note: This opportunity will be based in Bentonville, AR**

OVERVIEW OF ROLE:

The Director of Sales is responsible for driving the growth and profitability of Home Market Foods’ business within key retail customers in the Western United States, including Walmart, Albertson’s, Winco, and Target. This role will lead the planning, execution, and communication of promotional strategies to expand market opportunities while managing two direct reports, fostering their development, and maximizing productivity. The position involves building strong relationships with both internal teams and external partners, including senior executives at retail customers, to identify opportunities and drive sales through data-driven insights. A key focus will be developing and executing comprehensive customer marketing and e-commerce strategies, managing innovation, and ensuring return on investment through close collaboration with cross-functional teams. The role also involves maintaining visibility into business trends and providing ongoing reports, while identifying and addressing potential barriers to success.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Attainment of annual volume and profit operating plan
• Leadership of the Walmart business in a direct relationship.
• Lead planning and expectations of brokers that represent Home Market Foods in several retail customers in the Western United States, including Albertson’s, Winco, & Target
• Construct, communicate, implement, and execute promotional plan to expand and develop all Home Market Foods business opportunities regarding customers of responsibility.
• Leadership of two direct reports, including coaching and guidance of performance, development plans, and structure of responsibilities to maximize productivity.
• Partner with Sales in the discovery and presentation of business opportunities with customers to drive sales and growth utilizing data and insights
• Establish and/or develop strong relationships with mid and senior level executives and decision-makers at the customer and supporting business partners
• Develop and maintain strong relationship with internal teams to identify opportunities, analyze results, and address challenges in a collaborative and transparent manner
• Ideate with marketing team, customer development team, broker team, and leadership team to develop new items and solutions for the category at customers in scope of responsibility.
• Lead decision-making to maximize return on investment while remaining on budget. Construct plans with the broker & customer, inputs plans into company planning system
• Provide on-going reports and visibility to business trends at customer in scope of responsibilities
• Develop digital, omni-channel, and e-commerce plans that engage retailers with aligned capabilities and strategies
• Develop and execute Customer Marketing strategy in partnership with customer development team, focusing on programs to strengthen customer partnerships, improve household penetration, and maximize ROI
• Lead the selling & development of innovation & shelf space by partnership with customer development team
• Identify and anticipate barriers and opportunities, performs ad hoc business analysis

EDUCATION AND/OR EXPERIENCE:

• Bachelor's Degree required
• 8-10 years of CPG Food experience with 3 years of experience working with Walmart required.
• Experience in the frozen snacks and/or frozen meat categories are preferred but not required.
• Proven ability to drive innovative growth opportunities that deliver joint business plan growth for the customer and Home Market Foods.
• Demonstrates a clear understanding of P&L statements and a strong financial acumen.
• Ability to persuade and influence others through advanced selling skills and a collaborative spirit
• Working knowledge of Walmart systems is required (Luminate, Retail Link).
• Problem Solving & Analytical Abilities, demonstrates the ability to identify and understand challenges, assemble the right contributors to solve problems, and ultimately overcome obstacles to drive growth.
• Ability to convert strategic insights into ideas and selling opportunities.
• Strong verbal and written communication skills that drive action and enable the team and business to thrive.
• Strong technical skills, best candidates will have advanced skills in Microsoft Office products, and a solid familiarity with IRI.

PHYSICAL REQUIREMENTS AND ENVIRONMENT:

The physical demands and work environment described below are representative of those required to perform this job's essential functions.

• Travel will be required occasionally. Average travel estimate is 15-20%.
• Daily work location is a home-based office.