[Remote] Director of Sales, Walmart

Note: The job is a remote job and is open to candidates in USA. Dole Packaged Foods is hiring a Director of Sales, Walmart to lead its strategic partnership with Walmart and Walmart.com. The role drives sustainable sales growth, profitability, category leadership, and long-term business development through customer strategy, executive relationship management, and cross-functional leadership.

Responsibilities

• Develop and execute the annual and multi-year Walmart business strategy, aligning customer objectives with Dole's enterprise growth priorities
• Own Walmart omnichannel sales performance, including revenue, profit, market share, distribution, and innovation metrics
• Identify and capitalize on emerging opportunities across in-store, eCommerce, omnichannel, and supply chain initiatives
• Lead annual business planning, Joint Business Planning (JBP), and long-range strategic planning processes
• Establish and maintain senior-level relationships with Walmart merchants, replenishment, eCommerce, supply chain, and executive leadership teams
• Serve as the primary escalation point for strategic customer opportunities and business challenges
• Influence customer decision-making through fact-based recommendations, category insights, and strategic business solutions
• Represent Dole in executive-level customer meetings, negotiations, and planning sessions
• Own customer P&L performance, delivering volume, revenue, profitability, market share, and trade investment objectives
• Lead pricing strategy, promotional optimization, assortment decisions, and investment allocation to maximize ROI
• Manage forecasting accuracy and business planning processes to ensure achievement of financial commitments
• Evaluate and recommend strategic investments that drive sustainable growth
• Direct cross-functional teams across Customer Strategy, Category Management, Marketing, Supply Chain, Finance, Revenue Growth Management, and Demand Planning
• Champion customer priorities internally while balancing broader organizational goals and profitability objectives
• Ensure effective execution of innovation launches, assortment expansions, supply chain initiatives, and merchandising programs
• Lead the development of compelling customer selling stories utilizing syndicated, shopper, and omnichannel data
• Manage, coach, develop, and mentor Account Managers and/or Regional Sales Managers as assigned
• Foster a high-performance, collaborative culture focused on accountability, development, and business growth
• Contribute to succession planning and talent development initiatives within the sales organization
• Lead by example through strong business acumen, integrity, and execution excellence
• Other duties as assigned

Skills

• 10+ years' experience direct selling to Walmart, or supporting Customer Strategy or Brand Growth experience, preferably within consumer products and across multiple brands, including growing total omni business
• Demonstrated success leading large, complex customer businesses with direct responsibility for revenue and profitability
• Proven capability building and maintaining executive-level customer relationships
• Strong financial acumen with experience managing customer P&Ls, trade investment, pricing, and profitability initiatives
• Experience leading cross-functional teams and influencing stakeholders without direct authority
• Advanced knowledge of Walmart systems, Retail Link, syndicated data, category management, and omnichannel retail strategies
• Strong negotiation, communication, presentation, and strategic planning skills
• Self-starter who proactively identifies business risks & opportunities with the ability to understand financials & the P&L
• Detail-oriented. Strong organization skills and ability to manage processes effectively
• Understanding and ability to analyze data, develop fact-based recommendations, and create & deliver strong presentations across functions & levels, internally and externally
• Experience with forecasting software and trade funds management systems
• Comfortable public speaking, delivering effective customer presentations & negotiating
• Bachelor's degree in Business, Marketing, or other degree with appropriate work experience is required
• Experience coaching and developing talent preferred
• Experience in CPG industry strongly preferred
• MBA preferred

Benefits

• Home-office based in or around the Bentonville, Rogers or Fayetteville, AR area.

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