Director, Sales - Walmart

POSITION SUMMARY At Barr Brands, sales leadership is more than just hitting targets—it’s about building lasting partnerships, unlocking growth, and delivering value for our customers and employee-owners. The Director of Sales will lead the strategy and execution of our sales and trade marketing efforts for Walmart, one of our most critical customer relationships. This role owns full P&L responsibility for the account and serves as the single point of contact between Barr and Walmart. It blends strategic thinking with hands-on leadership and is ideal for a seasoned sales leader who thrives in fast-paced environments, brings strong commercial acumen, and knows how to grow customer relationships into long-term value. KEY RESPONSIBILITIES This role is accountable for driving commercial success, operational excellence, and team leadership across all dimensions of the Walmart business, including but not limited to: 1) Lead the Customer Strategy • Own and drive the overall customer strategy, ensuring alignment with Barr’s growth objectives and shareholder value creation. • Serve as the primary point of contact for all business functions between Barr and Walmart—managing day-to-day execution as well as long-term strategic planning. • Lead the strategic thinking and commercial direction for Barr’s Walmart Senior Analyst and Replenishment Analyst. • Guide pricing and promotional strategy, forecasting, margin optimization, and annual joint business planning. 2) Deliver Results & Manage the Business • Lead all elements of financial performance for the Walmart account, including sales forecasting, trade investment, and P&L accountability. • Analyze business performance, customer POS data (Retail Link), and market trends to identify opportunities and mitigate risk. • Ensure that programs and investments deliver measurable ROI and long-term brand equity. 3) Champion Trade Marketing & In-Store Excellence • Collaborate with Marketing and e-commerce Team to execute best-in-class merchandising, modular placement, and promotional programs. • Ensure Barr’s presence on shelf and online reflects brand strategy, supports conversion, and strengthens category leadership. • Continuously evaluate and optimize trade tactics based on performance, costs, and customer expectations. 4) Build Partnerships that Matter • Develop trusted, strategic relationships across key decision-makers within Walmart—from merchants to replenishment to omni-commerce teams. • Growth customer penetration at DMM level. • Represent Barr’s voice with professionalism and agility, responding to customer needs while staying true to our growth agenda. • Proactively communicate key updates and potential risks to internal stakeholders, including executive leadership. 5) Lead & Develop a High-Performing Team • Coach and develop cross-functional team supporting the account, which includes Sr. Sales Analyst and Replenishment Analyst. • Foster a culture of ownership, accountability, and continuous improvement—focused on outcomes, not just activity. • Support talent development and succession planning across the entire sales team. EDUCATION AND EXPERIENCE • Bachelor’s degree in business, Marketing, or a related field required; MBA preferred. • 10+ years of progressive sales leadership experience in consumer-packaged goods (CPG), including 3+ years of Walmart account exposure. • Proven ability to lead large customer relationships with full P&L responsibility. • Strong negotiation skills and customer influence at both strategic and tactical levels. • Demonstrated success managing cross-functional teams, trade marketing programs, and annual planning processes. KEY CHARACTERISTICS REQUIRED: Success in this role requires a commercial mindset, collaborative spirit, and the ability to translate strategy into action. The ideal candidate will bring: • A results-driven approach with strong financial and analytical skills. • A track record of building customer trust and delivering against aggressive growth goals. • A passion for leading teams and developing talent. • The confidence to influence at all levels—both internally and externally. • A high degree of ownership and adaptability in a dynamic, employee-owned business. ADDITONAL INFORMATION • Location -> Based in Northwest Arkansas / Bentonville area • Travel: Minimal (~10%), primarily to customer meetings and trade events, Sales meetings, etc. Americans with Disabilities Act (ADA) Compliance: Barr Brands is committed to providing equal employment opportunities to qualified individuals with disabilities. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily with or without reasonable accommodation. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role. Accommodations: Barr Brands will engage in an interactive process with employees and job applicants to identify and provide reasonable accommodations for individuals with known physical or mental disabilities, unless such accommodation would impose an undue hardship on the company's operations. Employees and applicants are encouraged to discuss potential accommodations with the HR department. Commitment to Diversity and Inclusion: Barr Brands values diversity and inclusion in the workplace. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We believe that diverse teams drive innovation and success, and we are dedicated to creating an environment where all employees feel valued and empowered. Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor. Apply tot his job Apply To this Job