About the Role
Walmart is one of the biggest stages in retail, and ~Pourri didn't build a global brand by playing it safe. We built it by having the courage to talk about what everybody else tiptoed around, with a lot of heart and a little bit of humor.
We're looking for a Sales Director to lead our Walmart and Sam's Club business. This person will own account strategy, forecasting, P&L performance, and broker management while serving as the primary relationship owner with Walmart buyers and merchants. Beyond strong retailer expertise, we're looking for someone who thrives in a fast-moving, founder-led environment, brings big ideas to the table, and is excited to help grow an entrepreneurial challenger brand.
Success in this role requires a balance of strategic thinking and hands-on execution. You'll partner closely with internal stakeholders, direct broker activity, uncover growth opportunities, and ensure ~Pourri's brand continues to stand out in one of the world's most influential retail environments.
Location & Travel
- Remote within the United States
- Bentonville, AR candidates strongly preferred
- Approximately 30% travel, including regular visits to Walmart Home Office in Bentonville, AR, customer meetings, broker meetings, and company events
- Dallas-based employees may work from the office periodically, but office attendance is not required for remote employees
Key Responsibilities
- Own the Walmart and Sam's Club account strategy, translating ~Pourri's vision into a successful joint business plan
- Build and maintain strong relationships with Walmart buyers, merchants, and key decision-makers
- Direct and manage broker partners as an extension of the ~Pourri team, establishing expectations, accountability, and performance metrics
- Lead line reviews, category resets, promotional planning, and new item launches
- Develop innovative growth strategies and identify opportunities to expand ~Pourri's presence within Walmart and Sam's Club
- Own account forecasting, trade spend, deductions, promotional investment, and overall account profitability
- Manage the Walmart sales forecast and collaborate with Supply Chain, Finance, and Demand Planning to ensure inventory and production plans align with demand
- Analyze Retail Link, Luminate, POS, and other retail data to identify opportunities and proactively address risks
- Negotiate pricing, promotions, assortment, and business terms that drive growth while protecting profitability
- Serve as the primary point of connection between Walmart and internal teams, ensuring alignment across Sales, Marketing, Supply Chain, Finance, and Leadership
- Coach broker partners on brand standards, priorities, and execution expectations
- Provide leadership with clear, data-driven updates on account performance, opportunities, challenges, and market trends
What You Bring
- 7+ years of CPG sales experience with direct ownership of Walmart accounts
- Proven success managing Walmart buyer relationships and leading annual Joint Business Planning (JBP) processes
- Experience owning account forecasting, trade spend, promotional planning, deductions, and P&L performance
- Strong broker management experience with a track record of driving results through external partners
- Deep knowledge of Walmart systems, including Retail Link, Luminate, and Item 360
- Experience working within entrepreneurial, founder-led, high-growth, or challenger brands preferred
- Experience using data and insights to identify growth opportunities and drive strategic decisions
- Strong negotiation, relationship-building, and communication skills
- Experience with CRM, forecasting, and trade management platforms
- Experience with AI-enabled forecasting, planning, or analytics tools is a plus
- Sam's Club experience is preferred but not required
- Experience with Scintilla, Circana, and/or Nielsen is preferred
Education
- Bachelor's degree preferred
- Equivalent experience successfully managing major retail accounts will also be considered
Mindset & Skills
- Entrepreneurial and growth-oriented with a passion for building brands
- Strategic enough to develop the vision and hands-on enough to execute it
- Comfortable in a fast-paced, founder-led organization where priorities can evolve quickly
- Brings big ideas, creative thinking, and a challenger-brand mentality
- Builds authentic relationships and earns trust with buyers, merchants, brokers, and teammates
- Uses data to make decisions and move quickly
- Holds partners accountable while maintaining strong working relationships
- Comfortable navigating ambiguity and helping build scalable processes
Compensation & Benefits
- Competitive Base Salary
- Performance Bonus
- Comprehensive Benefits Package
- 401(k) with 4% Company Match
