Senior Director of Sales- Walmart

Post Holdings · Bentonville

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Headquartered in Lakeville, Minn., Post Consumer Brands, a business unit of Post Holdings, Inc., is dedicated to providing people and their pets with delicious food choices for every taste and budget. The company's portfolio includes beloved brands such as Honey Bunches of Oats™, PEBBLES™, Grape-Nuts™ and Malt-O-Meal™ cereal and Peter Pan™ peanut butter, as well as Rachael Ray® Nutrish™, Kibbles 'n Bits™ and 9Lives™ dog and cat food. Post also provides private label solutions to customers in pet food, cereal, nut butters and granola. As a company committed to high standards of quality and to our values, we are driven by one idea: To make lives better by making delicious food accessible for all. For more information about our brands, visit www.postconsumerbrands.com and follow us on LinkedIn or Facebook for the latest news.

The Post Consumer Brands sales office in Bentonville is in the heart of the Natural State, Arkansas. Bentonville is also home to the Walmart home office, which this sales team primarily serves. In addition to managing the relationship with Post's largest customer, the small, dedicated team also participates in several charitable and volunteer events throughout the year. The team prides itself on winning together and working hard to meet goals, while celebrating wins.

As the Senior Director of Sales, you will lead a significant portion of the Walmart business while driving topline sales, profitability, and market share growth for Post Consumer Brands. Reporting to the Vice President of Walmart Grocery, this leader will be responsible for building and executing customer strategies, leading high-level customer relationships, and developing a high-performing team focused on delivering exceptional business results.

This role serves as the primary owner of key Walmart merchant relationships and will lead customer engagement across multiple categories and buying teams. The Sr. Director will collaborate across a complex cross-functional environment, partnering with Category Leadership, Revenue Management, Finance, Demand Planning, Supply Chain, Shopper Marketing, Marketing, and Digital Commerce to develop and execute plans that drive mutual growth for Walmart and Post Consumer Brands.

The successful candidate will lead a team consisting of a Senior Analyst and three Regional Customer Sales Managers, helping develop future talent while creating a culture of accountability, collaboration, and execution excellence.

This is a highly visible leadership role that offers the opportunity to make a significant impact on one of Post Consumer Brands' largest and most strategic customers while serving as a visible ambassador of PCB within both Walmart and the Northwest Arkansas community.

Major Job Activities

Customer Leadership

• Develop Annual and Long-Range Customer Plans that deliver sales, profit, share, and strategic business objectives.
• Build and execute annual business plans that meet or exceed sales and profit targets while effectively managing trade and commercial investments.
• Own the relationship with Walmart merchants and serve as the primary commercial leader for key customer partnerships.
• Lead strategic customer negotiations to deliver mutually beneficial outcomes for both Walmart and Post Consumer Brands.
• Conduct innovation planning and strategic business sessions designed to accelerate category and customer growth.
• Lead development and execution of Top-to-Top meetings and senior-level customer engagements.
• Develop fact-based recommendations using consumer, shopper, category, and customer insights to influence decision-making and drive growth.
• Lead the execution of key business strategies across multiple Walmart buying teams and categories.

Business & Financial Leadership

• Deliver annual sales, profit, and market share objectives across assigned businesses.
• Lead forecasting, planning, and business management routines to ensure alignment across customer, commercial, and operational teams.
• Evaluate performance trends and proactively identify opportunities to improve business results.
• Utilize data, analytics, and business insights to solve complex challenges and drive decision making.
• Partner closely with Revenue Management and Finance teams to optimize pricing, trade investment, and profitable growth opportunities.
• Ensure strong financial stewardship and effective management of commercial resources and budgets.

Cross-Functional Leadership

• Partner with Category Leadership, Revenue Management, Finance, Supply Chain, Demand Planning, Shopper Marketing, Marketing, and Digital Commerce teams to deliver customer and company objectives.
• Maintain organizational alignment around customer priorities, innovation launches, promotional strategies, and business performance.
• Lead cross-functional business routines to drive execution, accountability, and continuous improvement.
• Ensure timely communication of customer opportunities, risks, and strategic priorities across the organization.
• Influence and align stakeholders across multiple functions to achieve enterprise objectives.

Team Leadership & Talent Development

• Lead, coach, and develop a high-performing team consisting of a Senior Analyst and three Regional Customer Sales Managers.
• Provide strategic direction and leadership to the Senior Analyst responsible for forecasting, business analytics, customer reporting, and performance insights for the Walmart Grocery business.
• Develop Regional Customer Sales Managers through coaching, mentoring, performance management, and career development opportunities.
• Foster a culture of accountability, collaboration, inclusion, and continuous improvement.
• Build organizational capability through effective talent management, succession planning, and leadership development.
• Champion a high-performance team environment aligned with Post Consumer Brands' values and leadership expectations.

Relationship & Community Leadership

• Build and maintain strong relationships across Walmart merchandising, replenishment, supply chain, digital commerce, finance, and category teams.
• Serve as a trusted advisor to Walmart through strategic thought leadership and customer-focused solutions.
• Represent Post Consumer Brands as a visible leader within the Walmart supplier community.
• Actively participate in Northwest Arkansas business, customer, industry, and community events.
• Demonstrate and promote Post Consumer Brands' values through leadership actions, decision-making, and engagement.
• Serve as a positive ambassador for Post Consumer Brands both internally and externally.

Experience & Qualifications

• Bachelor's Degree required; MBA preferred.
• 10+ years of Consumer Packaged Goods (CPG) experience with significant Walmart customer responsibility is required.
• 5+ years of sales leadership experience with a demonstrated track record of developing high-performing teams.
• Proven success managing complex customer businesses and delivering sales, profit, and market share growth.
• Deep understanding of Walmart merchandising, replenishment, eCommerce, supply chain, and financial processes.
• Strong analytical capabilities with experience utilizing syndicated data, Walmart Luminate, and customer analytics platforms is required..
• Experience working within complex cross-functional organizations and influencing multiple stakeholders.
• Strong financial acumen with experience evaluating pricing, trade investment, promotional effectiveness, and profitability.
• Proven record of high-level negotiation and customer relationship management.
• Exceptional communication, presentation, leadership, and interpersonal skills.
• Experience across Grocery, Mass, Club, or E-commerce channels preferred.
• Commitment to talent development, community involvement, and culture leadership.

Key Success Factors

• Strategic business leadership
• Deep Walmart expertise
• Merchant relationship management
• Customer-first mindset
• Exceptional people leadership
• Talent development and coaching
• Financial and commercial acumen
• Data-driven decision making
• Cross-functional collaboration
• Community engagement
• Living and promoting PCB values
• Ability to drive results in a fast-paced and complex environment

Travel Requirement: Approximately 20-30%

Location Requirement:  This position is located in Bentonville, Arkansas Area

As the Senior Director of Sales, you will lead a significant portion of the Walmart business while driving topline sales, profitability, and market share growth for Post Consumer Brands. Reporting to the Vice President of Walmart Grocery, this leader will be responsible for building and executing customer strategies, leading high-level customer relationships, and developing a high-performing team focused on delivering exceptional business results.

This role serves as the primary owner of key Walmart merchant relationships and will lead customer engagement across multiple categories and buying teams. The Sr. Director will collaborate across a complex cross-functional environment, partnering with Category Leadership, Revenue Management, Finance, Demand Planning, Supply Chain, Shopper Marketing, Marketing, and Digital Commerce to develop and execute plans that drive mutual growth for Walmart and Post Consumer Brands.

The successful candidate will lead a team consisting of a Senior Analyst and three Regional Customer Sales Managers, helping develop future talent while creating a culture of accountability, collaboration, and execution excellence.

This is a highly visible leadership role that offers the opportunity to make a significant impact on one of Post Consumer Brands' largest and most strategic customers while serving as a visible ambassador of PCB within both Walmart and the Northwest Arkansas community.

Major Job Activities

Customer Leadership

• Develop Annual and Long-Range Customer Plans that deliver sales, profit, share, and strategic business objectives.
• Build and execute annual business plans that meet or exceed sales and profit targets while effectively managing trade and commercial investments.
• Own the relationship with Walmart merchants and serve as the primary commercial leader for key customer partnerships.
• Lead strategic customer negotiations to deliver mutually beneficial outcomes for both Walmart and Post Consumer Brands.
• Conduct innovation planning and strategic business sessions designed to accelerate category and customer growth.
• Lead development and execution of Top-to-Top meetings and senior-level customer engagements.
• Develop fact-based recommendations using consumer, shopper, category, and customer insights to influence decision-making and drive growth.
• Lead the execution of key business strategies across multiple Walmart buying teams and categories.

Business & Financial Leadership

• Deliver annual sales, profit, and market share objectives across assigned businesses.
• Lead forecasting, planning, and business management routines to ensure alignment across customer, commercial, and operational teams.
• Evaluate performance trends and proactively identify opportunities to improve business results.
• Utilize data, analytics, and business insights to solve complex challenges and drive decision making.
• Partner closely with Revenue Management and Finance teams to optimize pricing, trade investment, and profitable growth opportunities.
• Ensure strong financial stewardship and effective management of commercial resources and budgets.

Cross-Functional Leadership

• Partner with Category Leadership, Revenue Management, Finance, Supply Chain, Demand Planning, Shopper Marketing, Marketing, and Digital Commerce teams to deliver customer and company objectives.
• Maintain organizational alignment around customer priorities, innovation launches, promotional strategies, and business performance.
• Lead cross-functional business routines to drive execution, accountability, and continuous improvement.
• Ensure timely communication of customer opportunities, risks, and strategic priorities across the organization.
• Influence and align stakeholders across multiple functions to achieve enterprise objectives.

Team Leadership & Talent Development

• Lead, coach, and develop a high-performing team consisting of a Senior Analyst and three Regional Customer Sales Managers.
• Provide strategic direction and leadership to the Senior Analyst responsible for forecasting, business analytics, customer reporting, and performance insights for the Walmart Grocery business.
• Develop Regional Customer Sales Managers through coaching, mentoring, performance management, and career development opportunities.
• Foster a culture of accountability, collaboration, inclusion, and continuous improvement.
• Build organizational capability through effective talent management, succession planning, and leadership development.
• Champion a high-performance team environment aligned with Post Consumer Brands' values and leadership expectations.

Relationship & Community Leadership

• Build and maintain strong relationships across Walmart merchandising, replenishment, supply chain, digital commerce, finance, and category teams.
• Serve as a trusted advisor to Walmart through strategic thought leadership and customer-focused solutions.
• Represent Post Consumer Brands as a visible leader within the Walmart supplier community.
• Actively participate in Northwest Arkansas business, customer, industry, and community events.
• Demonstrate and promote Post Consumer Brands' values through leadership actions, decision-making, and engagement.
• Serve as a positive ambassador for Post Consumer Brands both internally and externally.

Experience & Qualifications

• Bachelor's Degree required; MBA preferred.
• 10+ years of Consumer Packaged Goods (CPG) experience with significant Walmart customer responsibility is required.
• 5+ years of sales leadership experience with a demonstrated track record of developing high-performing teams.
• Proven success managing complex customer businesses and delivering sales, profit, and market share growth.
• Deep understanding of Walmart merchandising, replenishment, eCommerce, supply chain, and financial processes.
• Strong analytical capabilities with experience utilizing syndicated data, Walmart Luminate, and customer analytics platforms is required..
• Experience working within complex cross-functional organizations and influencing multiple stakeholders.
• Strong financial acumen with experience evaluating pricing, trade investment, promotional effectiveness, and profitability.
• Proven record of high-level negotiation and customer relationship management.
• Exceptional communication, presentation, leadership, and interpersonal skills.
• Experience across Grocery, Mass, Club, or E-commerce channels preferred.
• Commitment to talent development, community involvement, and culture leadership.

Key Success Factors

• Strategic business leadership
• Deep Walmart expertise
• Merchant relationship management
• Customer-first mindset
• Exceptional people leadership
• Talent development and coaching
• Financial and commercial acumen
• Data-driven decision making
• Cross-functional collaboration
• Community engagement
• Living and promoting PCB values
• Ability to drive results in a fast-paced and complex environment

Travel Requirement: Approximately 20-30%

Location Requirement:  This position is located in Bentonville, Arkansas Area

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