Sr. Director of Sales, Walmart & Sam’s Club

TRILLIANT FOOD & NUTRITION, located in Little Chute, WI is a state-of-the-art, vertically integrated production facility that has been a pioneer in the U.S. specialty coffee market since 1979. We have used our years of experience and skill in the traditional coffee segment to produce one thing: great coffee. Our facility features the most current, high-speed equipment to support our commitment to quality, value, speed-to-market, and innovation.

 

HORSESHOE BEVERAGE COMPANY, located in Neenah, WI is a leading ready-to-drink beverage manufacturer focused on providing consumers with an outstanding beverage experience wherever, whenever. Leveraging industry-leading talent, state-of-the-art equipment, and our vertically integrated supply chain, we strive to be at the forefront of beverage innovation each day and deliver the highest quality beverages to our customers first.

 

The teams at TRILLIANT and HORSESHOE come to work each day with relentless energy, enthusiasm, and a promise to enhance the beverage experiences of millions of people. We invite you to explore opportunities at TRILLIANT or HORSESHOE, to see if your talents and career aspirations may fit with our openings.

 

Why Trilliant and Horseshoe are great places to work:

  • Medical, dental and vision insurance
  • 401k with company match after 60 days of employment.
  • PTO
  • Coffee discounts
  • Dedicated co-workers who work hard, but also have fun while doing it.

 

Diversity and Inclusion at Trilliant and Horseshoe:

We believe talented, great people are the building blocks of our success. We believe in finding the right people, with the right attitude, and providing them with opportunities to excel.

 

Position Overview:

Reporting to the Vice President of Sales, the Sr. Director of Sales directs and manages the sales function and builds and maintains the internal and external sales team required to ensure flawless execution associated with the Walmart and Sam’s Club accounts. They will establish goals and objectives that will deliver profitable and sustainable growth for the company. Managing both private label and brands, they will increase retail distribution, display volume, product mix per forecast, and deliver on-budget coop spending to achieve corporate revenue and gross profit objectives.

 

The Sr. Director of Sales leads business development with responsibility for identifying and recommending potential new growth opportunities, performing due diligence, and negotiating and executing initial contracts.

They provide sales and customer input within internal cross-functional teams in the development of strategic and annual business plans and potential new product introductions. They will be responsible for the coordination and execution of annual business plans with Walmart and Sam’s Club.

 

 

This position requires being located in or near Bentonville, AR.

Key Responsibilities:

  • Ensure the sales structure, talent and focus is adequate to deliver the Company’s strategic and annual plans.
  • Participate in cross-functional business planning to establish annual revenue plans, coop spending, and sales expense budgets. Operate department within approved budgets.
  • Ensure completion of the Walmart and Sam’s Club plan and utilize to provide input into the sales forecast. Provide input on potential new distribution by class of trade.
  • Direct, manage, and support the Brokers and Retail Team to achieve planned and/or forecast sales objectives. These include:

 

    • Establishing sales dollar, product mix, and distribution objectives for the Walmart and Sam’s Club accounts, as well as others.
    • Conducting weekly meetings and joint calls with the Business Development Manager to assist in developing the business.
    • Communicating comprehensive annual sales plans to include new item selling materials, full marketing and brand support information, distribution, merchandising, pricing and shelving objectives, coop spending and annual planning guidelines/timetables and complete sales policies and price lists.

 

    • Set coop guidelines and ensure compliance and achievement of merchandising, pricing and distribution objectives.
    • Working with business teams, develop and communicate prioritized sales objectives leveraging consumer marketing, advertising and promotion.
    • Promptly communicate approved coop programs to the finance departments and other impacted functional departments.
    • Use results data to improve coop results, eliminate ineffective programs, and as a basis to refuse coop for retailers that failed to demonstrate results from the program.
    • Understand and clearly articulate to the leadership/business team the needs of the customers.
    • Represent field sales and customers and where possible link brand strategies and customers’ strategies.
    • Identify and communicate to the business team potential disconnects between brand and customer strategies to include potential financial risks of moving forward with brand strategy.
    • Once finalized, develop and gain business team alignment on trade strategies and tactics in support of overall business strategies.

 

    • Lead annual volume planning and forecast process:
      • Agree on annual new item volume goals with internal stakeholders
      • Format volume into sales reporting system—adjust for new products
      • Confirm plan with teams, finance and deploy through Sales
      • Summarize field pipeline forecast on new products and displays
      • Develop trade promotion strategies and tactics by business in support of brand objectives.

 

Other Jobs You May Be Interested In

      • Provide clear direction and partner closely with marketing director and field sales to ensure effective execution and communication of trade marketing plans and tactics.
      • Analyze trade promotion history—determine efficiency and effectiveness by customer
      • Develop national/regional new item trade strategies.
      • Analyze impact on preliminary plan volume.
      • Develop new item sales expectations by key customer.
      • Adjust coop roadmap and expectations based on business team and field input.

 

      • Identify and execute post-promotion analyses based on business needs.
      • Manage the development and communication of new item sales tools and collateral.
      • Ensure tactical new item execution by customers.
      • Develop/revise sales expectations.
      • Ensure development of field selling tools.
      • Deploy price/product changes and track results.
      • Identify and execute (promoted) price analyses based on business needs.

 

    • Develop top-to-top working relationships with Walmart and Sam’s Club leadership teams.
    • Attend monthly business planning and review meetings with the accounts.
    • Responsible for notifying QA/QC of any observed or reported product quality issues so that appropriate action may be taken.

 

 

Qualifications:

  • Bachelor’s degree in business administration, sales, marketing, or a related field. Master’s degree preferred.
  • Proven experience (>5 years) in a similar senior management role within commercial operations.
  • Strong leadership, strategic planning, and decision-making skills.

 

  • Strong analytical capabilities and proficiency in utilizing data-driven insights.
  • Excellent leadership, communication, and interpersonal skills.
  • Proficiency in CRM systems and sales-related software.
  • Outstanding communication, negotiation, and relationship-building skills.

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