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[Remote] Director of Sales, Walmart & Sam's Club
Note: The job is a remote job and is open to candidates in USA. Publisher Services Inc. is seeking an experienced Director of Sales to lead its Walmart and Sam’s Club business across a diverse portfolio of consumer brands. The role owns channel strategy and performance, retailer relationships, revenue growth, profitability, assortment, forecasting, promotional planning, and cross-functional execution.
Responsibilities
- Own the overall commercial strategy and business performance for Walmart and Sam’s Club across PSi's portfolio of brands
- Serve as PSi's senior relationship leader with Walmart and Sam’s Club merchants, buyers, replenishment teams, category leaders, and other key stakeholders
- Develop strong, trusted retailer relationships and establish PSi as a strategic, responsive, insight-driven partner
- Lead annual planning, line reviews, Joint Business Planning, category reviews, modular discussions, and other strategic retailer meetings
- Maintain a deep understanding of Walmart and Sam’s Club strategies, organizational priorities, merchandising initiatives, operating requirements, and evolving opportunities
- Represent PSi and our brand partners with professionalism, credibility, urgency, and strong merchandising authority
- Own channel performance against revenue, gross margin, profitability, distribution, market share, inventory, and operational targets
- Develop annual and long-range account plans identifying opportunities across assortment, distribution, innovation, pricing, promotions, merchandising, and omnichannel
- Identify opportunities to expand existing brands, introduce new brands, secure incremental distribution, and increase productivity within existing assortments
- Develop compelling sell-in stories using consumer, category, POS, competitive, and retailer insights
- Build strategies around new product launches, seasonal programs, exclusives, promotional events, and retailer-specific opportunities
- Continuously evaluate the portfolio to identify growth opportunities, assortment gaps, underperforming items, and potential discontinuations
- Maintain ownership and visibility to the economics of the Walmart and Sam’s Club businesses
- Evaluate opportunities using revenue, gross margin, landed cost, trade investment, markdown exposure, freight, allowances, promotional funding, and other relevant costs
- Lead customer negotiations involving pricing, costs, promotional investment, markdowns, allowances, terms, and other commercial programs
- Ensure customer commitments are financially sound, internally aligned, and appropriately approved before execution
- Partner closely with Finance and Brand Management to establish clear profitability expectations by brand, item, and program
- Balance topline growth with sustainable margin, inventory productivity, and long-term brand health
- Develop a deep understanding of Walmart and Sam’s Club category performance, consumer behavior, competitive dynamics, pricing architecture, and assortment trends
- Leverage Walmart Luminate, Retail Link, POS, inventory, market data, and internal BI tools to identify actionable opportunities and risks
- Translate data into clear commercial recommendations rather than simply reporting performance
- Build compelling assortment and category stories that demonstrate how PSi's brands can drive incremental category growth
- Identify whitespace opportunities across price points, product segments, consumer needs, seasonal moments, and emerging trends
- Monitor competitor assortment, pricing, promotions, innovation, distribution, and market activity
- Partner closely with Planning, Operations, Customer Service, and Supply Chain to maximize in-stock performance and inventory productivity
- Maintain visibility to POS trends, weeks of supply, forecasts, replenishment, purchase orders, inventory positions, and potential out-of-stock or excess-inventory risks
- Ensure new item setup, forecasts, inventory, content, compliance requirements, and operational dependencies are completed ahead of launches
- Proactively identify risks that could impact sales, service levels, retailer relationships, or profitability and drive them through resolution
- Establish strong operating rhythms and accountability across the cross-functional Walmart team
- Support forecast development incorporating POS trends, seasonality, promotions, distribution changes, new launches, and retailer activity
- Develop strategic promotional plans that generate incremental, profitable growth
- Evaluate promotional programs based on expected baseline sales, incremental lift, retailer economics, brand economics, funding requirements, and ROI
- Lead planning around rollbacks, markdowns, seasonal events, displays, features, exclusives, digital programs, and other retailer initiatives
- Partner with brand teams to secure appropriate support and ensure alignment before commercial commitments are made
- Conduct post-event analysis and use learnings to improve future programs
- Serve as a senior commercial advisor to PSi's brand partners regarding Walmart and Sam's Club strategy, opportunities, and performance
- Develop a strong understanding of each partner's portfolio, economics, growth objectives, launch calendar, and retail priorities
- Translate retailer insights and performance into clear, actionable recommendations for brand partners
- Communicate opportunities, risks, investment requirements, and decisions proactively and transparently
- Build trust through strong retailer relationships, commercial judgment, disciplined execution, and measurable results
Skills
- 7+ years of progressive experience in Walmart sales, national accounts, customer development, category management, or consumer-products sales
- Demonstrated success developing and presenting retailer sell-in stories that have resulted in new distribution, incremental assortment, successful launches, or expanded programs at Walmart
- Demonstrated success owning and growing a meaningful Walmart or major national-retail business
- Strong understanding of Walmart's commercial and operational environment, including assortment, modulars, line reviews, replenishment, promotions, pricing, inventory, and retailer performance metrics
- Experience with Walmart Luminate, Retail Link, and Walmart reporting/analytics tools
- Strong P&L and financial acumen with demonstrated ability to evaluate pricing, margin, trade investment, promotions, markdown exposure, and customer profitability
- Proven ability to use POS, inventory, consumer, category, and competitive data to develop compelling customer strategies and selling stories
- Experience developing annual business plans, customer strategies, forecasts, promotional calendars, and new-product launch plans
- Demonstrated success negotiating with major retailers
- Strong understanding of forecasting, replenishment, inventory management, and retail supply-chain fundamentals
- Experience leading teams and influencing cross-functional organizations
- Exceptional communication, presentation, negotiation, and relationship-building skills
- Strong executive presence and ability to effectively engage retailer leadership, brand partners, and senior executives
- Proven ability to identify problems, establish action plans, and drive issues through resolution
- Highly accountable, resourceful, and comfortable operating in a fast-moving, entrepreneurial environment
- Bachelor's degree in Business, Marketing, Sales, or a related field preferred
Company Overview
