Director of Sales (Remote - Northwest AR)

Job Description

General Responsibilities:

As the Director of Sales, you will be responsible for overseeing key retail accounts with a primary focus on Walmart and Sam’s Club, while managing a team of National Account Managers (NAMs) to drive profitable growth. This role will be accountable for delivering contribution margin, Gross Sales, Gross Profit and OPEX to ensure financial and operational success. The Director will set strategic direction, oversee execution, and develop strong customer relationships to expand market share and increase profitability.

In addition to direct account management, the Director will mentor and develop NAMs, ensuring they meet and exceed their sales and profit objectives. The Director will formulate plans, goals, and objectives relating to target volume prospects and additional product penetration within existing accounts. This role will interface with other departments, including but not limited to product management, marketing, finance, planning, sustainability, and customer advocacy, as needed to support customer accounts and resolve any issues that may arise.

The ideal candidate will have a track record of leadership, team development, and strategic account growth.

Specific Responsibilities:

• Lead and manage a team of National Account Managers, providing guidance, performance management, and professional development.
• Develop and implement sales strategies to achieve Net Sales, Contribution Margin, and Gross Profit targets.
• Establish key relationships within accounts to drive long-term growth and customer loyalty.
• Oversee the execution of sales plans, ensuring alignment with company goals and financial targets.
• Create strategies to maximize sell-through, profit, revenue, and market share.
• Analyze business performance, ensuring profitability through effective OPEX management and contribution margin optimization.
• Develop and negotiate terms and conditions with accounts to effectively manage overall profitability and minimize financial risk.
• Conduct and oversee weekly reviews of sales, RMAs, returns & allowances (R&A), quotes, promotions, inventory management, forecasts, and other financial metrics.
• Work cross-functionally with product management, marketing, finance, planning, sustainability, and customer advocacy to support customer accounts and resolve challenges.
• Stay informed of industry trends, competitive landscape, and pricing strategies to position the company for success.
• Participate in formulation of short-term and long-range planning regarding market share and product mix. Recommend and monitor sales and profit plans, goals, and quotas.
• Provide Planning Department with product usage forecasts and sales trends information.
• Confer with Marketing Department in developing marketing plans.
• Conduct sales and training meetings as required, coaching the sales department regarding salesmanship techniques and pricing.
• Perform annual performance appraisals and build morale within the Sales Department.
• Conduct sales and training meetings as required.
• Ensure compliance with company policies, ISO 9001 and 14001 standards, and Affirmative Action initiatives.
• Maintain a safe and professional work environment.
• Perform all other duties as assigned and required.

Education and Experience Requirements:

• Minimum of 12 years of experience in sales leadership, with at least 5 years managing a team.
• Extensive experience selling into retail and/or eCommerce accounts, particularly Walmart and Sam’s Club.
• Bachelor’s degree in Sales, Marketing, or Business preferred.
• High proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook).
• Strong analytical, verbal, written, and presentation skills.
• Demonstrated financial literacy and financial management capabilities.
• Ability to travel domestically and internationally as required

What you’re getting into

Range for this position:

$150,000 - $170,000

Factors such as geographic location, academic credentials, relevant experience, and specific knowledge, skills and abilities will influence the actual salary offered. In addition to a competitive market-based salary, compensation also includes a performance-based bonus, and in addition to a full range of medical, financial, and/or other benefits. Further details can be found here.