Director, Mass and Club (Walmart &Target)

Liquid Death • Bentonville, AR

309d • $159,000 - $199,000 • Remote

About The Position

As one of the fastest growing non-alcoholic beverage brands, Liquid Death uses comedy and entertainment to make health and sustainability 50 times more fun. We take the healthiest things you can drink and package it into infinitely recyclable cans that compete with the fun marketing of unhealthy brands across energy drinks, beer, and junk food. Our product lines include mountain water, sparkling mountain water, sparkling flavored water, iced tea, and our hydration sticks, Death Dust. A portion of Liquid Death's proceeds goes to nonprofits who are helping fight plastic pollution and bring clean drinking water to those in need. This Director, Mass and Club (Walmart & Target) will be responsible for developing and executing strategic sales plans to achieve and exceed sales targets within Walmart and our top Mass and Club national accounts. This role requires a disciplined and strategic leader with a proven track record of success in these specific channels. The ideal candidate will possess a deep knowledge of Walmart, Mass and Club unique systems, culture, and processes. This role is responsible for building strong customer relationships, driving profitable growth, and leading a high-performing team. The ideal candidate will possess exceptional negotiation skills, a deep understanding of the beverage industry, and a passion for delivering outstanding results.

Requirements

• Bachelor's Degree in Business Administration, Marketing or related field preferred
• 10+ years of relatable channel sales leadership experience in a Mass in Club in the CPG industry with a focus on Walmart and Target retailers where P&L management and trade budget and spend was required
• Experience in DSD, Broadline distribution, and alternative routes to market preferred
• Previous experience with syndicated data i.e. IRI (Nielsen), Spins, Circana required
• Excellent negotiator, & influencer, and storyteller
• Advanced analytical and problem-solving skills including experience
• Deep understanding of joint business plan (JBP) processes and call planning
• Curious. Forward thinker. Self-starter. Owner mentality
• Ability to work with cross functional teams across organizations to achieve results
• Deep comfort with joining a high growth start up environment where a high degree of ambiguity and adaptability to flex to market dynamics are critical
• Strong analytical and problem-solving skills
• Proficiency with Microsoft Office Suite (Excel, Word, and PowerPoint) and Google Suite (Sheets, Docs, Slides)
• Must have a valid driver's license & clean motor vehicle record (MVR): with no major violations
• Safely operate personal vehicle to fulfill work-related duties; this position involves driving a personal vehicle for work-related purposes
• Willingness to travel up to 30%

Nice To Haves

• Experience in DSD, Broadline distribution, and alternative routes to market preferred

Responsibilities

• Possess in-depth knowledge of Walmart, Mass and Club merchandising strategies, category reviews, modular planning, and go-to-market processes
• Collaborate with internal teams to develop internal routines and execute company sales objectives. Provide strategic insight, analyze data to be used in decision making and presenting to stakeholders
• Develop and execute strategic sales plans, Joint Business Plans (JBPs), and call plans for top national accounts, ensuring alignment with Liquid Death objectives and customer needs
• Negotiate customer agreements, manage the P&L to ensure delivery against top-line and bottom-line targets
• Ensure optimal in-store execution, including Planogram (POG) compliance, promotional activity, and display execution
• Assess business needs through leveraging data and insights and developing compelling, fact-based narratives that resonate with customers to drive decision-making while identifying critical issues, and developing effective strategies for resolution
• Provide effective leadership and mentorship to the national accounts team, fostering a culture of high performance and collaboration
• Deliver quarterly business plans

Benefits

• Blue Shield medical plans with HMO (CA Only), PPO, and HDHP options (including an HSA)
• FSA and Dependent Care FSA
• Guardian dental and vision coverage
• UNUM packages include life insurance, AD&D, disability benefits, and employee-paid options like accident, hospitalization, and critical illness coverage
• 100% match of Empower Retirement contributions up to 4% after just three months
• Student Loan Retirement Match
• Wellness perks, including Headspace, ClassPass memberships, and a robust EAP
• SNOO Bassinets for little ones
• Nationwide pet insurance
• 17 paid holidays
• Flex PTO
• Travel assistance

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree