Director of Sales (Club & Walmart)
About The Position
Kindling exists to spark the fire within—fueling everyday adventurers with snacks that are packed with protein and full of flavor. We’re here to prove that better-for-you doesn’t have to mean boring. And we’re building more than a brand—we’re building a lifestyle, a community, and a movement. We’re looking for a Director of Sales to lead and grow Kindling’s business across both Walmart and Costco. You’ll be both a strategic partner and an operational expert —building strong relationships with buyers and cross-functional teams while managing the unique demands of the club & mass channel. You’ll own the full sales process for your accounts: from item setup and forecasting to promotional strategy, packaging differentiation, and flawless in-store execution. This is a rare opportunity to help shape the next chapter of one of the most exciting new snack brands in the country—at one of the most influential channels in retail. You’ll work closely with our sales, marketing, operations, and finance teams to deliver programs that drive meaningful results and bring Kindling to millions of new households. If you love the pace and precision of a fast-growing startup, thrive on building meaningful partnerships, and want to help grow a brand that fuels everyday adventure, you’ll feel right at home around our campfire.
Requirements
- 7+ years of account management or customer-facing sales experience, ideally in CPG.
- Proven track record managing retail accounts and driving sales growth.
- Experience securing new items, improving velocity, and managing trade spend.
- Strong skills in forecasting, planning, and understanding retail margins.
- Excellent relationship-building with buyers and cross-functional partners.
- Comfortable analyzing sales data and using tools like Excel/Sheets and retailer portals.
- Clear communicator with fast follow-up and strong organizational skills.
- Self-starter who thrives in a fast-moving, entrepreneurial environment.
Nice To Haves
- Experience with major retailers (Costco, Sam’s, Walmart, Target, Kroger, etc.).
- Startup or emerging brand background.
- Familiarity with shopper marketing, brokers, or syndicated data (Nielsen, IRI, SPINS).
- Bachelor’s degree or equivalent experience.
Responsibilities
- Drive Club & Walmart Growth & Distribution Expansion
- Build and execute strategic account plans that expand Kindling’s footprint.
- Secure new item authorizations, successfully launch and rotate items, and grow overall volume and velocity within existing clubs.
- Strengthen Retailer Partnerships
- Develop deep, collaborative relationships with club buyers and merchant teams to drive long-term category growth.
- Lead business reviews and planning sessions to align on innovation strategy, pack differentiation, demo programs, and promotional execution.
- Deliver Sales Excellence & Profitability
- Manage trade and demo budgets, forecast accurately, and deliver strong ROI on promotional investments.
- Partner cross-functionally with marketing, operations, and finance to ensure on-time production, flawless execution, and profitable growth across the club channel.
- Lead key accounts
- Own day-to-day relationships with club buyers and merchant teams to drive mutual growth and build long-term partnerships.
- Build smart, channel-specific business plans
- Develop annual and quarterly strategies that expand distribution, optimize pack architecture, and maximize rotation and demo success.
- Deliver flawless execution
- Manage item setup, promotional calendars, demos, and operational timelines to ensure every program launches smoothly and delivers results.
- Forecast and manage performance
- Own sales forecasting, trade and demo budgets, and promotional ROI to deliver sustained, profitable growth within the club channel.
- Collaborate cross-functionally
- Partner closely with marketing, operations, and finance to align on innovation, supply, and execution—ensuring Kindling is ready for every opportunity.
- Champion the Kindling brand at club
- Represent our mission and products with enthusiasm, helping both buyers and members experience the spark that fuels our brand.
Benefits
- Health, Dental, and Vision Insurance
- Unlimited PTO + generous holidays
- Competitive parental leave (family-first, always)
- Tons of snacks, real talk, and laughter
- A career you’ll be proud of and a team that feels like family
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
Associate degree
