Director of Sales, Walmart

Dole Packaged Foods • Bentonville, AR

53d • Onsite

About The Position

Dole Packaged Foods is a purpose-led organization focused on accessible fruit nutrition and building a brighter future. The company fosters a respectful, inclusive culture that values colleagues, customers, and global communities, striving for excellence and empowering employees to overcome challenges and achieve world-class results. Integrity and collaboration are key values, driving positivity, generosity, and teamwork towards the 'One Dole Purpose'. The Director, Walmart is responsible for leading Dole Packaged Foods' strategic partnership with Walmart and Walmart.com, aiming to drive sustainable sales growth, profitability, category leadership, and long-term business development. This executive role serves as the primary relationship owner with Walmart, developing and executing customer strategies aligned with Dole's priorities and maximizing omnichannel growth. The Director will lead cross-functional teams to deliver superior customer outcomes, strengthen partnerships, and achieve business objectives. This role is home-office based in or around the Bentonville, Rogers or Fayetteville, AR area.

Requirements

• 10+ years’ experience direct selling to Walmart, or supporting Customer Strategy or Brand Growth experience, preferably within consumer products and across multiple brands, including growing total omni business
• Demonstrated success leading large, complex customer businesses with direct responsibility for revenue and profitability.
• Proven capability building and maintaining executive-level customer relationships.
• Strong financial acumen with experience managing customer P&Ls, trade investment, pricing, and profitability initiatives.
• Experience leading cross-functional teams and influencing stakeholders without direct authority.
• Advanced knowledge of Walmart systems, Retail Link, syndicated data, category management, and omnichannel retail strategies.
• Strong negotiation, communication, presentation, and strategic planning skills.
• Experience coaching and developing talent preferred.
• Self-starter who proactively identifies business risks & opportunities with the ability to understand financials & the P&L
• Detail-oriented. Strong organization skills and ability to manage processes effectively
• Understanding and ability to analyze data, develop fact-based recommendations, and create & deliver strong presentations across functions & levels, internally and externally
• Experience with forecasting software and trade funds management systems
• Comfortable public speaking, delivering effective customer presentations & negotiating
• Experience in CPG industry strongly preferred
• Bachelor’s degree in Business, Marketing, or other degree with appropriate work experience is required.

Nice To Haves

• MBA preferred.

Responsibilities

• Lead Strategic Customer Growth: Develop and execute the annual and multi-year Walmart business strategy, aligning customer objectives with Dole's enterprise growth priorities. Own Walmart omnichannel sales performance, including revenue, profit, market share, distribution, and innovation metrics. Identify and capitalize on emerging opportunities across in-store, eCommerce, omnichannel, and supply chain initiatives. Lead annual business planning, Joint Business Planning (JBP), and long-range strategic planning processes.
• Executive Customer Leadership: Establish and maintain senior-level relationships with Walmart merchants, replenishment, eCommerce, supply chain, and executive leadership teams. Serve as the primary escalation point for strategic customer opportunities and business challenges. Influence customer decision-making through fact-based recommendations, category insights, and strategic business solutions. Represent Dole in executive-level customer meetings, negotiations, and planning sessions.
• Deliver Financial Performance: Own customer P&L performance, delivering volume, revenue, profitability, market share, and trade investment objectives. Lead pricing strategy, promotional optimization, assortment decisions, and investment allocation to maximize ROI. Manage forecasting accuracy and business planning processes to ensure achievement of financial commitments. Evaluate and recommend strategic investments that drive sustainable growth.
• Lead Cross-Functional Business Execution: Direct cross-functional teams across Customer Strategy, Category Management, Marketing, Supply Chain, Finance, Revenue Growth Management, and Demand Planning. Champion customer priorities internally while balancing broader organizational goals and profitability objectives. Ensure effective execution of innovation launches, assortment expansions, supply chain initiatives, and merchandising programs. Lead the development of compelling customer selling stories utilizing syndicated, shopper, and omnichannel data.
• People & Organizational Leadership: Manage, coach, develop, and mentor Account Managers and/or Regional Sales Managers as assigned. Foster a high-performance, collaborative culture focused on accountability, development, and business growth. Contribute to succession planning and talent development initiatives within the sales organization. Lead by example through strong business acumen, integrity, and execution excellence. Other duties as assigned.

Benefits

• Consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

What This Job Offers

• Job Type: Full-time
• Career Level: Director