Director of Sales, Walmart

The Farmer's Dog

2d

About The Position

The Director of Sales will lead The Farmer's Dog's Walmart business and build the commercial partnership to establish the company as the premium fresh food choice for Walmart shoppers nationwide. This role reports to the SVP of Retail and is responsible for the full Walmart P&L, including Walmart.com. The Director will manage the merchant relationship, drive assortment availability and velocity, and build the team and infrastructure to support a rapidly scaling business.

Requirements

• 8+ years of retail sales experience.
• At least 3 years in a Director-level or senior account management role managing Walmart or other top national accounts, preferably in pet, food, or other CPG categories.
• Proficiency across Walmart's core platforms.
• Proven ability to negotiate complex trading agreements and drive meaningful distribution and velocity gains at scale.
• Strong commercial acumen; understanding of trade math, ability to build and pressure-test a P&L, and use data to drive decisions.
• Experience building and leading high-performing sales teams in a scaling environment.
• Skilled at long-term strategic planning and short-term tactical execution.
• A builder at heart; energized by standing something up from scratch and thriving in ambiguous, fast-moving environments.
• Love dogs.

Responsibilities

• Own and grow TFD's strategic partnership with Walmart, serving as the primary merchant relationship owner.
• Build and execute the joint business plan (JBP), including growth targets, promotional calendar, KPI framework, and quarterly business reviews.
• Lead Top-to-Top meetings and develop senior relationships across Merchandising, Walmart Connect, Site Merchandising, and Supply Chain.
• Own the Walmart P&L, including revenue, margin, trade, and contribution.
• Drive assortment availability, velocity, and household penetration across the Walmart footprint.
• Co-own the 360° commercial program at Walmart with the Director of Shopper Marketing, translating the JBP into integrated programming across Walmart Connect media, the digital shelf, seasonal and event activation.
• Partner with the Director of Customer Supply Chain to ensure flawless operational and supply chain performance, including demand forecasting, replenishment, OTIF compliance, fees-and-fines mitigation, DC routing adherence, and inventory health.
• Lead the annual Walmart sales planning process, including volume forecasts, trade spend plans, and promotional calendars.
• Partner closely with Finance, Supply Chain, and Operations to ensure the business is set up to deliver against plan.
• Manage broker and agency partners to clear performance standards.

Benefits

• Market-competitive compensation and equity packages
• Comprehensive Healthcare, Dental, and Vision
• Company supported mental health benefits
• 12 week paid parental leave
• Competitive 401k plan with company match
• Flexible PTO
• Discounted fresh food for your pup
• Pet interrupting video calls (and in-person meetings) is now a feature, not a bug

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed