Director of Sales - Walmart

Black Rifle Coffee Company

1d•Onsite

About The Position

Black Rifle Coffee Company is a veteran-founded company dedicated to serving premium, fresh-roasted coffee to people who love America. The company fosters a culture of integrity, love, innovation, and radical transparency, committed to providing quality coffee and giving back to the veteran and first responder communities. The Director of Sales - Walmart is responsible for establishing and delivering significant physical availability, net revenue, and market share growth with Walmart Inc., a critical retail partner. This role involves building strong relationships with Walmart and internal cross-functional partners, with accountabilities including budgetary management and profitable business expansion through net revenue, gross margin, market share, merchandising, and distribution targets.

Requirements

5-7+ years of relevant Food, Drug, Mass and Walmart specific Channel experience in sales and management within the Consumer Products industry
A proven track record of building and accelerating successful businesses in FDM customers directly or through a Broker Partner
A strong understanding of a customer P&L and the levers available to improve financial performance for BRCC
Ability to develop internal plans (AOP) and External Plans (JBP) that deliver on BRCC and Customer objectives
2 + years of People or Team Management in Consumer Products industry
Strong presentation skills, with the proven ability to build consensus among diverse stakeholders; Exceptional communication skills, both written and verbal
Strong computer and analytical skills; mid-level excel skills required
Experience negotiating and executing customer agreements required
Strong interpersonal skills, with the intuitive ability to work effectively with various personality types
Bachelor’s Degree required

Responsibilities

Establishing, building, and executing annual plans for these critical Grocery Partners to ensure delivery of Net Revenue Growth, Distribution and Market Share objectives.
Organizing sales resources, translating BRCC opportunity into Customer specific category growth plans, leveraging the retailer’s strategy.
Managing top to top relationships with Walmart and Sams, which deliver customer satisfaction, and foster an environment to achieve mutual business plans and growth objectives enabling BRCC to be a trusted growth partner.
Convert Annual Internal Plans into a Joint Business Plans with desired partners, motivating cross-functional resources to support execution and delivery against business targets.
Create a multi-year vision for future growth.
Assist with the development of forecast for Walmart & Sams, and provide input into new product concepts, new product launch forecasts, ongoing replenishment forecasts, competitive landscape, and overall brand plans.
Ability to track trade spending across assigned customers.
Proactively Identify “gaps” in plan and product offering providing solutions to close gaps in a timely manner.
Collaborating with sales and marketing cross functional partners to provide critical customer input into the business around development of marketing strategies and activity sets.
Provide leadership with a clear and concise view of the business and roadmap for future growth.
Take an active role in the development of the talent on the broader Food Drug Mass Sales Team.
Productively influence cross functionally.
Create and implement new and/or innovative ways to sell, merchandise and market our products and thrive in a fast-paced environment with a great deal of freedom and a high sense of responsibility.
Exhibiting BRCC Core Values is a must.