Sr Sales Manager, (Walmart/Sam's Club)

American Exchange Group•Bentonville, AK

About The Position

About Us AX Beauty is the beauty division of American Exchange Group, dedicated to creating and curating innovative, trend-driven beauty products that resonate with today’s diverse consumers. With a portfolio of owned and licensed brands, we bring a fashion-forward, retail-savvy approach to the beauty space—merging industry insight with bold creativity and smart strategy. At our corporate headquarters, the AX Beauty team is made up of passionate professionals across product development, marketing, sales, and operations. We collaborate closely to build brands that are both meaningful and marketable—always with an eye on quality, performance, and consumer relevance. This is a fast-paced, entrepreneurial environment where ideas move quickly from concept to shelf. If you're energized by innovation, thrive in a collaborative culture, and want to be part of shaping what’s next in beauty, AX Beauty is the place to grow your career. Visit our website at https://axbeauty.com/ Position Summary The Sr Sales Manager – Strategic Retail Accounts is responsible for leading the commercial strategy, growth, and full P&L ownership of key retail partnerships including Walmart, Sam’s Club, and Costco. This role serves as the primary strategic leader for these accounts, driving revenue growth, category expansion, and long-term retail partnerships. The Sr Sales Manager will develop and execute account strategies that expand distribution, accelerate velocity, and position the company as a category leader within the beauty and personal care space. This role requires a highly strategic sales leader who combines strong retailer relationships with analytical rigor, operational discipline, and the ability to influence cross-functional teams. This individual will work closely with brand, marketing, operations, supply chain, and product development teams to bring new innovations to market and ensure flawless execution across all retailer programs. The ideal candidate has deep experience managing Walmart, Sam’s Club, and/or other Club and Mass accounts within the beauty or personal care industry and brings a proven track record of driving significant retail growth, managing trade investments, and maintaining strong profitability across large national retail accounts.

Requirements

Bachelor’s degree in Business, Marketing, Analytics, or related field, or a combination of Education and Relevant Experience
Minimum of 8 years in 8–12 years of sales experience in consumer-packaged goods, preferably within beauty or personal care.
Proven experience managing Walmart, Sam’s Club, Costco, or other large national retailers.
Demonstrated success driving revenue growth and category expansion within major retail accounts.
Experience managing account-level P&L performance including promotional investment, dilution budgets, and trade spend optimization.
Strong experience leading line reviews, retailer presentations, and strategic account negotiations.
Advanced analytical skills with the ability to translate data into actionable business strategies.
Strong cross-functional leadership and collaboration skills.

Nice To Haves

Exceptional communication skills with the ability to deliver clear, concise, and efficient communication across internal teams and retail partners.
Strong executive presentation & storytelling abilities
Strategic thinking with a strong commercial mindset
Highly analytical with the ability to leverage data to influence decisions.
Strong financial acumen with the ability to manage marketing and merchandising investments and dilution budgets.
Strong relationship building and negotiation capabilities
Excellent organization and project management skills
Ability to operate effectively in a fast paced, entrepreneurial environment.

Responsibilities

Own the full P&L responsibility for Walmart, Sam’s Club, and Costco accounts including revenue, margin performance, promotional investment, and overall profitability.
Develop and execute long-term strategic growth plans for each account aligned with company objectives.
Manage and monitor account-level dilution budgets, including promotional spend, markdown allowances, and retailer program investments.
Ensure promotional strategies and retailer investments align with budget targets and profitability goals.
Track actual dilution and trade spend against planned budgets and proactively identify risks or opportunities.
Work cross-functionally with finance and leadership to ensure sales growth strategies support margin targets and financial objectives.
Lead negotiations related to assortment, pricing, promotions, and retailer programs.
Establish the company as a strategic partner and category leader within each retailer.
Build and maintain strong relationships with merchants, category managers, and cross-functional retailer teams.
Serve as the primary point of contact for all retailer communication and partnership initiatives.
Lead preparation and delivery of line reviews, business reviews, and strategic presentations.
Represent the company in retailer meetings and drive alignment on growth initiatives. Serve as the primary point of contact for all retailer communication and partnership initiatives.
Ensure all retailer requirements and compliance processes are executed accurately and on time. Oversee item setup, retailer documentation, forms, and portal management.
Maintain clear visibility on program timelines, promotional calendars, and launch execution.
Analyze POS data, retailer scorecards, and internal sales reporting to drive informed business decisions.
Monitor and evaluate trade spend effectiveness, promotional ROI, and dilution impact on account profitability.
Track performance against revenue, margin, and dilution targets and provide regular business updates to leadership.
Identify trends, risks, and opportunities to optimize assortment, promotions, and category performance.
Develop business insights that support retailer recommendations and internal strategic planning.
Collaborate closely with brand, marketing, product development, finance, and operations teams.
Ensure clear and efficient communication across internal stakeholders and retailer partners.
Lead internal planning and preparation for retailer meetings, presentations, and product launches.
Provide leadership with regular updates on account performance, growth opportunities, and category insights.

Benefits

Comprehensive Health & Wellness Benefits, including medical, dental, vision, and supplemental insurance
401(k) Retirement Savings Plan with company match
Generous Paid Time Off (PTO) and paid holidays
Half Day Fridays with shortened hours during both Summer and Winter seasons
Health Savings Account (HSA)
Flexible Spending Account (FSA)
Exclusive employee merchandise discounts

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