VP Sales & Customer Development - Walmart Account

Well Enterprises•Bentonville, AR

About The Position

Drives the strategic leadership and has full accountability for delivering the P&L for one of Wells' top customers, Walmart. Responsible for the overall business results with the customer including share, sales, and customer contribution margin growth by developing a long-term strategic plan and executing an annual operating plan. Manages the customer relationship in a manner to achieve profitable long-term growth by gaining full understanding of customer needs, anticipating changes in the macro-environment and establishing Wells as the leader in the eyes of the customer. Leads a cross-functional team including sales, supply chain, replenishment, category management, customer development, and finance located in the Bentonville Office. Leads and champions the strategic partnership with one of Wells’ top customers, Walmart. Provides thought leadership to grow the ice cream category through collaborative Top to Top Meetings, quarterly JBP meetings, and new item/innovation launches. Manages and penetrates Walmart at all levels, develops relationships with key decision makers to influence business decisions and enable Wells to achieve its objectives. Creates the 3-5 years strategic vision and develops and executes business plans for Walmart account to achieve stable, long-term growth and profitability. Develops a thorough understanding of the market trends, omni-channel retail environment, competition and is able to articulate a unique selling proposition that positions Wells as a leader. Directs long and short-term customer marketing plans, drives omnichannel and shopper capability to accelerate sales, and builds on shopper insights and market analytics. Ownership for Walmart P&L and effectively manage to accomplish assigned financial objectives. Accountable for monthly KPI and annual KPI including in stock, fill rates, POS, Margin and other metrics as part of the Walmart monthly scorecard. Develops and manages trade fund annual plans and budgets within corporate approved boundaries to provide needed volume growth. Sell-in agreed pricing, negotiate terms and supervise execution with excellence. Develops and executes distribution and promotional strategies to enhance proper product positioning and selling and to achieve sales and profitability goals. Creates budget for assigned functional areas and ensures that the team operates within the established budget and annual business plan. Ensures that controls are maintained to measure sales spending. Develops relationships with senior management across all departments within Wells to understand needs and opportunities of the business. Partners across functions including sales, supply chain, replenishment, category management, customer development, and finance to deliver the KPIs for Walmart and for the company. Effectively leads cross-functional customer team. Builds strong, effective high-performance teams. Influences and motivates for strong performance. Improves the performance of others through coaching/feedback. Strengthens the quality of talent through assessment, selection and placing the right people in the right positions. Identifies and develops future leadership and improves overall bench strength. Consistently makes good people decisions regarding recruitment, promotion, and assessment and possesses the ability to make tough but fair decisions. #LI-LN1

Requirements

BS/BA required; MBA or equivalent degree preferred
Sales leadership experience
10+ years of CPG industry experience
Walmart account experience is required
Knowledge of the Walmart business
Category and brand knowledge
Proven track record in sales planning, forecasting and customer P&L management and solid analytical skills
Strategy development and implementation, leadership and negotiation skills
People leadership and development
Strong written and verbal communication skills
Ability to provide strategic direction in a deadline driven environment, while communicating value to the customer
Excellent executive presence that showcases poise, maturity and establishes credibility and gains trust internally and externally quickly
Persuasive leader who can influence customer with storytelling and negotiate terms towards a win-win solution
Ability to partner with cross-functional leaders and collaborate to achieve enterprise objectives
Energetic leader that is able to inspire and engage teams across all levels
Ability to oversee major projects, often time-sensitive, balancing competing priorities, working independently, and working with senior executives
Ability to drive branded growth while managing Private label business to balance growth & profitability
Foster a positive work culture while promoting high accountability & sense of ownership within team

Nice To Haves

MBA or equivalent degree preferred

Responsibilities

Delivering the P&L for Walmart
Developing a long-term strategic plan and executing an annual operating plan
Managing the customer relationship
Leading a cross-functional team
Championing the strategic partnership with Walmart
Growing the ice cream category
Managing and penetrating Walmart at all levels
Creating the 3-5 years strategic vision
Developing and executing business plans for Walmart account
Directing long and short-term customer marketing plans
Driving omnichannel and shopper capability to accelerate sales
Building on shopper insights and market analytics
Managing trade fund annual plans and budgets
Selling-in agreed pricing, negotiate terms and supervise execution
Developing and executing distribution and promotional strategies
Creating budget for assigned functional areas
Partnering across functions to deliver the KPIs for Walmart and for the company
Building strong, effective high-performance teams
Improving the performance of others through coaching/feedback
Strengthening the quality of talent through assessment, selection and placing the right people in the right positions
Identifying and developing future leadership and improves overall bench strength
Making good people decisions regarding recruitment, promotion, and assessment