Director of Sales

Black Rifle Coffee Company

Director of Sales managing Walmart partnerships at Black Rifle Coffee Company. Responsible for revenue growth, market share, and cross-functional collaboration within the Consumer Products industry.

Posted 4/22/2026full-timeRemote • 🇺🇸 United StatesLeadWebsite

About the role

Key responsibilities & impact

Establishing, building, and executing annual plans for 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
Converting Annual Internal Plans into Joint Business Plans with desired partners
Assisting with the development of forecasts for Walmart & Sams
Ability to track trade spending across assigned customers
Proactively identifying gaps in plan and product offering providing solutions
Collaborating with sales and marketing cross functional partners
Taking an active role in the development of the talent on the broader Food Drug Mass Sales Team

Requirements

What you’ll need

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

Benefits

Comp & perks

Health insurance
Paid time off
Flexible working hours
Professional development opportunities

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

P&L managementtrade spending trackingforecast developmentannual operating plans (AOP)joint business plans (JBP)analytical skillsExcel

Soft Skills

presentation skillscommunication skillsinterpersonal skillsteam managementconsensus building