Director of Sales

The Farmer's Dog

Director of Sales managing Walmart partnership to position The Farmer's Dog as a premium choice. Responsible for P&L, merchandising, and building strategic relationships.

Posted 6/1/2026full-timeRemote • 🇺🇸 United StatesLeadWebsite

About the role

Key responsibilities & impact

Own and grow TFD's strategic partnership, serving as the primary merchant relationship owner. Build and execute the joint business plan, lead Top-to-Top meetings, and develop senior relationships across Merchandising, Walmart Connect, Site Merchandising, and Supply Chain.
Lead the annual JBP end-to-end — growth targets,, promotional calendar, KPI framework, and quarterly business reviews — and ensure TFD delivers against every commitment.
Own the Walmart P&L— revenue, margin, trade, and contribution. Drive assortment availability, velocity, and household penetration across the Walmart footprint.
Co-own the 360° commercial program at Walmart in partnership with the Director of Shopper Marketing — translating the JBP into integrated programming across Walmart Connect media, the digital shelf, seasonal and event activation — with shared accountability for sell-through, household penetration, and ROI on trade and marketing investment.
Partner with the Director of Customer Supply Chain to ensure flawless operational and supply chain performance — aligned demand forecasting and replenishment, OTIF compliance, fees-and-fines mitigation, DC routing adherence, and inventory health across the assortment.
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.

Requirements

What you’ll need

8+ years of retail sales experience with 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.
Track record of managing broker and agency partners to clear performance standards.
Strong commercial acumen; you understand trade math, can 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; you know how to hire great people and develop them.
Equally skilled at long-term strategic planning and short-term tactical execution; you can zoom in and out and hold both without losing the thread.
A builder at heart; you're energized by standing something up from scratch and thrive in ambiguous, fast-moving environments.
You love dogs.

Benefits

Comp & perks

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
Your pet interrupting video calls (and in-person meetings) is now a feature, not a bug

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

retail salesP&L managementtrade mathdata analysisnegotiationbusiness planningKPI frameworkforecastingpromotional planningsupply chain management

Soft Skills

commercial acumenleadershipstrategic planningtactical executionteam buildingrelationship managementproblem-solvingadaptabilitycommunicationcollaboration