Walker & Company Brands, Inc.

Sales

• Own and deliver annual retail sales targets, including net sales, profitability, and share growth.
• Develop and execute customer-specific growth strategies and multi-year account roadmaps.
• Lead all aspects of key retailer relationships, including joint business planning, line reviews, and performance reviews.
• Serve as the primary commercial lead in retailer meetings and negotiations.
• Identify opportunities to expand distribution, improve placement, and accelerate sell-through.
• Own retail sales forecasting and demand planning in partnership with Finance and Supply Chain.
• Manage weekly and monthly sales forecasts, identifying risks and opportunities, and adjusting plans accordingly.
• Own monthly and quarterly KPI reporting by account, translating data into insights and actions.
• Ensure accurate forecasting and alignment between shipment plans, promotional activity, and financial targets.
• Own the retail **4Ps** across assigned accounts:
• **Product:** Partner with Brand and Product teams on SKU prioritization, assortment optimization, and innovation launches.
• **Price:** Monitor pricing monthly to ensure MAP compliance and evaluate pricing actions annually.
• **Promotion:** Plan and manage promotional strategies that drive growth while staying within trade budget targets.
• **Placement:** Develop and recommend in-store and online placement strategies to retail partners. Partner with Finance to manage trade spend, evaluate promotional effectiveness, and optimize ROI.
• Partner closely with the Director of eCommerce to drive total brand revenue across brick-and-mortar and digital channels.
• Align on shared topline goals, forecasting assumptions, and growth priorities to ensure consistency across channels.
• Collaborate on omnichannel strategies, including product launches, promotions, pricing alignment, and retail media.
• Share insights on consumer behavior, retailer performance, and demand trends to inform channel-specific and enterprise-wide decisions.
• Ensure retail and eCommerce plans are mutually reinforcing and do not create channel conflict or market disruption.
• Represent Sales in cross-functional forums, ensuring alignment across Marketing, Finance, Supply Chain, and Product Development.
• Provide customer input into go-to-market plans, including launches, packaging, pricing, and spend deployment.
• Collaborate with Marketing on retail programming, merchandising strategies, and sell-through plans.
• Support training and enablement of field and retail sales partners to ensure strong in-store execution.
• Generate ideas to increase brand awareness, trial, and repeat purchase through sampling, events, and retail initiatives.
• Monitor market trends, competitive dynamics, and category insights to inform strategy.
• Analyze customer-specific, syndicated, and panel data to build compelling selling stories and growth narratives.
• Own trade show strategy as it relates to sales objectives and customer engagement.

Director of Retail Sales