Walker & Company Brands, Inc.

Director of Retail Sales

Walker & Company Brands, Inc.

full-time

Posted on:

Location Type: Hybrid

Location: Atlanta • United States

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Job Level

Lead

About the role

  • 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.

Requirements

  • Bachelor’s degree required; **MBA preferred.**
  • 10+ years of sales experience in CPG, with a strong track record in retail sales planning and execution.
  • 7+ years of leadership experience within consumer products or retail-focused organizations.
  • Deep experience managing mass and specialty retail accounts; eCommerce exposure strongly preferred.
  • Proven ability to leverage data and category insights to drive business results.
  • Strong business and financial acumen, with experience managing budgets and trade spend.
  • A collaborative, team-first leader who can operate effectively in a fast-paced, resource-lean environment.
  • Ability to balance strategic leadership with hands-on execution (“builder” mindset).
  • Exceptional interpersonal skills and the ability to influence across functions and levels.
  • Strong technical proficiency with Google Suite, forecasting tools, and sales analytics platforms.
Benefits
  • Health insurance
  • 401(k) matching
  • Flexible work hours
  • Paid time off
  • Remote work options
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales forecastingdemand planningKPI reportingSKU prioritizationassortment optimizationpromotional strategiesretail mediadata analysisbudget managementtrade show strategy
Soft Skills
leadershipcollaborationinterpersonal skillsinfluencestrategic thinkingexecutionteamworkadaptabilitycommunicationproblem-solving
Certifications
Bachelor’s degreeMBA