Director, Retail Sales- Walmart (Northwest Arkansas)

Position Summary

Sunstar Americas , Inc., a member of the global Sunstar Group, is dedicated to improving overall health through better oral health. Headquartered in Schaumburg, Illinois, we believe people are the foundation of our success. We foster a collaborative, innovative and agile culture focused on delivering high-quality, innovative products to consumers and oral care professionals through our trusted GUM® brand portfolio.

We are seeking a Director of Sales – Walmart to lead one of Sunstar’s largest and most strategically important customer relationships. This individual will have end-to-end ownership of the Walmart business and will be accountable for developing and executing the customer strategy required to deliver sustainable, profitable growth.

The Director will serve as Sunstar’s primary commercial leader for Walmart, building strong customer relationships while translating Sunstar’s brand, innovation and business priorities into compelling customer strategies. This individual will also be responsible for developing opportunities to establish and grow a future business with Sam’s Club.

Success in this role requires a strategic, proactive leader who takes ownership of the business, anticipates opportunities and risks, uses data to develop recommendations, and drives cross-functional execution and results.

Key Responsibilities

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Own the Walmart business end-to-end , including customer strategy, annual planning, sales and profitability delivery, forecasting, assortment, distribution, retail execution and overall account performance.

- Develop and execute short- and long-term customer strategies that deliver profitable growth, increased distribution, improved assortment productivity and market share growth.

- Serve as Sunstar’s primary commercial leader with Walmart, building trusted relationships across merchandising, replenishment, supply chain, eCommerce and other key customer functions.

- Lead annual planning, line reviews, business reviews, innovation presentations, negotiations and other key customer meetings.

- Develop compelling, insight-based selling strategies that leverage shopper, consumer, category and financial insights to influence customer decisions and advance Sunstar’s business objectives.

- Lead the successful sell-in and execution of innovation, new item launches, modular changes, promotions and other key customer initiatives.

- Maintain a strong command of business performance, utilizing Walmart systems and data, syndicated data, POS, inventory, distribution and other relevant sources to identify trends, opportunities and risks and translate them into clear actions.

- Own the commercial forecast for Walmart, partnering closely with Demand Planning, Supply Chain and Operations to ensure forecasts reflect customer plans, POS trends, inventory, distribution, promotions and innovation.

- Proactively monitor inventory, replenishment and in-stock performance and lead appropriate actions to address issues that could affect sales, execution or the customer relationship.

- Deliver revenue, gross margin and profitability objectives while managing trade investment with strong financial discipline and evaluating investments based on ROI and strategic value.

- Act as the internal business leader for Walmart, partnering across Marketing, Customer Marketing, Category Management, Finance, Supply Chain, Demand Planning, Operations and other functions to align priorities and drive execution.

- Proactively identify business risks and opportunities, bringing forward clear recommendations and proposed solutions and driving actions through completion.

- Develop and execute a strategic approach to establishing Sunstar’s business with Sam’s Club , identifying the right portfolio, value proposition and selling opportunities to gain entry and build a sustainable business.

Qualifications

- Bachelor’s degree required; MBA or advanced business degree preferred.

- 10+ years of progressive CPG sal