Director of Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of and expand TFD's strategic partnership, acting as the primary contact for merchant relationships. Develop and implement the joint business plan, facilitate Top-to-Top meetings, and cultivate senior relationships across Merchandising, Walmart Connect, Site Merchandising, and Supply Chain.

• Oversee the complete annual JBP process — including growth targets, promotional calendar, KPI framework, and quarterly business reviews — ensuring that TFD meets all commitments.

• Manage the Walmart P&L— covering revenue, margin, trade, and contribution. Enhance assortment availability, velocity, and household penetration throughout the Walmart network.

• Co-manage the 360° commercial program at Walmart alongside the Director of Shopper Marketing — converting the JBP into cohesive programming across Walmart Connect media, the digital shelf, and seasonal and event activations — with shared responsibility for sell-through, household penetration, and ROI on trade and marketing investments.

• Collaborate with the Director of Customer Supply Chain to guarantee impeccable operational and supply chain performance — aligning demand forecasting and replenishment, ensuring OTIF compliance, addressing fees-and-fines, adhering to DC routing, and maintaining inventory health across the assortment.

• Direct the annual Walmart sales planning process, which includes volume forecasts, trade spend plans, and promotional calendars. Work closely with Finance, Supply Chain, and Operations to ensure the business is positioned to achieve its plans.

⛳️ Requirements

• A minimum of 8 years of retail sales experience, with at least 3 years in a Director-level or senior account management position managing Walmart or other leading national accounts, ideally in the pet, food, or other CPG sectors.

• Proficient in Walmart's core platforms.

• Demonstrated ability to negotiate complex trading agreements and achieve significant distribution and velocity improvements at scale.

• Proven experience in managing broker and agency partners to meet performance standards.

• Strong commercial insight; capable of understanding trade math, constructing and stress-testing a P&L, and utilizing data to inform decisions.

• Experience in building and leading high-performing sales teams in a growth-oriented environment; adept at hiring exceptional talent and developing their skills.

• Capable of both long-term strategic planning and short-term tactical execution; able to shift focus without losing sight of the overarching goals.

• A natural builder; thrives in creating something from the ground up and excels in dynamic, fast-paced settings.

• A dog lover.

🏝️ Benefits

• Competitive compensation and equity packages.

• Comprehensive Healthcare, Dental, and Vision coverage.

• Company-supported mental health benefits.

• 12 weeks of paid parental leave.

• Competitive 401k plan with company matching.

• Flexible Paid Time Off (PTO).

• Discounts on fresh food for your dog.

• Your pet is welcome to join video calls (and in-person meetings) — it’s a feature, not a bug.