Director, Sales - Walmart

At Petmate, we create trusted, purpose-driven products for pets and the people who love them. With a portfolio of standout brands like Chuckit!, Petmate, Quirky Kitty, and Vittles Vault, we serve pet parents across the country through major retailers and omnichannel partners. We’re passionate about innovation, growth, and delivering joyful experiences in a fast-paced, pet-loving culture.

 POSITION SUMMARY: 

The Director of Sales – Walmart/Sam’s is responsible for stabilizing, transforming, and accelerating Petmate’s business at Walmart with a particular focus on e-commerce/omni channel acceleration. This role will lead a commercial transformation strengthening core fundamentals such as assortment clarity, pricing, promotional discipline, and forecast accuracy—while unlocking significant long-term growth potential across high-velocity retail environments and accelerating key brands.

 This leader will have full P&L accountability and serve as the senior commercial leader for Walmart, balancing near-term correction and execution with longer-term portfolio, innovation, and scale opportunities. Success requires a hands-on leader who can diagnose issues quickly, live in the details of the business, make decisive trade-offs, and build a clear path to sustainable, profitable growth.

 This position will be required to work in the Bentonville, AR office

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Channel & Customer Leadership 

• Own and grow a multi-channel Walmart environment (e-com, omni, stores, club) with a focus on growing distribution of Petmate brands and increasing sales on private label products.
• Lead line reviews, assortment strategies, pricing architecture, and promotional planning aligned to customer and Petmate objectives
• Identify whitespace opportunities across distribution, innovation, secondary placement, and merchandising
• Navigate high-volume, fast-turn retail dynamics with disciplined execution

 P&L Accountability & Financial Management

• Accountable for overall financial performance for total Walmart.
• Drive top-line growth while managing gross margin, trade spend, and operating expenses 
• Develop and manage annual operating plans (AOP), forecasts, and long-range growth plans 
• Evaluate ROI on promotions, investments, and customer programs to ensure profitable growth
• Identify and address performance gaps in distribution, execution, and forecast accuracy
• Simplify complexity and establish clear priorities across customers and channels
• Drive discipline around AOP delivery, promotional ROI, and margin management

 Strategy & Execution

• Develop and execute channel-specific strategies in collaboration with the Petmate Channel Marketing team and the Petmate Business Intelligence team, reflecting customer needs and consumption behavior
• Translate enterprise objectives into actionable, executable plans
• Champion innovation launches with disciplined execution from sell-in to shelf

 Cross-Functional Leadership

•  Act as a key voice for the channel in enterprise planning, S&OP, and innovation discussions 
• Align with Supply Chain and Finance on forecasting, budgeting, and performance tracking 
• Collaborate with Supply Chain to ensure service, inventory health, and readiness for promotions and resets 

 QUALIFICATIONS AND REQUIREMENTS:

• 10+ years of progressive experience in Sales, Account Management, or Commercial Leadership 
• Proven experience leading a Walmart business with strong focus on omni-channel and e-commerce excellence
• Demonstrated P&L ownership and strong financial acumen 
• Experience leading and developing teams 
• Strong negotiation, presentation, and executive-level communication skills 

Preferred: 

• Experience with Walmart / Walmart.com, Dollar, Drug, Mass, Club, or Grocery retail channels
• Strong understanding of high-velocity retail and promotion strategy
• Strong e-commerce experience
• Experience leading line reviews and navigating complex resets
• Background in consumer-packaged goods (CPG/FMCG), pet, or adjacent consumer categories
• Experience working cross-functionally in a matrixed organization

Success in This Role Looks Like:

• Stabilized performance and improved predictability within the first 6–12 months
• Well defined omni-channel multi-brand growth strategy presented within first 12 months.
• Improved net sales, gross margin, trade effectiveness, and forecast accuracy
• Renewed customer confidence and stronger line review outcomes
• A business positioned to scale meaningfully and profitably over the next 2–3 years

 Petmate is an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, veteran status, or any other characteristic protected by law.