Director of Sales, Walmart & Sam's Club

September 25, 2026

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Director of Sales, Walmart & Sam’s Club Location: Minneapolis, MN or Bentonville, AKReports to: Chief Revenue OfficerChannel: Walmart & Sam’s ClubCategories: Toys, Games, & Consumer Products Role Overview Publisher Services Inc. (PSi) is seeking an experienced, commercially driven Director of Sales to lead our Walmart and Sam’s Club business across a diverse portfolio of consumer brands. This role will serve as the senior commercial leader for the channel, with responsibility for revenue growth, profitability, assortment strategy, retailer relationships, forecasting, promotional planning, and overall account performance. The ideal candidate combines deep Walmart expertise with strong commercial instincts and an entrepreneurial approach to growing a business. This individual should be equally comfortable presenting a strategic growth plan to senior Walmart merchants, analyzing item-level POS and profitability, negotiating a promotional program, identifying an assortment opportunity, and driving cross-functional execution internally. PSi represents a broad portfolio of established and emerging brands. Success requires the ability to understand each brand's objectives, identify where those products can win within Walmart and Sam’s Club, and translate those opportunities into sustainable, profitable growth. This is a highly visible leadership position for someone who wants meaningful ownership of a major retail business and the opportunity to shape how PSi and our brand partners grow with one of the world's largest retailers. Key Responsibilities Walmart & Sam’s Club Leadership<ul><li>Own the overall commercial strategy and business performance for Walmart and Sam’s Club across PSi's portfolio of brands.</li><li>Serve as PSi's senior relationship leader with Walmart and Sam’s Club merchants, buyers, replenishment teams, category leaders, and other key stakeholders.</li><li>Develop strong, trusted retailer relationships and establish PSi as a strategic, responsive, insight-driven partner.</li><li>Lead annual planning, line reviews, Joint Business Planning, category reviews, modular discussions, and other strategic retailer meetings.</li><li>Maintain a deep understanding of Walmart and Sam’s Club strategies, organizational priorities, merchandising initiatives, operating requirements, and evolving opportunities.</li><li>Represent PSi and our brand partners with professionalism, credibility, urgency, and strong merchandising authority.</li></ul>Revenue Growth & Commercial Strategy<ul><li>Own channel performance against revenue, gross margin, profitability, distribution, market share, inventory, and operational targets.</li><li>Develop annual and long-range account plans identifying opportunities across assortment, distribution, innovation, pricing, promotions, merchandising, and omnichannel.</li><li>Identify opportunities to expand existing brands, introduce new brands, secure incremental distribution, and increase productivity within existing assortments.</li><li>Develop compelling sell-in stories using consumer, category, POS, competitive, and retailer insights.</li><li>Build strategies around new product launches, seasonal programs, exclusives, promotional events, and retailer-specific opportunities.</li><li>Continuously evaluate the portfolio to identify growth opportunities, assortment gaps, underperforming items, and potential discontinuations.</li></ul>P&L, Pricing & Profitability<ul><li>Maintain ownership and visibility to the economics of the Walmart and Sam’s Club businesses.</li><li>Evaluate opportunities using revenue, gross margin, landed cost, trade investment, markdown exposure, freight, allowances, promotional funding, and other relevant costs.</li><li>Lead customer negotiations involving pricing, costs, promotional investment, markdowns, allowances, terms, and other commercial programs.</li><li>Ensure customer commitments are financially sound, internally aligned, and appropriately approved before execution.</li><li>Partner closely with Finance and Brand Management to establish clear profitability expectations by brand, item, and program.</li><li>Balance topline growth with sustainable margin, inventory productivity, and long-term brand health.</li></ul>Category, Assortment & Insights<ul><li>Develop a deep understanding of Walmart and Sam’s Club category performance, consumer behavior, competitive dynamics, pricing architecture, and assortment trends.</li><li>Leverage Walmart Luminate, Retail Link, POS, inventory, market data, and internal BI tools to identify actionable opportunities and risks.</li><li>Translate data into clear commercial recommendations rather than simply reporting performance.</li><li>Build compelling assortment and category stories that demonstrate how PSi's brands can drive incremental category growth.</li><li>Identify whitespace opportunities across price points, product segments, consumer needs, seasonal moments, and emerging trends.</li><li>Monitor competitor assortment, pricing, promotions, innovation, distribution, and market activity..</li></ul>Forecasting, Replenishment & Operational Excellence<ul><li>Partner closely with Planning, Operations, Customer Service, and Supply Chain to maximize in-stock performance and inventory productivity.</li><li>Maintain visibility to POS trends, weeks of supply, forecasts, replenishment, purchase orders, inventory positions, and potential out-of-stock or excess-inventory risks.</li><li>Ensure new item setup, forecasts, inventory, content, compliance requirements, and operational dependencies are completed ahead of launches.</li><li>Proactively identify risks that could impact sales, service levels, retailer relationships, or profitability and drive them through resolution.</li><li>Establish strong operating rhythms and accountability across the cross-functional Walmart team.</li><li>Support forecast development incorporating POS trends, seasonality, promotions, distribution changes, new launches, and retailer activity.</li></ul> Promotions & Retailer Programs<ul><li>Develop strategic promotional plans that generate incremental, profitable growth.</li><li>Evaluate promotional programs based on expected baseline sales, incremental lift, retailer economics, brand economics, funding requirements, and ROI.</li><li>Lead planning around rollbacks, markdowns, seasonal events, displays, features, exclusives, digital programs, and other retailer initiatives.</li><li>Partner with brand teams to secure appropriate support and ensure alignment before commercial commitments are made.</li><li>Conduct post-event analysis and use learnings to improve future programs.</li></ul>Brand Partner Leadership<ul><li>Serve as a senior commercial advisor to PSi's brand partners regarding Walmart and Sam's Club strategy, opportunities, and performance.</li><li>Develop a strong understanding of each partner's portfolio, economics, growth objectives, launch calendar, and retail priorities.</li><li>Translate retailer insights and performance into clear, actionable recommendations for brand partners.</li><li>Communicate opportunities, risks, investment requirements, and decisions proactively and transparently.</li><li>Build trust through strong retailer relationships, commercial judgment, disciplined execution, and measurable results.</li></ul> Required Skills & Experience<ul><li>7+ years of progressive experience in Walmart sales, national accounts, customer development, category management, or consumer-products sales.</li><li>Demonstrated success developing and presenting retailer sell-in stories that have resulted in new distribution, incremental assortment, successful launches, or expanded programs at Walmart.</li><li>Demonstrated success owning and growing a meaningful Walmart or major national-retail business.</li><li>Strong understanding of Walmart's commercial and operational environment, including assortment, modulars, line reviews, replenishment, promotions, pricing, inventory, and retailer performance metrics.</li><li>Experience with Walmart Luminate, Retail Link, and Walmart reporting/analytics tools.</li><li>Strong P&L and financial acumen with demonstrated ability to evaluate pricing, margin, trade investment, promotions, markdown exposure, and customer profitability.</li><li>Proven ability to use POS, inventory, consumer, category, and competitive data to develop compelling customer strategies and selling stories.</li><li>Experience developing annual business plans, customer strategies, forecasts, promotional calendars, and new-product launch plans.</li><li>Demonstrated success negotiating with major retailers.</li><li>Strong understanding of forecasting, replenishment, inventory management, and retail supply-chain fundamentals.</li><li>Experience leading teams and influencing cross-functional organizations.</li><li>Exceptional communication, presentation, negotiation, and relationship-building skills.</li><li>Strong executive presence and ability to effectively engage retailer leadership, brand partners, and senior executives.</li><li>Proven ability to identify problems, establish action plans, and drive issues through resolution.</li><li>Highly accountable, resourceful, and comfortable operating in a fast-moving, entrepreneurial environment.</li><li>Bachelor's degree in Business, Marketing, Sales, or a related field preferred.</li></ul> What Success Looks LikeThe successful Director of Sales will build a Walmart and Sam’s Club business that is growing faster, operating more predictably, and generating stronger returns for both PSi and our brand partners. They will establish strong relationships with Walmart, identify opportunities before they become obvious, bring insight-driven recommendations to both the retailer and our brands, and create disciplined processes that turn opportunities into execution. Most importantly, this leader will operate with a strong sense of ownership. They will understand the details of the business while maintaining a strategic view of where it can go next.

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