VP Sales & Customer Development - Walmart Account

Drives the strategic leadership and has full accountability for delivering the P&L for one of Wells' top customers, Walmart.  Responsible for the overall business results with the customer including share, sales, and customer contribution margin growth by developing a long-term strategic plan and executing an annual operating plan.  Manages the customer relationship in a manner to achieve profitable long-term growth by gaining full understanding of customer needs, anticipating changes in the macro-environment and establishing Wells as the leader in the eyes of the customer.  Leads a cross-functional team including sales, supply chain, replenishment, category management, customer development, and finance located in the Bentonville Office.

• Leads and champions the strategic partnership with one of Wells’ top customers, Walmart. Provides thought leadership to grow the ice cream category through collaborative Top to Top Meetings, quarterly JBP meetings, and new item/innovation launches.  Manages and penetrates Walmart at all levels, develops relationships with key decision makers to influence business decisions and enable Wells to achieve its objectives. 
• Creates the 3-5 years strategic vision and develops and executes business plans for Walmart account to achieve stable, long-term growth and profitability.  Develops a thorough understanding of the market trends, omni-channel retail environment, competition and is able to articulate a unique selling proposition that positions Wells as a leader. Directs long and short-term customer marketing plans, drives omnichannel and shopper capability to accelerate sales, and builds on shopper insights and market analytics. 
• Ownership for Walmart P&L and effectively manage to accomplish assigned financial objectives.  Accountable for monthly KPI and annual KPI including in stock, fill rates, POS, Margin and other metrics as part of the Walmart monthly scorecard.
• Develops and manages trade fund annual plans and budgets within corporate approved boundaries to provide needed volume growth.  Sell-in agreed pricing, negotiate terms and supervise execution with excellence.  Develops and executes distribution and promotional strategies to enhance proper product positioning and selling and to achieve sales and profitability goals.
• Creates budget for assigned functional areas and ensures that the team operates within the established budget and annual business plan.  Ensures that controls are maintained to measure sales spending.
• Develops relationships with senior management across all departments within Wells to understand needs and opportunities of the business. 
• Partners across functions including sales, supply chain, replenishment, category management, customer development, and finance to deliver the KPIs for Walmart and for the company.
• Effectively leads cross-functional customer team.  Builds strong, effective high-performance teams. Influences and motivates for strong performance. Improves the performance of others through coaching/feedback. Strengthens the quality of talent through assessment, selection and placing the right people in the right positions. Identifies and develops future leadership and improves overall bench strength. Consistently makes good people decisions regarding recruitment, promotion, and assessment and possesses the ability to make tough but fair decisions.

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Qualifications:

EDUCATION

BS/BA required; MBA or equivalent degree preferred.

EXPERIENCE

Sales leadership experience, 10 years of CPG industry experience, and Walmart account experience is required.

SPECIFICATIONS

*   Knowledge - Knowledge of the Walmart business.  Category and brand knowledge.      

*   Skills - Proven track record in sales planning, forecasting and customer P&L management and solid analytical skills.  Strategy development and implementation, leadership and negotiation skills.  People leadership and development.  Strong written and verbal communication skills.

*   Abilities - Ability to provide strategic direction in a deadline driven environment, while communicating value to the customer. Excellent executive presence that showcases poise, maturity and establishes credibility and gains trust internally and externally quickly. Persuasive leader who can influence customer with storytelling and negotiate terms towards a win-win solution.  Ability to partner with cross-functional leaders and collaborate to achieve enterprise objectives. Energetic leader that is able to inspire and engage teams across all levels. Ability to oversee major projects, often time-sensitive, balancing competing priorities, working independently, and working with senior executives. Ability to drive branded growth while managing Private label business to balance growth & profitability. Foster a positive work culture while promoting high accountability & sense of ownership within team

SUPERVISORY SCOPE

*   Reports to - Chief Commercial Officer

*   Direct Reports

*   Indirect Reports