VP Sales - Wal-Mart & Club

The Vice President of Sales, Walmart & Club serves as a senior commercial leader responsible for driving sustainable, profitable growth across Walmart U.S. and Club channels (Sam’s Club, Costco, & BJ’s). This leadership role oversees all aspects of sales strategy, business development, customer relationship management, and commercial execution in partnership with our Commercial Strategy Team — ensuring alignment with the company’s broader North America growth agenda.

The VP will set strategic direction, manage the P&L for the Walmart and Club business, and lead a high-performing team focused on delivering category leadership, demand generation, share growth, and operational excellence. This leader will play a pivotal role in shaping commercial plans that connect consumer demand creation with customer partnership strategies — ensuring the brand wins both in-store and online.

What You’ll Do:

1. Strategic Leadership & Growth
   • Develop and execute short- and long-range commercial strategies that drive revenue, share, and profitability across Walmart and Club channels.
   • Define the customer growth roadmap — including joint business planning, pricing, assortment, shelving, omnichannel, and demand generation strategies that convert consumer interest into sales.
   • Partner cross-functionally with Marketing, Commercial Strategy, Supply Chain, Finance, etc. to unlock new growth opportunities.
   • Champion a solutions-driven mindset that combines data-driven insights, consumer understanding, and customer collaboration to deliver breakthrough results.
   • Partner with Marketing and Shopper teams to translate brand activations, innovation launches, and promotional plans into consumer demand drivers that strengthen retailer performance.
2. Customer & Channel Management
   • Serve as the primary senior relationship owner with Walmart and Club executive teams; cultivate trusted, strategic partnerships that advance mutual growth objectives.
   • Lead Joint Business Planning (JBP) to align on category strategies, innovation launches, and omnichannel demand generation initiatives that build household penetration and repeat purchase.
   • Oversee customer negotiations, ensuring excellence in trade management, pricing strategy, and ROI optimization.
   • Drive digital commerce and retail media initiatives that connect consumer engagement to conversion at Walmart.com, Sam’sClub.com, and other Club platforms.
3. Commercial Operations & Execution
   • Oversee forecasting, demand planning, and revenue tracking to ensure alignment between consumer-driven demand signals and internal business goals.
   • Leverage data and advanced analytics to identify emerging consumer and shopper trends, diagnose challenges, and inform commercial decisions.
   • Establish performance metrics and governance processes to ensure disciplined execution across the Walmart & Club Team.
   • Collaborate with Revenue Growth Management to optimize price-pack architecture, ensuring competitiveness across channels and responsiveness to consumer demand shifts.
4. Organizational Leadership
   • Build, coach, and inspire a high-performing sales team — developing successors, elevating capabilities, and fostering a culture of accountability and collaboration.
   • Promote diversity of thought, inclusion, and continuous development within the Walmart & Club Team.
   • Champion BIC’s values and culture of integrity, solutions-driven mindset, and transformation.
   • Partner with internal stakeholders to ensure resource allocation aligns with strategic priorities and growth opportunities.

What You’ll Need:

• Education: Bachelor’s degree in Business, Marketing, or related field required; MBA preferred.

• Experience: Minimum of 10–15 years of progressive sales leadership within the CPG industry, with at least 5 years managing major retail accounts at the executive level.

• Expertise:
  • Proven success leading the Walmart or Club customer business — with strong understanding of retail systems, replenishment, modular management, and omnichannel execution.
  • Demonstrated ability to manage a P&L, deliver revenue and margin goals, and drive profitable growth.
  • Deep understanding of category management, shopper insights, trade spend optimization, and revenue growth levers.
  • Strong analytical acumen and command of Walmart Retail Link and the Walmart Data Ventures insights ecosystem (formerly known as Walmart Luminate, now Scintilla).

• Leadership:
  • Visionary yet pragmatic leader who can articulate a bold growth agenda while ensuring operational rigor.
  • Exceptional communicator and influencer with a track record of building alignment across functions and senior levels.
  • Committed people developer who invests in coaching, feedback, and building high-performing teams.
  • Agile problem-solver who thrives in a fast-paced, evolving environment.

Success in this Role Will Be Measured By:

• Delivering annual revenue, profit, and share growth targets across Walmart and Club channels.
• Advancing customer partnerships through strategic alignment, innovation, and operational excellence.
• Building a world-class sales organization recognized for talent depth, collaboration, and results.
• Driving executional excellence through disciplined business planning and data-driven decision making.

#LI-Hybrid

BIC World is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products, make better decisions, and better serve our customers. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided based on qualifications, merit, and business need.

BIC World is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any team member at BIC via email, or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC, and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.