Sales Director - Walmart

ITW - Bentonville, AR

Full-time - Senior

Bentonville, AR

Computer and Electronic Product Manufacturing

About the position

As a key member of the ITW Global Brands business Leadership team, the Sales Director is responsible for developing, leading, and implementing targeted selling strategies for all categories of the Walmart channel, including both brick-and-mortar and eCommerce. This role is crucial for driving and supporting profitable, above-market growth for the business. The Sales Director will execute the ITW growth levers and develop and execute the business Sales Excellence framework. This position is based in our Bentonville, AR office and reports directly to the VP of Sales. The job encompasses all categories within the ITW Automotive Aftermarket Group, which includes Car Care, Tire Repair, and Engine Repair. The Sales Director will partner with the Leadership team to create and execute Annual and Long Range Plans based on a thorough understanding of market dynamics, business needs, and sales activities. This includes developing sales strategies for targeted categories by leveraging insights from customers, stakeholders, and external market trends to formulate actionable tactics that support the growth strategy. In addition to strategic planning, the Sales Director will manage the long-term strategic development of the channel sales team, focusing on top products to ensure alignment and allocation of necessary resources and talents. The role also involves collaborating with various functions and other ITW AAM divisions to maintain existing business and pursue growth opportunities. The Sales Director will be responsible for annual and long-term sales plans for all relevant categories and new opportunities, ensuring that the sales team achieves above-market growth rates in strategic markets. This includes establishing a data-driven selling discipline with well-defined value propositions and business cases that address customer pain points, driving disciplined sales funnel management, and accurately forecasting and reporting on order intake, revenue, and relevant sales KPIs. The Sales Director will also develop a performance-driven sales culture with relevant KPIs and compensation structures, work with divisional leaders to simplify business processes, and drive consistent actions aligned with the ITW business model. Team leadership and development are critical aspects of this role, as the Sales Director will foster a culture of inclusion, engagement, and accountability, create development plans for direct reports, and lead change management processes to ensure organizational capability in executing annual and long-range plans.

Responsibilities

• Develop and implement targeted selling strategies for Walmart channel including brick and mortar and Ecommerce.
• Partner with Leadership team to create and execute Annual and Long Range Plans based on market understanding.
• Manage long-term strategic development of the channel Sales team focusing on top products.
• Collaborate with functions and ITW AAM divisions to maintain existing business and pursue growth opportunities.
• Responsible for Annual and Long-term Sales Plans for all relevant categories and new opportunities.
• Lead the Sales team to achieve above market growth rates in strategic markets.
• Establish data-driven selling discipline with defined value propositions and business cases.
• Drive disciplined Sales funnel management using Sales process and CRM tool.
• Accurately forecast and report on order intake, revenue, and relevant Sales KPIs.
• Align Sales plans and forecasts with other functions for resource management.
• Develop contracts in line with ITW requirements.
• Assess and manage market, customer, and competitor changes.
• Provide input to Voice of Customer process to capture customer pain points.
• Develop a performance-driven Sales culture with relevant KPIs and compensation structure.
• Work with divisional Leaders to simplify business and improve continuous improvement culture.
• Drive consistent actions aligned with ITW business model.
• Foster a high performing results-driven culture and structure within the team.
• Create and drive development plans for direct reports and high potential leaders.
• Lead change management processes to ensure organizational capability.
• Coach through consistent feedback, development planning, and performance management.

Requirements

• Bachelor's degree in a related field required; Master's preferred.
• 7+ years of previous Sales experience required.
• 4+ years of team management experience.
• Experience with Walmart, including buying process and existing relationships.
• Demonstrated successes in strategic planning and management in brick and mortar and Ecommerce.
• Excellent ability to analyze complex Sales data and determine appropriate actions.
• Strong decision-making and influencing skills.
• Excellent negotiation and Sales skills.
• Ability to cultivate customer relationships across multiple departments and levels.
• Excellent communication skills, including professional presentation skills.
• Collaborative team player and leader.
• Ability to work within a matrix environment and across all levels of the organization.
• Strong training and presentation skills.
• Ability to work under pressure and in deadline environments.
• Must be able to work independently and obtain results with minimal supervision.