The Director of Sales – Walmart & Sam’s

Job Summary

The Director of Sales – Walmart & Sam’s is the senior commercial leader responsible for Medline’s strategic relationship and growth agenda with these customers. This leader owns customer strategy, profitable growth, annual and long-term business planning, executive relationships, and cross-functional execution across the customer ecosystem.

The role translates customer, financial, market, and operational insights into clear priorities that expand the portfolio, strengthen the partnership, and deliver sustainable business results. The successful leader will be based in the Bentonville, Arkansas area and will partner closely with Sales, Marketing, Product, Supply Chain, Operations, Finance, eCommerce, and other functions to deliver customer commitments and growth opportunities.

Job Description

Responsibilities:

Customer Strategy & Business Ownership

• Develop and execute the long-term customer strategy for Walmart and Sam’s Club, aligning priorities to Medline’s broader Retail strategy and growth objectives.
• Own the annual and multi-year business planning process, including growth priorities, portfolio expansion, customer initiatives, risks, investments, and measures of success.
• Lead Joint Business Planning and other customer planning forums, translating strategy into clear commitments, owners, milestones, and operating rhythms.
• Drive profitable revenue growth by identifying opportunities across products, categories, channels, and customer programs while balancing customer needs, margin, service, and execution feasibility.
• Monitor customer, financial, market, and competitive performance; use insights to adjust priorities and recommend actions to senior leadership.

Customer Leadership & Influence

• Serve as the senior day-to-day commercial leader for Walmart and Sam’s Club and build trusted relationships with key customer decision-makers and cross-functional stakeholders.
• Lead strategic customer conversations, business reviews, negotiations, issue resolution, and growth initiatives with a clear understanding of each customer’s priorities and operating model.
• Represent Medline with credibility and sound judgment in high-stakes discussions, balancing partnership, commercial objectives, and long-term value creation.
• Maintain strong customer proximity in Northwest Arkansas and ensure timely visibility to changes in customer strategy, expectations, opportunities, and risks.

Cross-Functional Execution

• Align Sales, Marketing, Product, Supply Chain, Operations, Finance, eCommerce, and other partners around customer priorities, tradeoffs, decisions, and execution plans.
• Create accountability for delivery of customer commitments, product launches, portfolio expansion, service improvements, and other strategic initiatives.
• Anticipate and resolve complex business issues; establish clear escalation paths and mobilize the right leaders and resources when decisions or intervention are required.
• Partner with internal teams to evaluate customer requests, investments, and solutions using financial, operational, and customer impact.

People Leadership & Management Responsibilities

• Hire, lead, coach, and develop the Walmart and Sam’s Club sales team, setting clear expectations and creating accountability for individual and business results.
• Build team capability in strategic account management, customer influence, analytics, negotiation, problem solving, and cross-functional leadership.
• Assess organizational needs and make recommendations regarding compensation, training & development, structure, talent, performance management, succession planning, and resources required to support the business.
• Foster an inclusive, high-performance culture grounded in collaboration, urgency, resilience, and strong business judgment.

Minimum Job Requirements

Education

Bachelor's degree in business, marketing, finance, supply chain, sales, or a related field.

Work Experience

• 8-12 years of progressive experience in sales, national accounts, customer development, retail, or a related commercial function. Direct experience managing Walmart and/or Sam’s Club business.
• Experience leading both private-label and branded product strategies within a large retail account.
• At least 5 years of experience leading and developing sales professionals, including responsibility for hiring, performance, development, and work direction.
• Demonstrated experience managing a large, complex book of business with meaningful revenue responsibility, a broad product portfolio, and numerous customer stakeholders and points of contact.
• Strong financial acumen and experience developing annual business plans, leading customer negotiations, evaluating business performance and investments, and presenting recommendations to senior executives.
• Demonstrated success implementing strategic initiatives through cross-functional leadership and influence.

Knowledge / Skills / Abilities

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