Director, Mass and Club (Walmart & Sam’s Club)
$159k - $199k USD
Liquid Death is a better for you beverage company that will murder your thirst with a wide range of low calorie beverages from water to iced tea to energy drinks. Our goal is to be the funniest beverage brand on earth and to make health and sustainability 50 times more fun.
Location: remote in Arkansas (firm requirement)
Reports to: SVP National Account Sales, Large Format
Travel: up to 30% domestic travel as needed
Role Overview:
This Director, Mass and Club (Walmart & Sam’s Club) develops and executes strategic sales plans to achieve and exceed sales targets within Walmart and Sam’s Club. This role requires a disciplined and strategic leader with a proven track record of success in these specific channels. The ideal candidate will possess a deep knowledge of Walmart and Sam’s Club’s unique systems, culture, and processes. This role is responsible for building strong customer relationships, driving profitable growth, and leading a high-performing team. The ideal candidate will possess exceptional negotiation skills, a deep understanding of the beverage industry, and a passion for delivering outstanding results.
This is not simply a buyer-facing role. We are looking for a leader who blends startup agility with big-brand strategic discipline — someone who can think long-term, operate analytically, and translate complex customer strategies into scalable internal execution.
The ideal candidate brings deep business acumen, category expertise, and shopper insight, paired with the ability to diagnose opportunities through data and drive cross-functional alignment to win in high-volume retail environments.
Key Responsibilities:
- Possess in-depth knowledge of Walmart, Mass and Club merchandising strategies, category reviews, modular planning, and go-to-market processes
- Collaborate with internal teams to develop internal routines and execute company sales objectives. Provide strategic insight, analyze data to be used in decision making and presenting to stakeholders
- Develop and execute strategic sales plans, Joint Business Plans (JBPs), and call plans for top national accounts, ensuring alignment with Liquid Death objectives and customer needs
- Negotiate customer agreements, manage the P&L to ensure delivery against top-line and bottom-line targets
- Ensure optimal in-store execution, including Planogram (POG) compliance, promotional activity, and display execution
- Assessing business needs through leveraging data and insights and developing compelling, fact-based narratives that resonate with customers to drive decision-making while identifying critical issues, and developing effective strategies for resolution
- Provide effective leadership and mentorship to the national accounts team, fostering a culture of high performance and collaboration
- Deliver quarterly business plans
Qualification Requirements:
- Bachelor’s Degree in Business Administration, Marketing or related field preferred
- 10+ years of relatable channel sales leadership experience in a Mass in Club in the CPG industry with a focus on Walmart and Sam’s Club retailers where P&L management and trade budget and spend was required
- Experience in DSD, Broadline distribution, and alternative routes to market preferred
- Previous experience with syndicated data i.e. IRI (Nielsen), Spins, Circana required
- Excellent negotiator, & influencer, and storyteller
- Advanced analytical and problem-solving skills including experience
- Deep understanding of joint business plan (JBP) processes and call planning
- Curious. Forward thinker. Self-starter. Owner mentality
- Ability to work with cross functional teams across organizations to achieve results
- Deep comfort with joining a high growth start up environment where a high degree of ambiguity and adaptability to flex to market dynamics are critical
- Strong analytical and problem-solving skills
- Proficiency with Microsoft Office Suite (Excel, Word, and PowerPoint) and Google Suite (Sheets, Docs, Slides)
- Must have a valid driver's license & clean motor vehicle record (MVR): with no major violations
- Safely operate personal vehicle to fulfill work-related duties; this position involves driving a personal vehicle for work-related purposes
- Willingness to travel up to 30%
The typical salary range for this position is: $159,000 - $199,000
This range reflects an estimate of the anticipated base salary compensation for this role and does not include potential bonuses, equity, or benefits. The actual salary offer will take into account multiple factors including skills, experience, education, location, and applicable federal, state, and local wage and hour laws. Where state or local minimum salary requirements exceed the posted range, the Company will adjust compensation accordingly.
#LI-REMOTE
#LI-EA1
At Liquid Death, we believe that killer benefits make all the difference. That’s why we offer Blue Shield medical plans with HMO (CA Only), PPO, and HDHP options (including an HSA), FSA and Dependent Care FSA, along with Guardian dental and vision coverage. Our UNUM packages include life insurance, AD&D, disability benefits, and employee-paid options like accident, hospitalization, and critical illness coverage. We match 100% of your Empower Retirement contributions up to 4% after just three months and even help crush your student debt while saving for retirement with our Student Loan Retirement Match. Our wellness perks, including Headspace, ClassPass memberships, and a robust EAP, help you keep your soul hydrated, while SNOO Bassinets give your little ones the VIP treatment. Pets are part of the crew too, so we offer Nationwide pet insurance to keep them happy and healthy. Add in 17 paid holidays, Flex PTO, and travel assistance, and you’ve got a benefits lineup as fierce as our mission to declare #DeathToPlastic
Ensure your Liquid Death job offer is legitimate and don't fall victim to fraud! Liquid Death never seeks payment from job applicants and will never request a meeting via Skype. Liquid Death recruiters will only reach out to candidates from an mail@ats.rippling.com email address. For added security, where possible, apply through our company website at www.liquiddeath.com/pages/careers.