Business Development Manager - Walmart Branded Business

We are seeking an experienced and strategic Business Development Manager to lead and grow our branded business with Walmart. This role will be responsible for driving sales, building and maintaining strategic partnerships, and executing category growth strategies within one of the most critical accounts in our CPG portfolio. The ideal candidate will have a proven track record in account management, customer development, and cross-functional collaboration within consumer packaged goods.

Responsibilities Include:

• Account Leadership: Serve as the primary point of contact for Walmart on branded product lines, managing day-to-day business activities and building strong relationships with Walmart merchants and cross-functional teams. Use insight-based analytics to drive business decisions and recommendations.
• Business Growth: Collaborate with Walmart Team Lead to develop and execute strategies to drive revenue, share, and profitability for our branded portfolio within Walmart.
• Category & Shopper Insights: Partner with Walmart and Wells internal cross functional team to deliver data-driven insights, category strategies, and shopper solutions that enhance brand performance and category leadership.
• Joint Business Planning: Lead annual joint business planning with Walmart, ensuring alignment on growth targets, promotional plans, and innovation launches.
• P&L Ownership: Manage account-level P&L, including forecasting, trade investment, pricing, and promotional effectiveness.
• Cross-Functional Collaboration: Work closely with internal marketing, supply chain, finance, and category teams to deliver seamless execution.
• Innovation & Activation: Drive successful product launches and activations at Walmart, ensuring on-shelf availability and strong in-store and digital presence.
• E-commerce Integration: Partnering with Walmart Connect/WMC and internal Omni-Shopper teams to maximize omni-channel opportunities, ensuring cohesive in-store and online strategies.
• Negotiations: Lead customer negotiations on pricing, promotions, and terms of trade to optimize profitability while delivering customer value.
• Performance Tracking: Monitor KPIs, sales performance, and competitive activity to proactively identify risks and opportunities.
• Bachelor’s degree in Business, Marketing, or related field (MBA preferred).
• 5+ years of experience in CPG account management, sales, or business development, with at least 2+ years managing Walmart or other major retail accounts.
• Strong understanding of Walmart’s merchandising, supply chain, and digital ecosystem.
• Proven track record of delivering sales growth and managing P&L.
• Strong analytical and negotiation skills with experience leveraging syndicated data (Nielsen, IRI, Retail Link, Scintilla).
• Excellent relationship-building skills with both internal teams and external retail partners.
• Ability to thrive in a fast-paced, matrixed environment.
• Strong communication and presentation skills.
• Deep understanding of Walmart’s retail ecosystem, including merchandising, supply chain, and digital commerce.
• Strong knowledge of CPG industry dynamics, including category management, shopper insights, and brand building.
• Familiarity with account-level P&L management, trade investment, and promotional planning.
• Proficiency with data sources and analytics (Retail Link, Luminate, Nielsen/IRI, POS and e-commerce data).
• Knowledge of omnichannel retail trends, including brick-and-mortar and Walmart.com.
• Analytical skills to interpret data, identify trends, and make fact-based recommendations.
• Negotiation and influencing skills to secure favorable terms and drive win-win outcomes with Walmart.
• Strategic planning skills to build and execute joint business plans and long-term growth strategies.
• Presentation and communication skills for persuasive storytelling with Walmart buyers and internal stakeholders.
• Project management skills to coordinate cross-functional initiatives (marketing, supply chain, finance).
• Relationship management skills to develop trusted partnerships with Walmart and internal teams.
• Ability to drive business growth by balancing short-term sales goals with long-term brand equity.
• Ability to lead cross-functional teams without direct authority to achieve aligned objectives.
• Ability to adapt quickly to changing retail environments and competitive pressures.
• Ability to manage complexity, including multiple categories, SKUs, and promotional calendars.
• Ability to think like both a brand builder and a customer developer, aligning company and retailer objectives.
• Ability to thrive in a fast-paced, results-driven environment while maintaining attention to detail.

Wells Enterprises is an EEO/AA employer M/F/Vet/Dis

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