Director of Sales, Emerging Brands-Walmart in Rogers, AR at Keurig Dr Pepper

Date Posted: 1/23/2020

Job Snapshot

Job Description

The Director of Emerging Brands will be responsible for driving strategy, growth and accountability for Keurig Dr Pepper (KDP) emerging brands within Walmart. Brands will be anchored by Bai and will include Pete’s, Forto, Evian, Core, and Adrenaline Shoc. Additional brands will be added as warranted.  The Director of Emerging Brands will serve as the subject matter expert within the NRS Walmart sales team providing support to NRS Directors, National Account Executives (NAEs) and cross functional partners. This role contributes to volume, profit, and share growth by identifying distribution and availability opportunities across KDP emerging brands, and by developing and executing a net sales and margin strategy at retail across the KDP emerging brands platforms.

The ideal candidate will bring 10 or more years of consumer packaged goods (CPG) sales experience, calling on headquarter category buyers, for a national chain account.  They will have experience building a strategic annual operating plan (AOP), as well as demonstrated use of syndicated data in a solution-selling environment.  Knowledge of the Mass Channel would be considered a plus.

This individual must proactively partner with internal KDP and partner brand resources to influence and help drive brand all-commodity volume (ACV) through strategic investment, brand planning, and customer alignment. 

This role will be in the Northwest Arkansas area and will require up to 35% travel.


-Be the subject matter expert (SME) for all KDP emerging brands anchored by Bai within the NRS Walmart team
-Demonstrate a firm understanding of the categories in which each brand competes
-Ensure strategy is aligned to KDP national emerging brands strategy
-Cultivate and maintain effective cross functional business relationships with the brand owners, NRS team, Revenue Growth Management (RGM), Shopper Marketing, Shopper Insights, Finance and Category Management, among others
-Track, manage, and sell in distribution and authorizations as well as activations to drive velocity and share
-Develop long term strategies for emerging brands (Bai, Evian, Forto Pete’s, Core, Adrenaline Shoc, and others) to ensure sustainable growth at Walmart
-Work with the emerging brands leadership team to develop score cards to measure progress, identify opportunities and create accountability
-Communicate key brand initiatives to NRS team and cross functional partners
-Ensure goals are aligned with emerging brands and NRS leadership team
-Work collaboratively with NRS sales team to develop and manage, by customer, promotional plan focused on meeting and exceeding ACV and volume goals for each brand
-Customize consumer marketing programs to facilitate brand building and volume growth
-Attend customer meetings as needed to support Directors & NAE as the brand expert
-Create and support content in retailer presentations to ensure subject matter lens on material that enables NAEs to sell their retailers on the expanded portfolio
-Utilize internal, syndicated and point of sale (POS) data to identify gap opportunities and adjust plans to meet and exceed annual goals and objectives

Core Competencies

•Becoming a Brand Expert- Adds equity as an internal resource for each emerging brand, by creating valued business partnerships with the NRS team and cross functional partners; proactively identifies business opportunities within Walmart.

•Builds Trusting Relationships- Uses appropriate interpersonal styles to establish effective relationships with internal stakeholders and interacts with others in a way that promotes openness and trust. Decision making- Identifies and understands issues, problems, and opportunities; compares data from different sources to draw conclusions; uses effective approaches for choosing a course of action or developing appropriate solutions; takes action that is consistent with available facts, constraints, and probable consequences.

•High Impact Communication- Clearly and succinctly conveys information and ideas to individuals and groups in a variety of situations; communicates in a focused and compelling way that drives others’ thoughts and actions.

•Managing Work- Effectively manages time and resources to ensure that work is completed efficiently.

•Sales Disposition- Demonstrates the traits, inclinations, and outlooks that characterize successful salespersons; exhibits behavioral styles that facilitate adaptation to the demands of the sales role.

•Sales Opportunity Analysis- Understands and utilizes economic, financial, industry, and organizational data; accurately diagnoses customers’ business strengths, weaknesses, and key issues that can inform sales strategies and plans.

•Work Standards- Sets high standards of performance for self and others; assumes responsibility and accountability for successfully completing assignments or tasks; self-imposes standards of excellence rather than having standards imposed.

•Risk Taking- Initiates action that tries to achieve a recognized benefit or advantage when potential negative consequences are understood, keeping in mind calculated risks by gathering information to understand probability of success, benefits of success, and consequences of failure.



-Bachelor’s degree from an accredited institution 
-Minimum 10 years of CPG sales, or sales support experience, calling on headquarter category buyers, for a national chain account
-Minimum 5 years’ experience using MS Office products like PowerPoint, and Microsoft Excel

Keurig Dr Pepper (NYSE: KDP) is a leading coffee and beverage company in North America, with annual revenue in excess of $11 billion. Formed in 2018 with the merger of Keurig Green Mountain and Dr Pepper Snapple Group, we have leadership positions in soft drinks, specialty coffee and tea, water, juice and juice drinks and mixers, and we market the #1 single serve coffee brewing system in the U.S. We have an unrivaled distribution system that enables our portfolio of more than 125 owned, licensed and partner brands to be available nearly everywhere people shop and consume beverages. With a wide range of hot and cold beverages that meet virtually any consumer need, KDP key brands include Keurig®, Dr Pepper®, Green Mountain Coffee Roasters®, Canada Dry®, Snapple®, Bai®, Mott’s® and The Original Donut Shop®. We have more than 25,000 employees and more than 120 offices, manufacturing plants, warehouses and distribution centers across North America.


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