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Business Development Manager- Sam’s and Walmart

TH Foods

This is a Full-time position in Atlanta, GA posted April 8, 2021.

Position Summary:

The Business Development Manager (BDM) Sam’s/Walmart is responsible for identifying, developing, selling-in & executing all THF Sales initiatives at Sam’s, Walmart & This position will help execute the Corporate 4-Year Strategic Plan, reporting to THF’s Director of Sales. This position is home-based and located in Northwest Arkansas.

Essential Duties and Requirements include the following:

  • Work closely with the Director of Sales & cross functional teams to research trends and identify/develop new Branded Sales opportunities.
  • Support new sales platforms launched @ Sam’s/Walmart/
  • Develop, sell-in & execute comprehensive Customer Account Growth Plans on a yearly basis @ Sam’s, Walmart, & additional Customers as assigned.
  • Cultivate positive relationships with Sam’s & Walmart through regular Customer appointments to promote, sell, secure current/new distribution by utilizing business reviews, fact based selling presentations and future planning.
  • Develop & support Sales & Trade Plans for all THF Brands @ Sam’s, Walmart, & & additional Customers as assigned.
  • Broker Management:
    • Conduct regular meetings w/Brokers to drive accountability & business results
    • Provide guidance to Brokers regarding Key Customer Priorities
    • Work w/Brokers to insure proper Account billing, & handling of deductions
  • Assist w/Trade Shows as necessary
  • Notify company of pertinent competitive information.
  • Effectively manage budget and credit risks associated with assigned customers.
  • Develop/maintain close working relationship cross-functionally with: Finance, Marketing, Operations, Customer Service, Purchasing, and R&D Technical Services.
  • Conduct all business transactions in a manner that upholds the high ethical standards of the Corporation.
  • Prepare documents such as price quotations, terms of sales, delivery dates, and service obligations as needed
  • Maintain files, records, and other sources of competitor activity with respect to new products, promotions, pricing activities, or other marketing programs.
  • Develop and achieve Sales, Market Share & Trade Spend objectives.
  • Complete the following as noted: monthly itineraries, weekly expense reports, product forecasts, trade spend analysis/projections, as well as other Administrative tasks as needed.
  • Responsible for promoting food safety and employee safety throughout the organization.
  • Assume additional related responsibilities as assigned.

Supervisory Responsibilities

While this position has no direct supervisory responsibility, it is an integral part of the Sales Team. Attendance in THF’s office is expected 2-3 times p/year. (Post-COVID).


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience Required:

  • Direct HQ experience calling on & managing Sam’s is an absolute must. Additional HQ experience with Walmart is strongly preferred.
  • Extensive CPG Sales/Account Mgmt. experience is a must, preferably 7 – 10 years.
  • Bachelor’s degree in Business/Marketing or a related field.
  • Must have the ability to develop Sales/Management reports, PowerPoint presentations, & excel spreadsheets.
  • Extensive knowledge of Nielsen Scan Data & Sam’s/WM Retail Link is required.


  • New business development
  • Experience in new product launches
  • Experience with a Trade Mgmt. System

Language Skills

This position requires the ability to read, write and speak effectively. Ability to read requests for proposals; contracts, correspond and communicate with current and prospective customers, employees, auditors and make presentations when required.

Other Skills and Knowledge:

  • Proficiency with word processing, presentation, and spreadsheet programs
  • Nielsen expertise a must
  • Excellent verbal and written communication skills
  • Sales aptitude skill set, be self-lead & self-directed with a very high drive for results
  • Capable of prioritizing workload to maximize customer satisfaction
  • Excellent general reasoning, analytical skills & business acumen
  • Strong math and accounting

Reasoning Ability

Dealing with customers, employees, and others in the accomplishment of the goals of the company.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee frequently is required to use hands to finger, handle, or feel. The employee is occasionally required to stand, walk, and reach with hands and arms. Some Air travel is required

Work Environment

Works individually and must be a self-starter able to work with minimal supervision. Good business judgment and flexibility required to keep up with constantly changing needs of customers, brokers, & TH Foods.

This is a home-based position – in NW Arkansas, requiring 10 – 25% travel.

Will need excellent administrative and communicative skills to keep projects on track at the office or when traveling. This position requires occasional weekend work and regular workdays more than eight hours per day. Occasional lifting, bending, and carrying will be required due to shows and sample transport. The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

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