About Our Client

Our client is an established international consumer food business with a portfolio of well-recognized snacks brands. Several of its brands already have meaningful consumer awareness in the United States, and the company is now building the next phase of its US growth with greater commercial focus, local customer expertise, and financial discipline. It is a rare moment to shape the US growth model for a respected global food brand.
The company's US business has solid customer relationships and a growing base of retail partners, including leading grocery, mass, and club accounts. It is seeking a senior leader who can grow those relationships, build a new wave of profitable growth with Walmart and Costco, and connect the US market to its wider global commercial, supply, and finance capability. The role offers real influence over customer strategy and the longer-term operating model.

Position Overview

This is a senior, hands-on strategic customer leadership role with two connected mandates: grow the existing US customer base and build the next phase of growth through Walmart and Costco. The leader will set customer strategy, lead joint business planning, and own commercial performance across the US portfolio, while improving how the company's distribution, brokerage, and logistics partners work together.
The role is newly created and reports into senior commercial leadership. It is a build role, requiring the leader to establish customer plans, relationship maps, operating rhythms, and a repeatable US growth model, and to work directly with buyers and regional stakeholders. The mandate is profitable, selective growth, not growth at any cost.

Location: Remote, with easy access to major airport. Central time zones are preferred for ease of travel to customer locations and communications with headquarters.
Travel: Meaningful domestic customer travel, plus regular collaboration across US and international time zones.

Key Responsibilities

Own and strengthen senior customer relationships with Walmart and Costco, including engagement with Costco's regional buying teams across all US regions.
Lead Walmart transition and performance, building sustainable distribution, range, and seasonal activation over time.
Increase Costco regional penetration and win additional repeat, seasonal, and range rotations.
Set clear performance plans for the existing US customer base, making deliberate choices on where to grow, hold, or reshape each account.
Lead customer strategy, joint business planning, pricing, promotion, trade investment, and performance management.
Manage customer economics, margin, and cost-to-serve with disciplined choices on pricing, investment, range, and service.
Assess and improve the effectiveness of distribution, brokerage, and logistics partners, including roles, service levels, and commercial outcomes.
Evaluate additional customer opportunities selectively, pursuing only those with a clear strategic and economic case.
Translate US customer and market insight into locally relevant, operationally viable propositions, and feed it into category, innovation, supply, and finance decisions.
Work closely with international commercial, marketing, supply, and finance teams to build clarity, alignment, and pace across distance and time zones.
Help shape the longer-term US commercial, supply, and operating model as the business grows.

Qualifications

Requirements

Direct, recent, and substantive experience leading Walmart US at meaningful scale, including a strong understanding of its commercial model, joint planning, economics, omnichannel expectations, and decision pathways.
Senior CPG customer leadership experience.
Demonstrated commercial judgement across customer P&L, pricing, promotion, trade investment, margin, and revenue growth management, with clear accountability for results.
Evidence of building or materially scaling a brand, customer platform, or market, not only maintaining an established business.
Ability to move between strategy, customer engagement, and hands-on execution.
Comfort operating in a lean, internationally managed environment with evolving local infrastructure.

Preferred

Strong working relationships with Costco's regional buying teams, backed by measurable rotations, seasonal programs, range expansion, or distribution growth.
Experience in food, or consumables category.
Broad commercial business-development capability across sales, finance, and brand building, including social and digital activation and customer marketing.

Compensation & Benefits

Base salary: $180,000–240,000
Annual bonus: Target incentive of 25–30% of base salary.
Long-term incentive: Long term incentive

About Match Point Recruiting

Match Point Recruiting is a boutique executive search firm based in Bentonville, Arkansas, specializing exclusively in consumer goods companies serving Walmart, Sam's Club, and other major retailers. We partner with manufacturers across the United States to recruit exceptional leaders in sales, category management, shopper insights, analytics, supply chain, finance, and executive leadership.

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Commercial Sales Director, U.S.