Sr Sales Manager, (Walmart/Sam's Club)

About Us

AX Beauty is the beauty division of American Exchange Group, dedicated to creating and curating innovative, trend-driven beauty products that resonate with today’s diverse consumers. With a portfolio of owned and licensed brands, we bring a fashion-forward, retail-savvy approach to the beauty space—merging industry insight with bold creativity and smart strategy.

At our corporate headquarters, the AX Beauty team is made up of passionate professionals across product development, marketing, sales, and operations. We collaborate closely to build brands that are both meaningful and marketable—always with an eye on quality, performance, and consumer relevance.

This is a fast-paced, entrepreneurial environment where ideas move quickly from concept to shelf. If you're energized by innovation, thrive in a collaborative culture, and want to be part of shaping what’s next in beauty, AX Beauty is the place to grow your career.

Visit our website at https://axbeauty.com/

Position Summary

The Sr Sales Manager – Strategic Retail Accounts is responsible for leading the commercial strategy, growth, and full P&L ownership of key retail partnerships including Walmart, Sam’s Club, and Costco. This role serves as the primary strategic leader for these accounts, driving revenue growth, category expansion, and long-term retail partnerships.

The Sr Sales Manager will develop and execute account strategies that expand distribution, accelerate velocity, and position the company as a category leader within the beauty and personal care space. This role requires a highly strategic sales leader who combines strong retailer relationships with analytical rigor, operational discipline, and the ability to influence cross-functional teams.

This individual will work closely with brand, marketing, operations, supply chain, and product development teams to bring new innovations to market and ensure flawless execution across all retailer programs.

The ideal candidate has deep experience managing Walmart, Sam’s Club, and/or other Club and Mass accounts within the beauty or personal care industry and brings a proven track record of driving significant retail growth, managing trade investments, and maintaining strong profitability across large national retail accounts.

Essential Duties and Responsibilities

The essential functions include, but are not limited to, the following:

Strategic Account Leadership & P&L Ownership

Own the full P&L responsibility for Walmart, Sam’s Club, and Costco accounts including revenue, margin performance, promotional investment, and overall profitability.
• Develop and execute long-term strategic growth plans for each account aligned with company objectives.
• Manage and monitor account-level dilution budgets, including promotional spend, markdown allowances, and retailer program investments.
 • Ensure promotional strategies and retailer investments align with budget targets and profitability goals.
 • Track actual dilution and trade spend against planned budgets and proactively identify risks or opportunities.
 • Work cross-functionally with finance and leadership to ensure sales growth strategies support margin targets and financial objectives.
 • Lead negotiations related to assortment, pricing, promotions, and retailer programs.
 • Establish the company as a strategic partner and category leader within each retailer.

Retailer Relationship Management

Build and maintain strong relationships with merchants, category managers, and cross-functional retailer teams.
• Serve as the primary point of contact for all retailer communication and partnership initiatives.
• Lead preparation and delivery of line reviews, business reviews, and strategic presentations.
• Represent the company in retailer meetings and drive alignment on growth initiatives. Serve as the primary point of contact for all retailer communication and partnership initiatives.
• Ensure all retailer requirements and compliance processes are executed accurately and on time. Oversee item setup, retailer documentation, forms, and portal management.
• Maintain clear visibility on program timelines, promotional calendars, and launch execution.

Sales Analytics & Business Insights

Analyze POS data, retailer scorecards, and internal sales reporting to drive informed business decisions.
• Monitor and evaluate trade spend effectiveness, promotional ROI, and dilution impact on account profitability.
• Track performance against revenue, margin, and dilution targets and provide regular business updates to leadership.
• Identify trends, risks, and opportunities to optimize assortment, promotions, and category performance.
• Develop business insights that support retailer recommendations and internal strategic planning.

Cross-Functional Leadership

Collaborate closely with brand, marketing, product development, finance, and operations teams.
• Ensure clear and efficient communication across internal stakeholders and retailer partners.
• Lead internal planning and preparation for retailer meetings, presentations, and product launches.
• Provide leadership with regular updates on account performance, growth opportunities, and category insights.

Position Requirements

Bachelor’s degree in Business, Marketing, Analytics, or related field, or a combination of Education and Relevant Experience

Minimum of 8 years in 8–12 years of sales experience in consumer-packaged goods, preferably within beauty or personal care.

Proven experience managing Walmart, Sam’s Club, Costco, or other large national retailers.

Demonstrated success driving revenue growth and category expansion within major retail accounts.

Experience managing account-level P&L performance including promotional investment, dilution budgets, and trade spend optimization.

Strong experience leading line reviews, retailer presentations, and strategic account negotiations.

Advanced analytical skills with the ability to translate data into actionable business strategies.

Strong cross-functional leadership and collaboration skills.

Desired Skillset

Exceptional communication skills with the ability to deliver clear, concise, and efficient communication across internal teams and retail partners.

Strong executive presentation & storytelling abilities

Strategic thinking with a strong commercial mindset

Highly analytical with the ability to leverage data to influence decisions.

Strong financial acumen with the ability to manage marketing and merchandising investments and dilution budgets.

Strong relationship building and negotiation capabilities

Excellent organization and project management skills

Ability to operate effectively in a fast paced, entrepreneurial environment.

PERFORMANCE METRICS

Revenue growth by account

Distribution expansion and door count

Category share growth

Margin and profitability performance

Dilution/trade spend performance vs budget

Successful execution of line reviews and item launches

What We Offer

Comprehensive Health & Wellness Benefits, including medical, dental, vision, and supplemental insurance

401(k) Retirement Savings Plan with company match

Generous Paid Time Off (PTO) and paid holidays

Half Day Fridays with shortened hours during both Summer and Winter seasons

Health Savings Account (HSA)

Flexible Spending Account (FSA)

Exclusive employee merchandise discounts

Salary: The anticipated base salary is $120k - $130k plus bonus annually. Actual compensation will be determined based on a variety of factors including, but not limited to, experience, skills, education, internal equity, and location.

This position description is not intended to be and should not be construed as an all-inclusive list of responsibilities, skills or working conditions associated with this position. While this description is intended to accurately reflect the position's activities and requirements, management reserves the right to modify, add or remove duties as necessary. The compensation package is dependent on a number of factors, including, for example, experience, education, market data, and business needs.