Director of Sales (Sam’s Club)

About Us 

SharkNinja is a global product design and technology company, with a diversified portfolio of 5-star rated lifestyle solutions that positively impact people’s lives in homes around the world. Powered by two trusted, global brands, Shark and Ninja, the company has a proven track record of bringing disruptive innovation to market, and developing one consumer product after another has allowed SharkNinja to enter multiple product categories, driving significant growth and market share gains. Headquartered in Needham, Massachusetts with more than 3,600+ associates, the company’s products are sold at key retailers, online and offline, and through distributors around the world.  

The Sales Director will report to the Senior Sales Director of Club Channel and play an integral role in driving world class account management initiatives by working closely with Sam’s Club merchants in collaboration with SharkNinja cross functional teams. The Sales Director, Sam's Club drives revenue and net margin growth, spearheads pallet and digital merchandising strategies, and leads cross-functional execution with Sales Strategy and Analytics, Product Development, Finance, Supply Chain, and Brand Marketing to deliver member-first results. 

Job Responsibilities: 

• Demonstrate best-in-class account management by building and executing an operating plan that drives both revenue and net margin growth, ensuring SharkNinja achieves and exceeds goals
• Develop a clear strategic roadmap for Sam’s Club with defined milestones and accountability
• Build, own, and deliver the Sam’s Club sales and P&L plan
• This includes setting and managing financial targets, assortment strategies, pallet and event roadmaps, demand generation plans, spend forecasts, and pallet configuration strategy
• Identify Sam’s Club customer needs, category gaps, and product trends that will generate outsized growth
• Take full ownership of customer meetings, while leveraging cross-functional support to deliver outstanding outcomes
• Lead high-stakes negotiations with Sam’s Club across assortment, events, pallet configurations, promotional support, and long-term strategic alignment
• Balance short-term deal-making with long-term partnership building, leveraging strategic negotiations to both protect and grow profitability while deepening trust and alignment with Sam’s Club merchants
• Act as the “general manager” of the Sam’s Club business, providing leadership across functions, demonstrating strong financial and analytical acumen, and offering thought leadership on how to achieve breakthrough results
• Influence without direct authority, aligning a wide range of internal stakeholders on “Club-First” outcomes
• Lead through ambiguity with a methodical sales operating model that creates clarity and momentum for your team
• Partner with Product Development and Sales Strategy & Analytics to design unique club configurations across SharkNinja’s product portfolio
• Leverage distinctive features, modes, and innovation members cannot buy elsewhere to deliver a market-leading value proposition. 
• Manage customer profitability by developing detailed financial plans for both new and core programs, while ensuring promotional spending aligns with P&L goals
• Demonstrate passion for diving into the details and understanding drivers of breakthrough profitable growth. 
• Collaborate with Commercial and Category Analytics teams to analyze POS data, identify trends, and evaluate competitive factors such as new product launches or promotional activity that may impact performance
• Co-own the monthly forecast cycle and long-range demand plan with Sales Operations, Demand Planning, Allocation, and Supply Chain
• Ensure healthy weeks-of-supply, strong in-stock rates, and smooth receipt flow to enable flawless execution
• Build and mentor a high-performing team, including Account and Operations Managers
• Provide coaching, create development plans, and foster a culture of accountability, speed, and insight
• Maintain an execution-first mindset, managing key milestones and ensuring adherence to schedules, while creating the organizational discipline needed to consistently deliver against plan

Requirements/Qualifications:  

• Bachelor’s degree required, MBA preferred
• 10+ years in national account management or merchandising, with direct experience in membership-based or value-driven retailers
• Sam’s Club or Costco account experience strongly preferred
• Proven ownership of P&L planning, budgeting, forecasting, and scenario analysis
• Demonstrated success partnering with Sales, Sales Strategy and Analytics, Product Development, Finance, Marketing, and Supply Chain to deliver integrated strategies
• Exceptional interpersonal skills to build, develop and maintain solid relationships
• Strong Negotiation skill set and proven ability to influence both externally and internally
• Strong analytical capability, executive storytelling, and the ability to simplify complexity for senior stakeholders
• History of influencing without authority, aligning strategic playbooks with local execution, and leading change in a matrixed organization
• Familiarity with pallet-level merchandising, display optimization, packaging, and QA / compliance
• Awareness of digital content and demand generation levers, with a customer insight orientation that uses data to shape product, channel, and marketing strategies
• Ability to work cross functionally and under pressure, seeing change as an opportunity, not a roadblock
• Strong verbal and written communication skills, proficiency in Excel and PowerPoint - PowerBI and Airtable experience preferred
• Residence in Bentonville is highly preferred
• Ability to travel up to 10-20% of the time to Needham, Massachusetts HQ, customer meetings