Director of Sales, Club Channel & Walmart

Yerba Madre is seeking a Director – Walmart / Club Channel to lead sales, distribution, programming, field execution, operations, and budgeting for Walmart and all national club channel HQs and Regional Divisions across the US and Canada. This role will design and deliver retail chain planning and execution strategies, align closely with shopper marketing, and partner cross-functionally to ensure success. The ideal candidate brings both strategic vision and hands-on leadership to drive growth, strengthen relationships, and champion our mission in market.

What You Will Do:

To perform this job successfully, an individual must be able to perform the following satisfactorily; other duties may be assigned. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Director – Walmart / Club Channel

• Champion Yerba Madre’s culture, products, and customer experience.
• Lead sales strategies and communication plans to strengthen execution of chain programs, ensuring aligned and consistent messaging across the commercial organization.
• Strategic Retail Alignment: Assess and develop action plans to address opportunities at national, regional, and local levels, while guiding adherence to trade spend budgets and pricing/promotion direction from RVP – Large Format US.
• Cross-Functional Leadership: Serve as the point leader for all programs and projects relating to Walmart and the Club Channel, bringing together sales, marketing, operations, and finance to achieve success.
• Guide and manage broker relationships, including supporting transitions and ensuring partnerships align with company goals.
• Foster a collaborative culture that encourages sharing best practices across the Leadership Team and organization. Inspire and motivate the sales team to achieve annual goals while managing tactical budgets effectively.
• Organize and optimize sales operations, route-to-market strategies, and execution with Walmart, Costco (clubs and business centers), and other club partners.
• Partner with the shopper marketing team to manage and deliver on the shopper marketing budget and initiatives.
• Monitor market and competitor activity and adapt strategies to maintain and grow Yerba Madre’s market share.
• Enhance customer satisfaction by anticipating needs and ensuring excellent service.
• Identify opportunities for improvement and create actionable, success-driven plans.
• Collaborate with Supply Chain, Finance, Marketing, Legal, Growth, and HR to align sales expectations and priorities.
• Drive execution at both HQ and regional levels to maximize ROI on chain programming.
• Build and strengthen relationships with key customers, brokers, and distributors across assigned geographies.
• Conduct thorough financial analyses for new customers or alternate route-to-market models, ensuring alignment with RVP LF US, CCO, and Finance before launch.

How You’ll Be Successful In This Role:

Competencies

• Continuous Learning – Seeks feedback and new knowledge to improve performance.
• Organization & Priority Management – Balances multiple priorities and tasks effectively.
• Attention to Detail – Ensures accuracy and completeness in work.
• Autonomy – Takes initiative and follows through on projects with minimal oversight.
• Teamwork – Fosters a positive, collaborative team environment and cross-functional alignment.
• Use of Technology – Leverages tools and systems to increase efficiency.

Communication and Relationship Building

• Excellent verbal and written communication skills.
• Ability to connect effectively with individuals across all organizational levels and backgrounds.
• Strong customer service orientation and relationship-building skills.

Organizational Ability

• Strong problem-solving and analytical skills; able to manage priorities and workflow.
• Ability to work independently and collaboratively with teams and committees.
• Demonstrated ability to plan and organize projects effectively.
• Flexibility and adaptability, with enthusiasm for evolving priorities.
• Financial acumen to manage budgets and evaluate promotional investments for growth and profitability.

What You’ll Provide:

Education/Experience

• Bachelor’s degree (B.A.) or equivalent.
• Six to ten years of related experience, or equivalent combination of education and experience.
• Previous experience in senior customer-facing or sales leadership roles.

Computer Skills

• Proficiency in Excel and Word.
• Ability to operate standard office equipment.
• Familiarity with iOS and PC formats.
• Advanced knowledge of IT systems.

TRAVEL & PHYSICAL REQUIREMENTS:

Travel will be based on customer preferences for in-person meetings vs virtual. Expect for 50% travel for meetings, market tours, tier 1 distributor business plan meetings and promotional blitz plans. 

Yerba Madre—formerly Guayakí Yerba Mate—is the nearly 30-year pioneer of regenerative yerba mate [yer-bah ma-tay] and the category leader in ready-to-drink mate beverages across North America. The name Yerba Madre, meaning “Mother Herb,” is a tribute to Mother Earth and the ancestral wisdom of the Indigenous communities who have cultivated yerba mate for generations —a reflection of the values the brand has championed since day one. 

Headquartered in Sebastopol and Venice, California, Yerba Madre sources organic, shade-grown yerba mate in direct partnership with 255 family farmers and Indigenous communities across Argentina, Brazil, and Paraguay. Using its Market Driven Regeneration™ model, every purchase helps reforest the Atlantic Forest, support fair trade premiums, and build long-term economic resilience for grower communities. 

In 2025, the brand became the world’s first yerba mate to achieve Regenerative Organic Certified™ Gold® status——setting a new global standard for ecological integrity, cultural respect, and environmental restoration. 

As an original founding member of the B Corp community and a founding member of the Purpose Pledge, Yerba Madre is committed to ethical business practices across ten key pillars, including climate positivity, living wages, circularity, and inclusion. Yerba Madre is available in over 45,000 retail locations across the U.S. and Canada. To learn more, visit www.YerbaMadre.com. 

Yerba Madre is an equal-opportunity employer committed to creating a diverse and inclusive workplace. All qualified applicants will be treated with respect and receive consideration for employment without regard to race, color, creed, religion, sex, gender identity, genetic information, sexual orientation, national origin, disability, uniform service, Veteran status, age, or any other protected characteristic per federal, state, or local law, including those with a criminal history, in a manner consistent with the requirements of applicable state and local laws, including the CA Fair Chance Initiative for Hiring Ordinance.