Director, Strategic Account Management - Walmart

Who are we?

Kodiak is one of the fastest growing food companies that is disrupting the industry with its better-for-you breakfast and snacking options. Our journey with food began by restoring the tradition of whole grain flapjacks and adding some protein to fuel folks' adventures. In the process, we discovered that foods made closer to nature are not only fueling but taste better. So, we set out to inspire wilder, wide-open lives by feeding epic days through real breakfasts. That's one of the reasons we're in the scenic Rocky Mountains of Park City, Utah: to live our purpose and be close to nature.

Our mission is to become the most loved, next generation food brand, and we're well on our way. We craft the best-selling whole grain flapjack mix in the nation along with toaster waffles, baking mixes, oatmeal, syrup, and snacking options at all major retailers. We're expanding rapidly as our business continues to grow year-after-year and need to build our team with people that share our passion for the outdoors, bring industry experience, thrive in an entrepreneurial culture, and want to make an impact in the food space. We believe that eating real, good-for-you food, being active outdoors, and preserving nature will restore balance generations before us worked so hard to forge. We embrace the spirit of the Kodiak – a pristine wilderness with a rich ecosystem – and we rely on that spirit of the Kodiak to inspire the work we do, the food we eat, and the way we play.

Job Type: Full-Time, Salaried - Exempt - $145,000 - 175,000

Job Location: Must be open to relocating – Northwest Arkansas – Bentonville, Rogers, Fayetteville...

Individual base salary for this role ultimately will depend on numerous factors, including but not limited to experience, job-related skills, relevant education or training, certifications, etc. As such, pay for the successful candidate could fall anywhere within the stated range. Beyond base salary, we offer competitive health, dental, 401k, and wellness benefits beginning on the first day of employment. This role also is eligible to participate in Kodiak's annual discretionary bonus program, which is dependent on various factors, including individual and company performance.

We are seeking a passionate, strategic, and entrepreneurial-minded sales leader eager to make their mark in the food industry with a high-growth brand. As a Director at Kodiak, you will play a pivotal role in harnessing our brand's potential and translating it into meaningful results that serve both our retail partners and end consumers. You are a visionary leader and collaborative team player who combines big-picture strategy with operational excellence. With a no-ego, no-entitlement mindset, you have a strong desire to win together—both internally and with retail partners.

In this role, you will lead Kodiak's relationship with Walmart, one of our most critical strategic partners. You will drive growth by developing long-term strategies, negotiating customer agreements, expanding distribution, optimizing assortment, and executing highly effective annual business and promotional plans. You will also lead and coach broker partners to ensure seamless execution and alignment with Kodiak's objectives.

What will this position do?

• Own and lead Walmart strategy: Set and execute a long-term vision for the Walmart business, including joint business planning, growth targets, and partnership priorities.
• Develop and manage senior-level relationships with Walmart merchants, category leaders, and cross-functional partners, serving as the primary voice of Kodiak.
• Drive revenue growth by securing expanded distribution, leading new item launches, and maximizing category performance.
• Negotiate trade investment and promotional strategy, ensuring efficient, ROI-driven spending aligned with corporate budgets.
• Guide and manage broker partners to execute strategies flawlessly, providing clear direction and accountability.
• Lead sales planning and forecasting: Oversee development of annual operating plans, monthly forecasts, and volume/revenue targets with strong cross-functional alignment.
• Leverage data and insights from syndicated sources (Nielsen, IRI, SPINS) and retailer portals to strengthen category position and outpace competition.
• Champion cross-functional collaboration with Marketing, Supply Chain, Finance, and R&D to deliver tailored shopper marketing programs and ensure supply continuity.
• Present to internal and external executives, translating complex data and strategies into clear, persuasive recommendations.
• Coach and develop talent (internal team and brokers), building capabilities that drive sustained business growth.
• Operate with agility in a fast-paced, entrepreneurial environment, adapting to ambiguity while maintaining strategic clarity.
  
  

What are we looking for?

• Bachelor's degree required; MBA or advanced degree preferred.
• 10+ years' experience in consumer-packaged goods sales, with progressive leadership responsibility.
• 5+ years' experience calling directly on Walmart or other Tier 1 retail accounts.
• Proven track record of delivering revenue growth and managing P&L responsibility.
• Strong negotiation skills with senior retail buyers and leadership.
• Expertise in joint business planning, category management, and shopper marketing.
• Demonstrated success leading broker partners or external agencies.
• Exceptional strategic thinking with the ability to translate insights into action.
• Highly collaborative with a track record of cross-functional leadership.
• Excellent communication and influencing skills, both written and verbal.
• Advanced Microsoft Excel, PowerPoint, and data analysis skills.
• Familiarity with syndicated data sources (Nielsen, IRI, SPINS).
• Strong passion for Kodiak Cakes' brand and mission.
• Willingness to travel periodically to Kodiak HQ.
  
  

 

What else do I need to know? 

This role is remote based in Northwest Arkansas. We offer competitive compensation and benefits that include:    

• Medical/dental/vision plans
• 401k match
• FSA & HSA accounts
• Life & ADD Insurance
• Short Term & Long-Term Disability Insurance
• Cell Phone & Internet Stipend
• Relocation assistance
• Annual performance bonus
• Employee Equity Plan
• A company fleet of snowboards and other equipment
• Wellness lifestyle allowance (B.E.A.R Bucks)
• Mental Health Therapy Benefit & the Calm app
• All-you-can-eat flapjacks
• Responsible Time Off
• Early-out Fridays
• Parental leave
• Casual dress code
• A variety of other Kodiak-unique perks  
  
  

Recognized by Inc and Utah as one of America's best places to work, we are known for our awesome work environment – a fun and authentic place where wins are celebrated, collaboration is king, work is balanced with life, and every individual makes a deep impact. We proactively search for ways to develop each individual along their career path here at Kodiak and beyond. We're inspired and committed to creating natural, authentic food with superior taste to fuel a healthy, active lifestyle. We feel encouraged by some of the trends in food today and believe that with a concerted effort we can make an enormous impact in building momentum for natural, better-for-you foods. We invite you to apply to join our team and leave your legacy on the future of food.

At Kodiak, we foster a truly inclusive community that encourages, supports, and celebrates what makes each of us unique. We bring our full authentic selves to work and leverage our diverse backgrounds and perspectives to create a culture of belonging that feeds epic days & wilder lives.