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Senior Director Business Development_US

Sales & Marketing
20004584 Requisition #


Senior Director Business Development - USA

At Irving Tissue, we recognize that the key to our success is our people. We are a family-owned and operated company that has grown to become one of North America's leading manufacturers of household paper products. Irving Tissue produces both branded and private label bathroom tissue, facial tissue, paper towels, and napkins. Consumers know us by our Scotties® Facial Brand. Our manufacturing facilities are located in Dieppe, New Brunswick, Toronto, Ontario, Fort Edward, New York, and Macon, Georgia.


The Sr. Director of Business Development leads the strategic customer management for all divisions of WalMart, Inc. including Discount, Market, and SDM. The position is responsible for negotiating and managing multi-year contracts and driving profitable volume to achieve sales targets. The Sr. Director will lead the team and internal stakeholders to develop a 3-year and 1-year strategic account plan (SAP) to deliver gross sales, gross profit, net revenue, trade spend, and sales KPIs. The position will lead the JBP process for Tissue, Diapers, and Cavendish Farms, and will work cross-functionally with sales planning, category and shopper development, sales finance, marketing and supply chain to identify incremental growth opportunities and joint initiatives. A successful leader will expand customer wiring and influence by penetrating multiple levels and functions within the organization. 

The leader will advance strategic initiatives in the areas of revenue growth management, customer facing supply chain, online grocery, WalMart Inc., private brand management, and joint brand building. A clear understanding of category and shopper insights and the 5P principles for traditional retail and online is essential. A successful director is highly collaborative with great attention to detail and will have a proven track record in achieving sales results. The director will set objectives for the team and successfully advance the skills and competencies of team members.

Strategic Account Planning and Execution Planning:

  • Oversee and aggregate the WalMart Inc. division plans into a master LCL Strategic Account Plan (SAP)
  • Lead the WalMart Inc Joint Business Plan (JBP) process for Tissue, Diapers, and Cavendish Farms
  • Engage and collaborate with CSD, Marketing, Product Managers, and Supply Chain resources in SAP/JBP plan development and execution
  • Develop a 3 year WalMart Inc SAP plan which includes multi-year initiatives to advance the partnership
  • Integrate category leadership plan (CLP) initiatives, brand plan objectives, and playbook principles in SAP plan
  • Solicit customer priorities and mandates to ensure Irving priorities are in presented through the customer lens 
  • Oversee and ensure promotional plan development by division align with customer and Irving objectives
  • Deliver annual volume and GP targets 
  • Achieve 5P objectives and goals 
  • Track SAP plan progress and conduct periodic reviews with the customer and ICP cross-functional resources to adjust and revise the plan to meet market conditions
Customer Development:
  • Develops sustainable partnerships by influencing and penetrating multiple levels and functions within the customer’s organization
  • Proactively identifies growth opportunities and business optimization initiatives to deliver topline and bottom-line value to the customer and Irving
  • Orchestrate cross-functional engagements and meetings to advance the partnership
  • Successfully presents plans and negotiates terms to achieve desired results
  • Communicates clearly and persuasively so information is understood and driven to action

Account Management:

  • Oversees customer P&Ls to achieve volume and GP goals 
  •  Ensures accurate forecasting inputs to sales planning & operations
  • Accountable for accurate volume and trade spend information in the PTP system
  • Develops and submits period end results and business implications
  • Identifies and oversees revenue growth management improvement opportunities
  • Manages cross-functional customer initiatives and tasks to ensure accuracy and on time
  • Communicates customer issues and opportunities accurately and swiftly
  • Communicates market and competitive intelligence to sales leadership and marketing
  • Proactively provide direction and review results with the retail team, as applicable
  • Team Leadership and Development
  • Lead a high performing team by creating positive employee experiences
  • Identify professional development opportunities and execute enrichment activities 
  • Provide timely feedback and active coaching


  • University/Bachelor’s Degree required
  • 10+ years of sales experience with a consumer-packaged goods organization
  • 5+ years sales experience managing WalMart, Inc
  • Established network and relationships within the Walmart Inc. organization
  • Prior experience leading and managing people is required
What We Offer:
  • Excellent Benefits
    • Including health, dental, life insurance, disability insurance, 401k match, vacation, tuition & wellness reimbursement, and more.
  • Advancement Opportunities
    • There are plentiful opportunities to promote to higher level positions in our organization. While seniority does play a role in movement up the Lines of Progression, most employees who wish to achieve the higher levels are only limited by their own desire to progress and willingness to learn. If you are someone who believes you can achieve great things for yourself and our Company, then you are the person we want on our team!

To Apply for this Career Opportunity:


Please apply online by December 11. 


We appreciate your interest in our company! Only those candidates selected for an interview will be contacted. 


For more information on our products and services, click here.




Irving Tissue, a division of Irving Consumer Products, Inc., is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or protected Veteran status.


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