Customer Business Lead, Sam's Club

About the role

The Customer Business Lead, Sam’s Club, will make a meaningful impact on Ferrara’s growth by leading the strategy, planning, and execution of the Sam’s Club Confections business. This role is responsible for building strong customer partnerships, identifying opportunities to accelerate growth, and delivering profitable, sustainable results through strategic customer engagement, disciplined execution, and strong cross-functional collaboration.

Responsibilities

• Serve as the primary business manager of the Sam’s Club Confections business, accountable for delivering annual sales, profitability, and strategic growth objectives while effectively managing trade investments
• Develop and execute strategies aligned to Ferrara and customer priorities to drive profitable, sustainable growth
• Lead annual business planning, forecasting, innovation commercialization, and promotional strategy for the Sam’s Club business
• Build and maintain strong customer relationships, positioning Ferrara as a trusted strategic partner with Sam’s Club
• Identify business opportunities, risks, and market trends and proactively develop plans to maximize performance
• Influence and align cross-functional partners including Category Management, Sales Strategy, Finance, Supply Chain, Marketing, and Retail to deliver business objectives and best-in-class execution
• Own key business processes including line reviews, feature submissions, item setup, forecasting, innovation launches, supply alignment and ecommerce initiatives
• Leverage customer, category, consumption, and syndicated data to identify insights, shape strategies, and develop fact-based recommendations
• Lead preparation and execution of customer-facing presentations including Joint Business Planning (JBP), Quarterly Business Reviews (QBRs), innovation sell-ins, and strategic business updates
• Champion continuous improvement initiatives that simplify processes, improve execution, and strengthen overall business performance
• Demonstrate Ferrara’s core values and commitment to collaboration, accountability, and results

Requirements

• Self-starter with strong ownership mentality, business acumen, and bias for action
• Strong strategic, analytical, and problem-solving capabilities with the ability to translate data into actionable recommendations
• Exceptional communication, presentation, negotiation, and storytelling skills, with the proven ability to influence decisions and drive alignment across multiple functions and leadership levels internally and externally
• Demonstrated ability to prioritize effectively, manage ambiguity, and execute with urgency in a fast-paced environment
• Strong leadership presence with the ability to build credibility, drive alignment, and influence decision-making
• Strong analytical capabilities with experience leveraging Madrid, Retail Link, and syndicated data (Circana) to drive business decisions
• Ability to identify opportunities, anticipate challenges, and proactively develop solutions
• High level of professionalism, adaptability, and collaboration
• Ability to travel as required; must reside in Northwest Arkansas
• Ability to lift up to 40 pounds

Qualifications

• Bachelor’s degree required; MBA or advanced degree preferred
• Minimum 5+ years of sales or related experience supporting Sam’s Club (preferred) and/or Walmart
• Strong understanding of Sam’s Club merchandising strategies, promotional planning, supply chain, and ecommerce processes
• Proven experience managing relationships and delivering business growth in a highly collaborative environment
• Advanced proficiency in Microsoft Office Suite, particularly Excel and PowerPoint
• Experience in Customer/Channel Marketing, Category Management, Sales Strategy, or Sales Operations is a plus
• Experience working with McLane and/or Confections categories is preferred

Benefits

At Ferrara, we're proud to support our employees with comprehensive benefits that enhance health, financial wellness, and include paid time off (PTO). Eligible employees may also receive an annual bonus based on company performance. Learn more about our benefits at https://flimp.live/Ferrara-Benefits-Resource-Center

Pay

The salary range for this position is $123,668 to $173,135 annually.