Hello potential future Oatly employee. It’s us, the original oatmilk company that started in Sweden back 25 or so years ago and has since expanded to the U.S. where we’ve continued growing at a rate such that we need more brilliant minds to come work with us to keep the momentum going and the oat milk flowing.

Sustainability, health, and transparency are the core values that guide everything we do. Basically, we exist to make it easy for people to eat better and live healthier lives without recklessly taxing the planet’s resources in the process. If any of this resonates with you, then maybe you’d like to work for Oatly, too. Now onto the formal stuff.

We are looking for a Director Of Mass to join our team and lead Oatly’s business with Walmart, Target, and Sam’s Club. This role is pivotal in driving strategic growth across three of our most important retail partners. Reporting to the VP of Sales, this position exists to increase sales, build market share, and grow brand awareness while delivering exceptional execution and fostering meaningful partnerships with our retail partners.

Qualified candidates must reside in Bentonville, AR due to business needs.

Here are the things we want to hire you to do:

• Works with the VP of Sales to create a long-term vision for Walmart, Target, and Sam’s Club to deliver flawless execution of strategic plans

• Achieve annual sales volume, market share growth, ROI targets, and profitability goals

• Act as the main point of contact with retailers, managing and addressing daily business needs and opportunities
• Have enthusiasm for networking and building deep relationships throughout retailer organizations; buyers, assistant buyers, inventory analysts, and merchandise planners across all Oatly selling categories. Leverage top to top and JBP meetings where it makes sense

• Partner and work collaboratively with cross-functional teams (Customer Service, Commercial Ops, Demand Planning, Insights and Shopper Marketing)

• Partner with the broker account manager to build out, implement, and drive our retail sales strategy at accounts

• Utilize your retailer knowledge to build best-in-class promotion, shopper, and support plans to support distribution in a way that fits the Oatly go-to-market strategy. Analyze, learn, and adjust

• Bring thought leadership and insights to the retailer’s organization around plant-based growth and Oatly’s role in their stores by utilizing data and establishing Oatly as a leader in plant-based

• Curate fact-based selling stories leveraging syndicated data sources and all available selling materials

• Create a cadence and expectation for insights sharing internally and with customers, whether that be monthly, quarterly business updates, new item launch progress, or promo evaluations

• Participate in the Oatly annual planning process which will culminate in presenting your customer plans to the sales leadership team

• Manage demand and shipment forecasts, promotional/trade management plans, and shopper marketing activities

• Develop a strategic roadmap to drive distribution, shelving, pricing, and promotional support tactics to optimize spend and partnerships

• Own the strategy, tactics, and execution in all JBP programs and events

• Present at customer category reviews 1-2x per year to sell in void closures and innovation

• Participate in trade shows, sales, and customer events

• Exhibit a collaborative mindset with peers and leadership on the retail sales team, while sharing best practices and being open to learning what you don’t know

Here are the things we think you need:

• Bachelor’s degree

• Minimum of 10+ years in retail sales in the CPG industry

• Ideally has been in a sales position on Walmart and Target in a current role or the last 2 years with extensive experience working directly with buyers, assistant buyers, inventory analysts, and merchandise planners

• Critical to have a solid understanding of multiple distribution methods to get to retailers, such as direct shipping to DCs or indirect

• Category management mindset and know how to expertly use syndicated data sources (SPINS, Nielsen, IRI) and customer-specific data to support fact-based selling

• Excellent organizational and communication (written, verbal, and virtual) skills with a high attention to detail

• Ability to prioritize and manage time effectively, while thriving in a remote environment
• Strong leadership, team-oriented, and influencing skills to gain alignment, agreement, and commitments both internally and externally

• Loves using PowerPoint, and Excel and would consider yourself a data-savvy sales professional

• Have a thorough understanding of trade math, promotional planning, and forecasting rationale

• Have an open mind and be excited to do things differently when the opportunity presents itself

• Problem-solving skills and desire to bring creative and tactful solutions to business opportunities

• Motivated, enthusiastic, and positive even during stressful times (we love what we do but not every day is a walk in the park)

• Willing to travel to retailer meetings and industry events

And here’s another list of qualities we think make a good Oatly team member:

• You feel connected to our mission of encouraging health, sustainability, and transparency
• You are a self-starter who doesn’t need direct supervision to motivate you for success – we believe strongly in building a culture of individual accountability and ownership and need partners who can embrace that mentality
• You are ready to make your mark in a smaller, growing brand leveraging your experience to deliver amazing results and build an outstanding company
• You have an entrepreneurial spirit in that you’re comfortable with ambiguity and are energized by the process of building something lasting from the ground up
• You enjoy sharing your quirkiness and talents with your coworkers

Another bulleted list felt redundant, so we wrote this long sentence with all the ways we sweeten the deal to work with us, like providing flexible vacation for starters, really great benefits, and genuinely great coworkers who want to see the company and each other succeed, and a start-up vibe with an established company history.

Our team is available to support you through the hiring process with reasonable accommodations to enable a barrier-free interview experience. We will maintain candidate privacy and confidentiality to enable an unbiased and equitable experience. If you need assistance applying for a role due to a disability or special need, please contact talent.management@oatly.com.

Oatly is an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

Department

Sales

Role

Retail

Locations

United States - Remote

Remote status

Fully Remote