Douglas Irwin

  • Charlotte NC

Sales & Account Manager


Key experience in consumer packaged goods with both managing the buyer relationship and a grocery retail operations team. Adept at consistently achieving goals and growing business through development of strong business relationships with decision-makers. Build advisory relationships through deep industry knowledge, category management and shopper insights, producing data-based presentations that drive positive decisions.   

Work History

Work History
Jan 2012 - Present

Sales Manager- Charlotte, NC

ConAgra Foods

Manage a team of 12 retail sales representatives that make daily store calls in defined territories of Walmart stores in Mid-Atlantic region; represent over 640 locations with 527MM in annual sales. Track individual development and scorecard their effectiveness on specific goals and tasks to maximize merchandising and sales of over 500 grocery items in frozen, grocery, snacks and dairy departments. Representatives learn to merchandise, problem-solve, develop key store relationships, make sales presentations, close sales and execute post-event analysis. Over 5MM in sales gains by growing in-stock and creating additional merchandising space

Participate in the recruiting, interviewing and training of the retail sales team (direct-from- campus) that serves as the talent bench for consumer sales group. Have managed 32 individuals, trained 24 new hires and promoted 17 to next-level positions within the company.

Conduct sales presentations with Walmart store, district and regional managers to gain alignment on merchandising initiatives. Leverage value product line and cross-merchandising ideas, advise on sales trends and seek to close sales in areas of opportunity. Have generated over $500k in incremental sales through these meetings.


Feb 2010 - Nov 2011

Market Manager- Charlotte, NC

Time Warner Retail Sales & Marketing

Managed sales and merchandising in the Carolinas for portfolio of over 150 magazine titles at grocery in both Carolinas. Worked with matrix of consultants, display manufacturers, wholesalers and merchandising brokers at Harris Teeter, Ingles, Foods Lion, Lowes Foods and Piggly Wiggly(Charleston). Utilized syndicated data, category management and customer relationships to maintain display base at checkout, where 80% of magazines are sold. Co-developed process for measuring merchandising and correction of errors, resulting in a 20% decrease in stock-outs and 100% decrease in out of date product displayed.

Jan 2005 - Feb 2010

National Account Manager- Bentonville, AR

Time Warner Retail Sales & Marketing

Key contact between Walmart buyer and magazine publisher/distributor for titles sold at retail (single-copy). Over 150MM annually from leading weeklies People Weekly, US Weekly plus key monthlies (In Style, Martha Stewart, Southern Living). Grew sales in a declining business by selling price increases at an 85% approval rate, new items 90% and seasonal display programs including SI Swimsuit, over objections from top Walmart management. Involved in successful launch of All You and People Special by making AY an exclusive Walmart magazine, closing sale of over 20k merchandising locations at the key checkout impulse displays. Successfully negotiated merchandising space that grew base distribution and gross sales of top-selling weekly People Weekly, which grew 17% in display base, gross sales increased 11%. Top monthly In Style grew 40% display, 28% sales after gaining additional checkout locations.

Utilized category management learning to maintain and grow merchandising space, which was critical in an impulse category like retail magazine sales. Consistently reinforced category features around inventory, DSD merchandising, pay-on-scan and high margins to maintain critical checkout merchandising space. Also facilitated meetings between HQ brand marketing teams and Walmart.    

Jan 2000 - Feb 2005

Key Account Manager- Charlotte, NC 

Time Warner Retail Sales & Marketing

Selling and management of magazine portfolio at Harris Teeter, Food Lion, Ingles, Bi-Lo, Winn-Dixie and other key regional grocery customers. Negotiated annual planogram reviews resulting in 20% display space gains and 16% sales growth at Harris Teeter. Used category management and intimate knowledge of stores to penetrate director and vice-president level and influencing the design and planning of magazine merchandising fixture; this resulted in space and sales gain for market-leading titles in portfolio.

At Food Lion provided key category management insights that drove decision-making process on new magazine checkout fixture and ultimately grew sales for Time portfolio by 12% in a flat market. Collaborate with display company to design and implement magazine display at tobacco checkout, creating 1,200 additional displays for key weeklies. 



Bachelor of Arts


Communications major. Journalism minor.




SIERA Selling

Certified in SIERA selling method. 2013, ConAgra.

SPIN Selling

Certified in SPIN selling method. 2006. Time Warner.


Best In Class, Time Warner, 2008.

Walmart Vendor Of The Year, Time Warner, 2006.