Sam's Club's CEO Was Told She Was on the Wrong Career Path—Now She Leads a $96 Billion Business
Why It Matters
Watkins’ ascent underscores the strategic shift toward merchant‑centric leadership and could accelerate Walmart’s tech and membership growth, reshaping competition in the wholesale‑club market.
Key Takeaways
- •Doug McMillon urged Watkins to shift from real estate to merchandising.
- •Watkins rose from 1997 Walmart intern to Sam’s Club CEO.
- •Sam’s Club aims to double sales, profit, membership in 8‑10 years.
- •Club serves as Walmart’s testing ground for tech and membership model.
- •Watkins ranked 87th among Fortune’s 100 most powerful women.
Summary
Latrice Watkins, a three‑decade Walmart veteran, has been appointed CEO of Sam’s Club, the membership‑based arm of Walmart that generates roughly $96 billion in revenue.
Watkins began as a 1997 intern and rose through the real‑estate division before Doug McMillon told her that true advancement required a move into merchandising, the core of Walmart’s business. She heeded that advice, transitioning to merchant roles that positioned her for the top post.
Sam’s Club already unveiled an ambitious plan to double sales, profit and membership over the next eight to ten years, and the unit has long served as Walmart’s testbed for new technology and a membership model akin to Costco’s. Watkins, now ranked 87th on Fortune’s 100 Most Powerful Women, is expected to accelerate those initiatives.
Her leadership could sharpen Walmart’s competitive edge by expanding tech‑driven shopping experiences, boosting membership growth, and challenging Costco’s dominance, while reinforcing the importance of merchant expertise in retail’s evolving landscape.
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