VP of Sales, Mass Club
$190,000–$225,000 year
On-siteBentonville, Arkansas, United States or Arkansas, United States
Job Summary
Develop and execute Gimme's short- and long-term growth strategy for Mass and Club channels, including Walmart, Target, Costco, and Sam's Club. Own customer and channel P&Ls, managing trade investment, pricing, and promotional strategy to deliver net sales and profitability objectives. Lead annual planning, joint business reviews, and strategic negotiations with major retailers while building relationships with retail brokers and executive leadership. Partner cross-functionally with Sales Planning, Marketing, Finance, and Supply Chain to align growth plans with operational capacity and demand forecasts. Recruit, coach, and develop a high-performing sales organization, establishing scalable processes and reporting tools. Navigate the Bentonville retail ecosystem to identify whitespace opportunities and accelerate distribution, balancing short-term revenue with long-term brand health.
Required Qualifications
- 10+ years of progressive sales experience within food & beverage or consumer packaged goods (CPG)
- 5+ years of direct selling and leadership experience within Mass, Club, or other major national retail channels
- Significant experience working with major national retailers such as Walmart, Sam's Club, Costco, Target, BJ's, or similar customers
- Experience using syndicated data along with customer specific retailer data and portals
- Demonstrated success growing brands, categories, and customer relationships within large national retailers
- Experience leading complex customer negotiations, joint business planning, and annual planning processes
- Demonstrated P&L ownership and experience managing pricing, trade investment, promotional strategy, and customer profitability
- Experience developing and executing annual and multi-year customer and channel strategies
- Experience partnering with Sales Planning, Marketing, Finance, Demand Planning, Supply Chain, and Operations to successfully execute significant customer growth initiatives
- Demonstrates experience building and developing high-performing sales teams
- Excellent communication, presentation, negotiation, and cross-functional collaboration skills
- Ability to travel as needed to support customer relationships, company meetings, and business priorities
- Regular travel to support key customer relationships and business priorities
Desired Qualifications
- Deep knowledge of the Mass and Club retail landscape and a strong understanding of how to successfully grow emerging brands within large, complex retail organizations
- Strong knowledge of the Bentonville/Minneapolis retail ecosystem and experience building trusted relationships within Walmart, Target and Sam's Club
- Exceptional commercial instincts with the ability to identify growth opportunities and translate them into clear, executable strategies
- Strong financial acumen, including experience with customer P&Ls, trade investment, pricing, promotional strategy, forecasting, and profitability
- A strategic mindset combined with a willingness to remain hands-on and close to the business
- Strong negotiation, communication, and relationship-building skills to influence senior customers and internal stakeholders
- The ability to use data, insights, and financial analysis to make sound business decisions
- A high ownership mindset with a proactive, solutions-oriented approach
- Comfort navigating ambiguity and operating effectively in a fast-moving, entrepreneurial environment where processes and teams are continuing to evolve
- Exceptional communication, presentation, and executive presence
- A collaborative leadership style and demonstrated ability to build trust and credibility across functions
- Established experience and relationships within the Bentonville retail community strongly preferred
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