VP - Mass Channel Sales

The posting

This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a VP – Mass Channel Sales based in the United States.

The VP of Mass Channel Sales is a high-impact executive leadership opportunity for an experienced commercial leader to build and scale a mass retail business across major big-box, club, home improvement, and general merchandise channels. This role will define the go-to-market strategy, establish strategic retail partnerships, and develop product assortments that meet evolving customer needs. With full ownership of channel profitability and growth, the successful candidate will shape pricing, commercial investments, product launches, and retail execution. Working closely with Product, Marketing, Finance, Procurement, and Operations, this leader will connect strategic vision with operational excellence. The position offers the opportunity to build a team, influence senior retail decision-makers, and establish scalable processes in a dynamic, competitive market. This is a remote position open to candidates across the United States, with an estimated 25–40% travel commitment.

Accountabilities

• Channel Strategy and Business Development: Develop and execute the mass retail channel strategy, including retailer prioritization, product assortment, pricing, and in-store and digital placement objectives. Identify, pursue, and secure partnerships with major mass-market, club, home improvement, and general merchandise retailers. Build executive-level relationships with buyers and category managers, lead joint business planning, and negotiate annual commercial terms.
• Market Intelligence and Category Development: Evaluate market opportunities by retailer, category, and price segment to establish business cases and multi-year growth plans. Analyze competitors, private-label offerings, pricing, assortment, shelf share, vehicle ownership trends, and shopper behavior to identify opportunities for differentiation. Conduct store and online audits, develop data-driven category recommendations, and partner with Finance and Insights teams to establish reporting dashboards using point-of-sale, syndicated, and retailer data.
• Product Launches and Commercialization: Collaborate with Product and Procurement teams to develop and source products tailored to mass retail requirements, including packaging, pricing, and assortment architecture. Lead end-to-end commercialization, from line review preparation through launch and on-shelf execution. Create repeatable processes and playbooks to support scalable product introductions across multiple retail partners.
• Revenue Growth and P&L Management: Own the mass channel profit and loss, including net revenue, gross margin, trade spending, and operating costs. Establish annual budgets, monthly forecasts, and performance targets while proactively managing risks and growth opportunities. Improve sell-through through data-driven merchandising, promotional planning, and retail activation. Manage retail media investments across relevant retailer platforms to maximize sales and return on investment.
• Team Leadership and Organizational Development: Define the channel's organizational structure, staffing strategy, and hiring plan. Recruit, develop, and retain high-performing talent; establish clear goals, incentive plans, and performance expectations; and create a culture of accountability, collaboration, customer focus, and continuous improvement. Build the capabilities, processes, and resources required to support sustainable channel expansion.
• Cross-Functional Execution: Partner with Supply Chain and Operations to ensure product availability, inventory readiness, lead-time performance, and compliance with retailer requirements, including EDI, routing guides, and chargebacks. Collaborate with Marketing on channel-specific content, digital shelf presentation, in-store signage, and promotional campaigns. Work with Finance to manage trade spending and deal profitability, and with Legal to address vendor agreements, commercial terms, product liability, and compliance.
• Executive Leadership and Strategic Influence: Balance long-term channel development with immediate revenue priorities. Translate market insights into compelling category presentations and retailer recommendations, influence stakeholders across functions, and adapt plans to changing market conditions. Demonstrate strategic thinking, innovation, sound commercial judgment, and a commitment to developing people and organizational capabilities.
• Education and Professional Experience: At least 15 years of progressive sales experience, including 10 or more years in senior leadership roles managing mass retail, club, or big-box accounts in the automotive sector. A proven record of launching automotive products and establishing or expanding business with major retailers such as Walmart, Costco, Sam’s Club, Home Depot, Lowe’s, Target, or comparable accounts is required. Experience in automotive accessories or powersports is essential.
• Education: A bachelor’s degree in Business Administration, Marketing, Economics, or a related discipline, or equivalent experience, is required. An MBA or another advanced degree is preferred.
• Mass Retail Expertise: Deep knowledge of mass retail operations, including retailer line reviews, category management, planogram strategy, shelf placement, vendor scorecards, EDI compliance, and retailer portal systems. Understanding of omnichannel retail, digital shelf optimization, replenishment, inventory planning, and retail packaging and labeling standards is essential.
• Commercial and Financial Acumen: Demonstrated ability to own a P&L, manage trade budgets, develop channel pricing strategies, including minimum advertised price (MAP) considerations, and evaluate promotional effectiveness and investment returns. Experience with retail media programs, deal profitability, forecasting, and revenue planning is highly valued.
• Data and Technology Skills: Ability to interpret point-of-sale, syndicated market, shopper, and vehicle parc data to inform commercial decisions. Advanced proficiency in Excel, PowerPoint, CRM platforms, and retail analytics tools is expected. Experience using AI tools such as ChatGPT, Claude, Gemini, or similar platforms to accelerate research, generate insights, prepare presentations, and develop business cases is required.
• Strategic Selling and Communication: Strong negotiation skills and experience influencing senior retail buyers, category managers, and executives. Excellent communication, presentation, and executive presence, with the ability to develop persuasive, data-driven category narratives and line review presentations. Must be able to build trust with external partners and influence internal stakeholders without relying solely on direct authority.
• Leadership and Execution: Proven success building, leading, and developing sales teams, with the ability to recruit and retain talent, establish accountability, and foster collaboration. Must be comfortable building a new channel from the ground up, balancing strategic planning with hands-on execution, and managing multiple retailers, launches, and competing priorities in a fast-changing environment.
• Leadership Competencies: Demonstrates strategic foresight, thought leadership, adaptability, innovation management, and strong brand and business acumen. Values open communication, empathy, employee development, continuous learning, creative problem-solving, and cross-functional collaboration. Able to build organizational capabilities and align people, processes, and resources with long-term business objectives.
• Travel Availability: Must be willing and able to travel approximately 25–40% of the time to retailer headquarters and company locations.
• Work Environment and Physical Requirements: The position operates primarily in a professional office environment and routinely uses standard office equipment. The role is classified as sedentary work, involving sitting most of the time, with occasional standing, walking, bending, lifting, talking, and hearing. Close visual acuity is required for reviewing data, preparing reports, and working with computer displays.
• Medical, dental, and vision insurance coverage.
• Company-paid life insurance and disability coverage.
• 401(k) retirement plan with company matching, with eligibility beginning on the first day of the month after starting employment.
• Wellbeing days to support work-life balance.
• Parental leave.
• Educational reimbursement to support professional development.
• Employee referral bonuses.
• Exclusive discounts on company products.
• Remote work opportunity within the United States, with regular travel required.
• Full-time executive leadership position with the opportunity to build and shape a growing retail channel.

How Jobgether works:

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

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