Vice President, U.S. Retail

Oatey Company • Cleveland, OH

2d • $172,886 - $285,261 • Hybrid

About The Position

The Vice President, U.S. Retail will contribute to Oatey’s success by leading the company’s U.S. retail strategy, sales growth, customer partnerships, brand presence, and retail team development. This individual will be responsible for developing and executing strategies that grow sales, improve profitability, strengthen Oatey’s position with key retail customers, and expand brand relevance in today’s evolving home improvement marketplace.

This role requires a leader who can continue to develop and elevate a strong existing team, further strengthen alignment and accountability, deepen strategic customer relationships, identify new growth opportunities, and work cross-functionally to bring new products, programs, and solutions to market. The Vice President, U.S. Retail must have a strong understanding of the full home improvement retail landscape, including big box retailers, retail co-ops, hardware distributors, and other strategic customer channels. This leader must bring deep knowledge of these customers while leading through changing consumer behavior, omnichannel expectations, margin pressure, tariffs, supply chain complexity, digital commerce, and increased competition.

This role requires close partnership with leaders across retail channel marketing, product management, brand management, e-commerce, supply chain, distribution, manufacturing, finance, pricing, and operations to ensure the retail business is aligned, competitive, and positioned for long-term growth.

Requirements

• Minimum of 7 years of experience in the home improvement industry required, with direct experience calling on or leading business with all business segments of the retail home improvement industry (big box, retail co-op’s, hardware distribution)
• Proven track record of growing sales, improving profitability, and building strong strategic customer partnerships.
• Experience leading, developing, and building high-performing teams.
• Experience successfully negotiating customer programs, pricing actions, merchandising programs, rebates, contracts, and line reviews in a lead role.
• Strong understanding of retail channel dynamics, including store execution, merchandising, category management, Pro customer needs, e-commerce, and omnichannel retail.
• Experience launching new products and working cross-functionally with product management, marketing, supply chain, finance, and operations.
• Strong financial acumen, analytical ability, math skills, writing skills, presentation skills, and basic contract understanding.
• Ability to operate in a fast-changing business environment with shifting customer expectations, margin pressure, supply chain challenges, tariffs, and competitive activity.
• Ability to communicate effectively with executive leadership, customers, sales teams, rep agencies, and cross-functional partners.

Nice To Haves

• Rough plumbing or building materials department experience preferred but not required.

Responsibilities

• Develop and execute the retail division’s strategic plan (Elevate) to improve brand position, increase sales, improve profitability, expand market share, and strengthen Oatey’s position with key retail customers.
• Lead the retail sales organization with a focus on building a strong, accountable, collaborative, and growth-oriented team.
• Coach, develop, and mentor team members to improve performance, strengthen customer relationships, build business acumen, and create future leadership capability.
• Establish clear goals, expectations, KPIs, and operating rhythms to drive accountability, execution, and continuous improvement across the retail team.
• Build and maintain strong senior-level relationships with Home Depot, Lowe’s, and other retail customers, serving as a strategic partner focused on mutual growth.
• Identify and pursue new sales opportunities through new products, expanded distribution, line reviews, category growth, merchandising improvements, Pro-at-Retail opportunities, and customer-specific programs.
• Partner with product management, and retail channel marketing to develop and launch new products that meet customer needs, support category growth, and strengthen Oatey’s brand position.
• Grow and protect Oatey’s brands in retail by improving brand visibility, product storytelling, merchandising, packaging, digital content, and the overall customer experience.
• Collaborate with e-commerce and digital teams to ensure strong omnichannel execution, including online content, digital shelf performance, search, ratings and reviews, and customer-specific digital requirements.
• Manage retail budgets, forecasts, pricing strategies, customer programs, and promotional investments to support profitable growth.
• Lead customer negotiations, including pricing, rebates, merchandising programs, contracts, line reviews, and strategic business plans.
• Partner with finance and pricing teams to evaluate profitability, margin performance, customer programs, cost changes, tariffs, and pricing actions.
• Collaborate with supply chain, manufacturing, distribution, and operations to ensure customer service levels, inventory availability, launch readiness, and operational execution meet both customer and Oatey expectations.
• Participate in sales and operations planning to ensure retail forecasts, inventory needs, customer programs, and new product launches are aligned across the organization.
• Monitor market trends, competitive activity, consumer behavior, customer strategies, and industry changes to identify risks and growth opportunities.
• Communicate clearly and consistently with sales teams, reps, marketing, supply chain, operations, finance, and executive leadership regarding customer priorities, new products, pricing actions, legislative changes, tariffs, supply chain updates, and business performance.
• Create a culture of collaboration, urgency, accountability, innovation, and customer focus across the retail organization.

Benefits

• Generous paid time off programs and paid company holidays to support flexibility and work-life balance
• Annual Discretionary Cash Profit Sharing
• Immediate eligibility and vesting in 401(k), including 100% company match, up to 5% of eligible compensation
• Market leading health insurance including medical, dental, vision, and life insurance offerings for associates and qualified dependents
• Significant company contribution to Health Savings Account with a High Deductible Health Plan (HDHP)
• Short-Term and Long-Term Disability income protection coverage at no cost to associates
• Paid Maternity and Paid Parental Leave
• Tuition reimbursement
• A strong set of complementary resources to support associate well-being, including resource groups, EAP, and dedicated mental health support.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive