Vice President, U.S. Retail

Oatey • Cleveland, OH

19h • $172,886 - $285,261 • Hybrid

About The Position

The Vice President, U.S. Retail leads Oatey’s U.S. retail strategy, sales growth, customer partnerships, brand presence, and retail team development. The role develops and executes strategies to grow sales, improve profitability, strengthen relationships with key retail customers, and expand brand relevance in the home improvement marketplace. The leader develops and elevates the existing team, strengthens alignment and accountability, identifies growth opportunities, and works cross-functionally to bring products, programs, and solutions to market.

The position requires a strong understanding of the home improvement retail landscape, including big box retailers, retail co-ops, hardware distributors, and other strategic customer channels. It partners closely with retail channel marketing, product management, brand management, e-commerce, supply chain, distribution, manufacturing, finance, pricing, and operations. The role addresses changing consumer behavior, omnichannel expectations, margin pressure, tariffs, supply chain complexity, digital commerce, and competition.

The position may be based in Cleveland, Atlanta, Charlotte, or Chicago, with Cleveland preferred. Travel is approximately 30% of the time. The compensation range is $172,886–$285,261, with a target cash profit-sharing opportunity of 25%.

Requirements

• At least 7 years of experience in the home improvement industry.
• Direct experience calling on or leading business across all home improvement retail segments: big box, retail co-ops, and hardware distribution.
• Proven record of growing sales, improving profitability, and building strategic customer partnerships.
• Experience leading, developing, and building high-performing teams.
• Experience leading negotiations for customer programs, pricing actions, merchandising programs, rebates, contracts, and line reviews.
• 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, writing, and presentation skills, and basic contract understanding.
• Ability to work in a fast-changing business environment involving shifting customer expectations, margin pressure, supply chain challenges, tariffs, and competition.
• Ability to communicate effectively with executive leadership, customers, sales teams, rep agencies, and cross-functional partners.
• Bachelor’s degree in a related field, or equivalent relevant experience in lieu of a degree.
• Ability to travel approximately 30% of the time.

Nice To Haves

• Rough plumbing or building materials department experience.

Responsibilities

• Develop and execute the retail division’s strategic plan to improve brand position, sales, profitability, market share, and customer relationships.
• Lead, coach, develop, and mentor the retail sales organization, building an accountable, collaborative, growth-oriented team and future leadership capability.
• Establish goals, expectations, KPIs, and operating rhythms to drive accountability, execution, and continuous improvement.
• Build and maintain senior-level relationships with Home Depot, Lowe’s, and other retail customers as a strategic partner focused on mutual growth.
• Identify 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 products that meet customer needs and support category growth and brand position.
• Grow and protect retail brands through improved visibility, product storytelling, merchandising, packaging, digital content, and customer experience.
• Collaborate with e-commerce and digital teams on 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 involving pricing, rebates, merchandising programs, contracts, line reviews, and strategic business plans.
• Partner with finance and pricing teams to evaluate profitability, margins, customer programs, cost changes, tariffs, and pricing actions.
• Collaborate with supply chain, manufacturing, distribution, and operations to meet customer service, inventory, launch-readiness, and operational expectations.
• Participate in sales and operations planning to align retail forecasts, inventory needs, customer programs, and product launches.
• Monitor market trends, competition, consumer behavior, customer strategies, and industry changes to identify risks and growth opportunities.
• Communicate customer priorities, new products, pricing actions, legislative changes, tariffs, supply chain updates, and business performance to relevant teams and executive leadership.
• Build a culture of collaboration, urgency, accountability, innovation, and customer focus across the retail organization.

Benefits

• Generous paid time off programs and paid company holidays.
• Annual discretionary cash profit sharing; target cash profit-sharing opportunity is 25%.
• Immediate eligibility and vesting in a 401(k), including a 100% company match up to 5% of eligible compensation.
• Medical, dental, vision, and life insurance for associates and qualified dependents.
• Company contribution to a Health Savings Account with a High Deductible Health Plan.
• Short-term and long-term disability income protection at no cost to associates.
• Paid maternity and paid parental leave.
• Tuition reimbursement.
• Resources supporting associate well-being, including resource groups, an employee assistance program, and dedicated mental health support.

What This Job Offers

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