VP of Retail (Specialty & Private Label)

Ark Ell Springs•Valencia, CA

About The Position

We, at Elite Comfort Solutions LLC, a Leggett & Platt company, are seeking an exceptional communicator and detail-oriented Vice President of Specialty Retail and Private Label to lead growth and profitability across Specialty Retail, Private Label Mattress programs in Newnan, GA. Did you know we are a global leader in foam technology? That's right! In fact, we have been pioneers in this industry for over 20 years. Since then, we have partnered with Leggett & Platt and been an industry leader in guaranteeing you get the best sleep possible. If you join our team, your work will ensure people across the world have a little more comfort in their lives. This executive owns the end-to-end commercial system for these channels setting strategy, rigorously qualifying and prioritizing prospective retail partners, ensuring product and channel alignment, building and converting a disciplined opportunity pipeline, and driving effective retailer sell-in and launch execution. The role carries direct accountability for revenue, contribution profit, and channel P&L performance, and is responsible for establishing a predictable operating cadence that governs customer selection, program economics, and ongoing performance management. Success in this role is defined by the ability to build repeatable, scalable processes that convert targeted retail opportunities into profitable, long-term partnerships. This is a hands-on, general-manager-style role designed for a leader who drives outcomes through disciplined execution, clear decision-making, and accountability.

Requirements

Bachelor's degree in business, marketing, or a related field required
Minimum 5+ years Executive or Senior Leadership experience in the mattress industry, with direct accountability for channel or customer P&L performance.
Track record of building and scaling specialty retail or private label dealer network.
Experience holding teams accountable to measurable commercial outcomes.
Strong command of channel and program economics, including pricing, mix, contribution margin, and cost-to-serve trade-offs.
Proven ability to own and operate a customer or channel P&L, making disciplined decisions to protect profitability.
Demonstrated skills in building operating cadence and governance that converts strategy into predictable execution.
Ability to qualify opportunities and prioritize resources, converting a focused pipeline into profitable launches.
Comfort making clear decisions with incomplete information and being held accountable for results.
Willingness to simplify portfolios and exit unprofitable programs or accounts when economics or strategy warrant.
Track record of coaching leaders to ownership, with expectations tied to measurable outcomes, not activity.

Nice To Haves

MBA or equivalent advanced degree preferred.

Responsibilities

Own and execute the channel growth strategy across Specialty Retail and Private Label accounts, aligned with ECS enterprise objectives.
Define and enforce customer and program selection criteria, ensuring ECS pursues only opportunities that meet margin, scalability, and strategic-fit thresholds.
Establish and enforce guardrails for pricing discipline, program exceptions, assortment expansion, and margin erosion.
Drive new dealer acquisition through a structured, recurring cadence that produces a predicable flow of qualified dealer openings tied to revenue and contribution targets.
Lead senior-level customer negotiations and secure commercially sound agreements with clearly defined economics, responsibilities, and exit terms.
Own the end-to-end channel P&L, delivering profitable growth through disciplined pricing, mix, trade-offs, and cost-to-serve management.
Develop and execute annual and multi-year operating plans, including revenue, contribution profit, customer targets, and capacity assumptions.
Establish and run a predictable operating rhythm (weekly, monthly, quarterly) governing pipeline review, account performance, issue escalation, and decision-making.
Build and maintain a transparent, data-driven opportunity pipeline with defined stages, owners, probabilities, and financial expectations.
Create and enforce governance for pricing and margin exceptions, assortment changes, and program economics to ensure consistent decision-making across retailer customers and channels.
Ensure new programs launch on time, in full, and within approved economics, with rapid corrective action when gaps arise.
Establish customer scorecards (external facing business reviews & internal business reviews) measuring revenue, contribution profit, service performance, compliance, and growth versus plan.
Improve revenue quality by eliminating repeated exceptions, reducing unprofitable SKUs and programs, and simplifying the portfolio over time.
Actively manage cost-to-serve complexity to improve margins, service performance, and organizational focus.
Lead monthly business reviews centered on outcomes, financial performance, and corrective actions.
Develop East & West Sales Leaders with clear expectations tied to measurable outcomes, conversion performance, and profitable growth.
Set clear expectations tied to financial outcomes, pipeline health, and execution quality.
Evolve the coverage and operating model to support scale, focus, and profitable growth.
Serve as a visible culture carrier for ownership, discipline, and accountability.