VP of Sales, Mass Club

Gimme Seaweed

2d•$190,000 - $225,000•Hybrid

About The Position

As pioneers of the seaweed category, Gimme introduced the world’s first line of Certified Organic and Non-GMO Project Verified roasted seaweed snacks in 2012 and has since grown to become the #1 selling, premium, organic seaweed-based snack. Led by founders and visionary food entrepreneurs Annie Chun and Steve Broad, the company takes great pride and care in creating delicious and convenient snacks inspired by their Korean heritage and believes that seaweed represents a sustainable path forward that nourishes people and the planet. With eyes focused on the future, Gimme is on a mission to increase its impact by winning over a whole new generation of foodies. The company is assembling a team of talented and driven individuals who are just as excited about the future of seaweed. Gimme was recognized by Inc. magazine in the 2025 Inc. 5000 list of America's fastest-growing private companies, achieving 183% growth over the past three years.

Requirements

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.
Experience building, leading, and developing high-performing sales teams.
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.
Established experience and relationships within the Bentonville retail community strongly preferred.
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.
Excellent training from larger CPG or food & beverage companies and the ability to translate those learnings into effective strategies for high-growth entrepreneurial environments.
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.

Responsibilities

Develop and execute Gimme’s short- and long-term growth strategy for the Mass (Walmart, Target) and Club (Costco, Sam’s and BJ’s) Channels.
Identify and prioritize assortment, promotion, shopper marketing and digital marketing growth opportunities.
Develop joint business annual and multi-year channel plans aligned with Gimme’s overall commercial and financial objectives.
Establish a clear roadmap for scaling the Mass & Club business, including future organizational structure and capability needs.
Monitor customer strategies, category trends, competitive activity, and emerging opportunities to inform business priorities.
Partner with the Chief Revenue Officer and executive leadership team to shape and influence Gimme’s broader commercial growth strategy.
Own and strengthen executive-level relationships with major national Mass and Club retailers.
Lead customer strategy, annual planning, line reviews, buyer presentations, joint business planning, and strategic negotiations.
Develop customer-specific strategies that drive distribution, assortment, velocity, promotional effectiveness, and profitable growth.
Identify whitespace opportunities within existing customers and potential new channels.
Build strong relationships throughout the customer community to identify, partner with and accelerate growth opportunities.
Lead the strategic priorities and day-to-day selling objectives for Gimme’s retail broker partners in the Mass and Club Channels.
Represent Gimme at key customer meetings, trade events, and industry forums.
Deliver net sales, gross margin, and customer profitability objectives across the Mass & Club business.
Own customer and channel P&Ls, including trade investment, pricing, promotional strategy, and customer profitability.
Develop annual sales plans and rolling 12-month forecasts in partnership with Sales Planning and Finance.
Evaluate customer economics, trade effectiveness, route to market (logistics) and return on investment to ensure resources are aligned with the greatest growth opportunities.
Make strategic recommendations related to pricing, pack architecture, promotional strategy, digital penetration, assortment, and customer investment.
Balance short-term revenue opportunities with long-term profitability and brand health.
Partner closely with Sales Planning, Demand Planning, Marketing, Finance, Supply Chain, Operations, Customer Service, and Innovation to ensure successful execution of customer strategies and plans.
Align customer growth plans with operational capacity, inventory requirements, and company priorities.
Own forecast accuracy and visibility into future customer demand.
Lead cross-functional planning for significant new customer launches, distribution expansion, promotions, and innovation.
Identify potential operational and financial risks (and solutions) associated with customer growth initiatives.
Ensure the organization is prepared to support increasing volume, complexity, and customer expectations as the business scales.
Build and lead a high-performing Mass & Club sales organization as the business grows.
Lead strategic direction, development and day to day management of retail broker partners.
Recruit, coach, and develop exceptional commercial talent.
Establish clear goals, roles, performance expectations, and accountability.
Develop scalable sales processes, reporting tools, and operating rhythms.
Foster strong collaboration across the broader Sales organization and cross-functional teams.
Serve as a trusted advisor and strategic partner to the Chief Revenue Officer and executive leadership team.