Vice President of Sales - Major Retail & Club Accounts

Location: Midwest Candidates only
Industry: Consumer Appliances
Reports to: C-Level Leadership

The Opportunity

We are partnering with a growing consumer appliance business to appoint a Vice President of Sales who will take ownership of the company's retail growth strategy across some of the largest and most influential retailers in the United States.

This is a high-impact individual contributor role for a commercially driven sales executive with a strong track record of growing appliance or consumer durable businesses through Costco, Walmart, Sam's Club and other major national retail accounts.

The successful candidate will bring established retailer relationships, commercial expertise and the ability to identify and convert new opportunities while taking ownership of the company's key retail partnerships.

What You'll Own

National Retail Strategy

• Develop and execute the company's national sales strategy across club, mass, big-box and other large retail channels.

• Own strategic relationships with key customers, including Costco, Walmart, Sam's Club and other major national retailers.

• Develop account-specific growth strategies covering assortment, pricing, promotional activity, distribution and new product launches.

• Identify opportunities to expand distribution, increase category presence and develop new retail partnerships.

• Build long-term customer plans focused on sustainable and profitable growth.

Customer & Account Management

• Serve as the senior commercial point of contact for the company's most important retail partners.

• Build and maintain relationships with senior buyers, merchants and retail leadership.

• Lead annual negotiations, joint business planning and major commercial discussions.

• Prepare and deliver customer presentations, business reviews and growth proposals.

• Develop a deep understanding of each retailer's strategy, customer base and category objectives.

• Use customer, category and competitive data to identify opportunities for incremental growth.

• Manage the full commercial relationship from initial opportunity through execution and ongoing account development.

Commercial Management

• Own revenue and margin objectives across assigned retail accounts.

• Develop pricing and promotional strategies that balance volume growth with profitability.

• Manage trade investment and customer-specific commercial programs.

• Monitor account performance, forecasts, inventory and sell-through to identify risks and opportunities.

• Partner closely with Finance and Supply Chain to ensure customer commitments are commercially attractive and operationally achievable.

Business Development & Growth

• Identify and pursue new national retail opportunities across the appliance and consumer products landscape.

• Expand the company's presence within existing customers while developing new strategic accounts.

• Identify opportunities for increased distribution, new SKUs, expanded assortments and additional retail programs.

• Evaluate emerging retail channels, e-commerce opportunities and alternative routes to market.

• Partner with Product and Marketing teams to ensure the product pipeline reflects retailer and consumer needs.

• Bring market intelligence and customer feedback into the wider business to influence product and commercial strategy.

What We're Looking For

We are looking for a commercially driven sales executive with a strong track record in appliances, consumer durables or a closely related consumer product category.

The ideal candidate will bring:

• 12+ years of progressive sales experience, with significant responsibility for major U.S. retail accounts.

• Previous VP, SVP, Head of Sales or equivalent senior commercial experience.

• Proven track record within the appliances/electronics industry (Essential)

• Demonstrated success selling through Costco, Walmart and/or Sam's Club, with relationships at senior buyer/merchant level.

• Experience across club, mass, big-box or other large-format retail.

• A proven record of delivering significant revenue growth.

• Strong understanding of retail buying cycles, assortment strategy, pricing, promotions and product launches.

• Experience leading negotiations and developing joint business plans with major retailers.

• Strong commercial and financial acumen, including experience managing revenue, margin, trade spend and/or account profitability.

• Experience operating independently and taking ownership of strategic customer relationships.

• Excellent communication, negotiation and presentation skills.

Existing relationships with major U.S. retail buyers are strongly preferred.

The Person

This role will suit an entrepreneurial sales executive who enjoys being close to the customer and wants significant influence over the future direction of a business.

You will be:

• Commercially driven and focused on profitable growth.

• Highly credible with major retail buyers.

• Comfortable negotiating at executive level.

• Data-driven and financially astute.

• Strong at building long-term customer relationships.

• Comfortable working independently and managing multiple strategic accounts.

• Able to move between long-term commercial strategy and hands-on account execution.

• Energized by developing new business and expanding existing customer relationships.

If you have successfully grown an appliance or consumer durable business through Costco, Walmart, Sam's Club and other major U.S. retailers, we'd be interested in speaking with you.