VP – Mass Channel Sales

Job not on LinkedIn

🔥 12 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

👻 Ghost score 10%

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RealTruck, Inc.

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

📦 Logistics

💼 Consulting

📣 Marketing

Logistics • Consulting • Marketing

RealTruck, Inc. is an e-commerce and retail company that designs, manufactures, and sells truck caps, bed covers, steps, and related accessories directly to consumers and through a network of over 800 dealers. They provide a 3D cap builder for custom configurations, produce products at a plant in Ohio, deliver via their own specialty fleet, and offer professional installation through certified local dealers. RealTruck serves both recreational and commercial truck markets and operates internationally.

📋 Description

• Develop and own RealTruck's mass channel strategy, including retailer prioritization, product assortment architecture, pricing strategy, and shelf/digital placement goals • Identify, prospect, and secure new retail partnerships with major mass, club, home improvement, and general merchandise accounts • Build and manage senior-level retailer relationships with buyers, category managers, and executives • Lead Joint Business Planning processes and negotiate annual trading terms • Size the mass retail opportunity and build business cases and multi-year channel plans • Analyze competitors, private label, assortment, pricing, shelf share, category trends, vehicle parc data, and shopper behavior • Conduct regular store and online audits of target retailers • Build category points of view and support line reviews and assortment recommendations • Establish channel reporting, dashboards, and data sources with Finance and Insights teams • Identify, develop, and source products tailored for mass retail channels • Own end-to-end product launches from line review preparation through on-shelf execution • Build scalable playbooks and processes for product introductions across retail banners • Own the mass channel P&L, including revenue, gross margin, trade spending, and operating costs • Set annual budgets and monthly revenue forecasts; manage performance and escalate risks and opportunities • Drive sell-through through data-driven insights, promotional planning, and in-store/online activation • Develop and manage retail media investments • Define team structure and hiring plans; set goals, coach performance, and build accountability • Establish team processes, reporting cadences, and incentive plans • Partner with Supply Chain and Operations on availability, lead times, logistics compliance, EDI, routing guides, and chargebacks • Work with Marketing on channel-specific content, signage, digital shelf content, and promotional campaigns • Collaborate with Finance on trade spend, deal profitability, and channel investment ROI • Partner with Legal on vendor agreements, retailer terms, product liability, and compliance • Travel to retailer headquarters and RealTruck locations as needed

🎯 Requirements

• 15+ years of progressive sales experience • At least 10 years in a senior leadership role leading mass retail, club, or big-box channel accounts in the automotive space • Proven track record of launching automotive products and building channel presence at Walmart, Costco, Sam’s, Home Depot, Lowe's, Target, or similar mass/club retailers • Experience in the automotive accessories or powersports category • Bachelor's degree in Business Administration, Marketing, Economics, or a related field or equivalent experience is required • Experience using AI (Claude, ChatGPT, Gemini, or similar) to drive speed • Deep understanding of mass retail dynamics, including line reviews, planogram strategy, EDI compliance, vendor scorecards, and retailer portal systems • Strong commercial acumen, including P&L ownership and trade budget management • Experience building and leading sales teams; ability to recruit, develop, and retain talent • Category management, planogram strategy, and line review processes • Trade spend, retail media, channel pricing structures, and MAP • Retail supply chain requirements, replenishment, inventory planning, packaging, and labeling standards • POS data, syndicated data, and vehicle parc data • Omni-channel retail and digital shelf best practices • Strategic planning and business case development • Negotiating with senior retail buyers and executives • Data analysis for sales and profitability decisions • Building and presenting data-driven category and line review pitches • Advanced proficiency in Excel, PowerPoint, CRM, and retail analytics tools • Ability to build a new channel from the ground up in a fast-changing environment • Ability to balance strategic thinking with hands-on execution • Ability to influence across functions and levels without direct authority • Ability to balance short-term revenue goals with long-term brand and channel health • Ability to manage multiple retailers, launches, and priorities simultaneously • Ability to travel as needed to retailer headquarters and RealTruck locations (estimated 25–40%)

🏖️ Benefits

• Medical, dental, and vision coverage • Company-paid life insurance and disability • 401(k) with company match (eligible the first of the month after you start) • Wellbeing days • Parental leave • Educational reimbursement • Referral bonuses • Exclusive employee discounts on RealTruck products