VP of Sales, Mass Club

About Us

As pioneers of the seaweed category, we introduced the world's first line of Certified Organic and Non-GMO Project Verified roasted seaweed snacks in 2012 and have since grown to become the #1 selling, premium, organic seaweed-based snack. Our aspirations reach further as we aim to increase our impact by winning over a new generation of foodies. Led by founders and visionary food entrepreneurs Annie Chun and Steve Broad, we create delicious and convenient snacks inspired by our Korean heritage, believing seaweed represents a sustainable path forward that nourishes people and the planet. 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.

About You

You are a strategic and entrepreneurial sales leader with deep experience in the CPG industry, particularly within major Mass and Club retailers. You excel at building and scaling growth channels, developing strong customer partnerships, and delivering sustainable, profitable growth. A relationship builder, you navigate large, complex retail organizations and foster trusted partnerships at all levels. You possess strong knowledge of the Bentonville retail ecosystem and translate customer opportunities into executable business strategies. Commercially minded and financially disciplined, you understand the full customer P&L and how pricing, trade investment, promotional strategy, assortment, distribution, and customer mix impact business health. You use data and insights to identify opportunities, challenge assumptions, and make sound decisions. Both strategic and hands-on, you develop multi-year channel strategies while rolling up your sleeves for customer meetings, new business evaluations, or cross-functional challenges. You thrive in fast-moving, entrepreneurial environments where processes and teams evolve rapidly, comfortable with ambiguity and building structure as needed. Most importantly, you are a collaborative leader who unites teams across Sales, Marketing, Finance, Demand Planning, Supply Chain, and Operations to execute ambitious growth opportunities.

Responsibilities

• Mass & Club Channel Strategy:
  • Develop and execute Gimme's short- and long-term growth strategy for Mass (Walmart, Target) and Club (Costco, Sam's, 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 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 to shape Gimme's broader commercial growth strategy.
• Customer Leadership & Business Development:
  • 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 to 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 accelerate growth opportunities.
  • Lead strategic priorities and day-to-day selling objectives for Gimme's retail broker partners in Mass and Club channels.
  • Represent Gimme at key customer meetings, trade events, and industry forums.
• Commercial & Financial Performance:
  • 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 align resources with growth opportunities.
  • Make strategic recommendations on pricing, pack architecture, promotional strategy, digital penetration, assortment, and customer investment.
  • Balance short-term revenue opportunities with long-term profitability and brand health.
• Cross-Functional Leadership & Execution:
  • Partner closely with Sales Planning, Demand Planning, Marketing, Finance, Supply Chain, Operations, Customer Service, and Innovation to execute customer strategies.
  • 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 new customer launches, distribution expansion, promotions, and innovation.
  • Identify 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.
• People & Team Development:
  • Build and lead a high-performing Mass & Club sales organization as the business grows.
  • Provide 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.

Requirements

• Deep knowledge of the Mass and Club retail landscape and experience growing 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.
• 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 fast-moving, entrepreneurial environments where processes and teams 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.

Qualifications

• 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, with the ability to translate learnings into strategies for high-growth entrepreneurial environments.
• Experience partnering with Sales Planning, Marketing, Finance, Demand Planning, Supply Chain, and Operations to execute significant customer growth initiatives.
• Ability to travel as needed to support customer relationships, company meetings, and business priorities.

Physical Requirements & Work Environment

The physical demands described are representative of those required to perform the essential functions of this role. Reasonable accommodation may be provided to enable qualified individuals with disabilities.

• Primarily performed in a home office environment with regular travel for customer meetings, company meetings, team events, and industry events.
• Regularly required to sit for extended periods, use hands and fingers to operate a computer and standard office equipment, and communicate clearly with stakeholders.
• Occasionally required to stand, walk, and lift or move items up to 15 pounds.
• Specific vision abilities required include close vision for computer work.

Pay

The anticipated annual base salary range for this position is $190,000–$225,000, plus bonus and stock option eligibility. Compensation is determined based on professional background, education, certifications, experience, skills, and geographic location. Final compensation may vary from the listed range.

Benefits

• Competitive compensation package, including base salary and annual bonus opportunity.
• Equity participation.
• Comprehensive benefits, including medical, dental, vision, and 401(k) coverage.