VP of Sales, Mass Club

WHO WE ARE

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 – but our aspirations reach even further.

Led by founders and visionary food entrepreneurs Annie Chun and Steve Broad, we take great pride and care in creating delicious and convenient snacks inspired by our Korean heritage and believe that seaweed represents a sustainable path forward that nourishes people and the planet.

With our eyes focused on the future, we’re on a mission to increase our impact by winning over a whole new generation of foodies. We are assembling a team of talented and driven individuals who are just as excited about the future of seaweed as we are!

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.

WHO YOU ARE

You are a strategic and entrepreneurial sales leader who knows how to build and scale significant growth channels within the CPG industry. You bring deep experience working with major Mass and Club retailers and understand what it takes to build strong customer partnerships, expand distribution, and deliver sustainable, profitable growth.

You are a relationship builder who knows how to navigate large, complex retail organizations and develop trusted partnerships at all levels. You bring strong knowledge of the Bentonville retail ecosystem and understand how to translate customer opportunities into thoughtful, executable business strategies.

You are commercially minded and financially disciplined. You understand the full customer P&L and know how pricing, trade investment, promotional strategy, assortment, distribution, and customer mix impact the overall health of the business. You use data and insights to identify opportunities, challenge assumptions, and make sound decisions.

You are both strategic and hands-on. You can develop a multi-year channel strategy while also rolling up your sleeves to prepare for an important customer meeting, evaluate a new business opportunity, or work through a complex challenge with your cross-functional partners.

You thrive in a fast-moving, entrepreneurial environment where the business is growing quickly and processes, capabilities, and teams are continuing to evolve. You are comfortable navigating ambiguity, building structure where needed, and helping an organization scale without losing momentum.

Most importantly, you are a collaborative leader. You recognize that significant customer growth requires strong partnership across Sales, Sales Planning, Marketing, Finance, Demand Planning, Supply Chain, and Operations, and you bring people together to turn ambitious growth opportunities into successful execution.

WHAT YOU DO

Mass & Club Channel Strategy

• 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.

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 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.

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 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.

Cross-Functional Leadership & Execution

• 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.

People & Team Development

• 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.

WHAT YOU BRING

• 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.

YOUR EXPERIENCE

• 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.

PHYSICAL REQUIREMENTS & WORK ENVIRONMENT

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this role. Reasonable accommodation may be provided to enable qualified individuals with disabilities to perform these functions.

This position is primarily performed in a home office environment with regular travel required for customer meetings, company meetings, team events, and industry events. While performing the duties of this job, the employee is regularly required to sit for extended periods, use hands and fingers to operate a computer and standard office equipment, and communicate clearly with internal and external stakeholders.

The employee may occasionally be required to stand, walk, and lift or move items up to 15 pounds. Specific vision abilities required by this role include close vision for computer work.

This role requires regular travel to support key customer relationships and business priorities.

COMPENSATION AND BENEFITS

This full-time role offers a competitive compensation package, including base salary, annual bonus opportunity, equity participation, and comprehensive benefits, including medical, dental, vision, and 401(k) coverage. 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 a variety of factors, including a candidate's professional background, education, certifications, experience, professional licenses, skills, and geographic location. Final compensation may vary from the range listed above. We neither ask for nor consider the salary history of applicants in our hiring decisions.

We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, ancestry, disability, genetic information, medical condition, marital status, reproductive health decisions, military or veteran status, or any other characteristic protected by applicable federal, state, or local law.