Vice President of Sales - Midwest and Western US

About the Role

An Italian FMCG company specializing in the food sector seeks a Vice President of Sales to lead commercial growth across the Midwest and Western United States. Reporting directly to the CEO, this leadership position is responsible for steering regional sales teams and managing major retail partnerships, including Costco, Walmart, and other top national accounts. This role offers the chance to impact revenue expansion, market share growth, and foster strategic long-term customer relationships within a dynamic, entrepreneurial environment.

Key Responsibilities

• Design and execute regional and national sales plans aligned with corporate goals and market opportunities.
• Lead, mentor, and develop Regional Sales Managers and field sales personnel across targeted U.S. regions.
• Set and track sales targets, KPIs, and performance standards to meet financial objectives.
• Create a high-performance sales culture by continuous coaching and talent development.
• Identify and capitalize on new business prospects and market expansion strategies.
• Directly manage Costco’s account, including relationship management, promotional and pricing strategies, assortment choices, and supply coordination.
• Strengthen Walmart partnerships via Joint Business Planning, promotional activities, category growth tactics, and long-term development plans.
• Provide strategic guidance for top national retail and club clients, collaborating with brokers and distributors to enhance distribution and shelf presence.
• Collaborate with Marketing, Supply Chain, Finance, and other departments to synchronize business priorities and product launches.
• Contribute market insights and customer trends to aid innovation and business planning.
• Manage sales forecasting, monitor performance and market trends, delivering regular executive reporting with strategic recommendations.
• Implement corrective measures and drive ongoing sales improvements balancing growth and profitability.

Essential Qualifications and Experience

• Bachelor’s degree in Business Administration, Marketing, or related field; MBA preferred.
• Over 10 years of advancing commercial experience in FMCG, ideally within Food & Beverage or Specialty Food sectors.
• At least 5 years in senior sales leadership overseeing regional teams and national accounts.
• Proven expertise managing large retail and club accounts, especially Costco.
• Successful history developing Walmart business including Joint Business Planning, negotiations, promotion strategies, and category management.
• In-depth knowledge of U.S. grocery, mass retail, and club channels, focusing on Midwest and Western U.S.
• Strong leadership, negotiation, communication, stakeholder management, and analytical skills with a data-driven decision approach.
• Ability to succeed in a fast-moving, entrepreneurial setting with up to 50% travel required.

Remuneration and Benefits

• Competitive executive salary ($180,000–$200,000 base) with bonus and car allowance.
• Comprehensive health, dental, and vision insurance.
• 401(k) plan with company match.
• Flexible workplace policies and paid time off.
• Opportunity for a high-impact leadership role within a leading food category brand.

Location

The position is hybrid based in the New York/New Jersey area.