VP – Mass Channel Sales

RealTruck, Inc.

. Develop and own RealTruck's mass channel strategy, including retailer prioritization, product assortment architecture, pricing strategy, and shelf/digital placement goals .

Posted 10/14/2026full-timeRemote • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in mass retail strategy development, including P&L ownership, product launches, and channel management. Proven ability to build and lead high-performing sales teams while leveraging data-driven insights for strategic decision-making.

Highest-signal resume keywords

Mass Retail Strategy DevelopmentP&L OwnershipCategory ManagementRetail Media InvestmentsData Analysis for Sales Decisions

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ExperienceProduct LaunchingCategory ManagementPlanogram StrategyTrade Spend ManagementData AnalysisStrategic PlanningNegotiation SkillsRetail Analytics ToolsAI Utilization

Soft Skills

LeadershipInfluencing Without AuthorityTalent DevelopmentStrategic ThinkingExecution

Tools & Technologies

ExcelPowerPointCRM SystemsRetail Analytics Tools

Industry Keywords

Automotive AccessoriesMass RetailClub RetailBig-Box RetailOmni-Channel RetailVendor AgreementsRetail Supply ChainInventory PlanningSyndicated DataVehicle Parc Data

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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