VP of Sales Midwest and Western United States

On behalf of an Italian FMCG company operating in the food sector, we are looking for a

Vice President of Sales (Midwest and Western United States)

reporting directly to the CEO.

This executive leadership role will be responsible for driving commercial growth across key U.S. markets, leading regional sales teams and managing some of the company's most strategic retail partnerships. The successful candidate will play a critical role in accelerating revenue growth, expanding market share, and strengthening relationships with top-tier retailers, with a particular focus on Costco, Walmart, and other leading national accounts.

The position offers a unique opportunity to contribute to the growth of a premium international food brand, combining strategic leadership, customer development, and hands-on commercial execution within a dynamic and entrepreneurial environment.

Key Responsibilities

Sales Strategy & Leadership

• Develop and implement regional and national sales strategies aligned with company objectives, market dynamics, and growth opportunities.
• Lead, coach, and develop Regional Sales Managers and field sales teams across the Midwest and Western United States.
• Establish and monitor sales targets, KPIs, and performance metrics to ensure the achievement of revenue and profitability objectives.
• Foster a high-performance culture through ongoing coaching, talent development, and field engagement.
• Identify new business opportunities and market expansion initiatives to accelerate growth across key channels.

Key Account & Customer Management

• Maintain direct responsibility for the Costco business, overseeing customer relationships, promotional planning, pricing strategies, assortment decisions, and supply chain coordination.
• Develop and strengthen strategic partnerships with Walmart, leading Joint Business Planning activities, promotional investments, category growth initiatives, and long-term customer development strategies.
• Provide executive oversight and strategic direction for major national retail and club accounts, including leading grocery, mass retail, and club channel customers.
• Collaborate closely with brokers, distributors, and retail partners to expand distribution, improve shelf presence, and maximize market penetration.
• Build and maintain strong relationships with key customer stakeholders, positioning the company as a preferred strategic partner.

Cross-Functional Collaboration

• Partner closely with Marketing, Supply Chain, Finance, and other key functions to ensure alignment on commercial priorities and execution plans.
• Support the successful launch of new products and promotional initiatives through effective cross-functional coordination.
• Contribute customer insights, market intelligence, and category trends to support innovation, portfolio development, and business planning activities.
• Ensure alignment between customer strategies and overall company objectives.

Sales Planning, Forecasting & Performance Management

• Own sales forecasting activities for assigned regions and strategic accounts, ensuring accuracy and consistency with business objectives.
• Monitor sales performance, competitive dynamics, customer trends, and market developments to identify risks and opportunities.
• Deliver regular business reviews and strategic recommendations to the executive leadership team.
• Drive corrective actions and continuous improvement initiatives to ensure sustainable commercial performance.
• Manage sales investments effectively, balancing customer development opportunities with profitability targets.

Requirements

• Bachelor’s Degree in Business Administration, Marketing, or a related field; MBA considered a strong plus.
• 10 years of progressive commercial experience within the FMCG industry, preferably in Food & Beverage or Specialty Food categories.
• Minimum 5 years of experience in senior sales leadership roles managing regional teams and national accounts.
• Proven track record of successfully managing large retail and club customers, including Costco.
• Demonstrated success in developing and growing the Walmart business, with strong experience in Joint Business Planning (JBP), customer negotiations, promotional strategy, and category management initiatives.
• Deep understanding of the U.S. grocery, mass retail, and club channel landscape, particularly across the Midwest and Western regions.
• Strong leadership, negotiation, communication, and stakeholder management skills.
• Excellent analytical and strategic planning capabilities with a data-driven approach to decision making.
• Ability to thrive in a fast-paced, entrepreneurial, and highly collaborative environment.
• Availability to travel up to 50% of the time.

Location: Hybrid – New York / New Jersey Area.

Salary Package:

• Executive-level compensation package ($180K–$200K base bonus car allowance)
• Health, dental, and vision benefits
• 401(k) with company match
• Flexible work environment and paid time off
• High-impact leadership role within a category-leading brand