Job Description
Position Summary
We are seeking an accomplished Vice President, Strategic Partnerships to build and lead a strategic partner ecosystem that expands our access to manufacturers, brands, retailers, wholesalers, brokers, distributors, POP and promotional companies, and other organizations serving the CPG and retail marketplace.
This executive will be responsible for identifying, developing, negotiating, and managing strategic commercial partnerships that leverage our market intelligence, data-driven merchandising, retail execution, promotional execution, warehousing, and field-service capabilities.
The role will focus on three primary partnership channels:
- Brokers, wholesalers, distributors, and industry intermediaries — developing partnerships that provide access to manufacturers and brands that can benefit from our market intelligence, merchandising, promotional execution, and retail services.
- POP, display, promotional, packaging, and related service providers — establishing complementary partnerships where we provide project management, logistics, warehousing, field execution, installation, merchandising, and other retail execution capabilities.
- Retailers — developing direct relationships and securing approved-vendor status that enable the company to provide services directly to retail organizations.
The successful candidate will combine deep industry knowledge, an established network of relevant relationships, strong commercial and negotiating skills, and an entrepreneurial approach to partnership development.
This is not intended to be a traditional, transactional sales role. The successful candidate will be responsible for creating and structuring mutually beneficial business models that allow our company and its partners to generate incremental revenue, improve customer outcomes, and expand their respective capabilities.
Key Responsibilities
Strategic Partnership Development
- Develop and execute the company's overall strategic partnership strategy.
- Identify organizations where our capabilities can create incremental value or revenue.
- Build a prioritized pipeline, establish partnerships, and develop joint go-to-market strategies with potential strategic partners.
- Establish clear objectives, business cases, commercial models, and success metrics for each partnership.
- Continuously evaluate the partner ecosystem and identify opportunities for expansion, consolidation, or improvement.
- Represent the company at relevant industry events, conferences, associations, and executive meetings.
Commercial Strategy & Agreement Development
The VP, Strategic Partnerships, will have significant responsibility for developing the commercial structure of partnerships.
Responsibilities include:
- Develop partnership economics and financial models.
- Structure referral, revenue-share, reseller, subcontractor, preferred-provider, joint-venture, and other partnership arrangements as appropriate.
- Lead commercial negotiations with prospective partners.
- Develop pricing and margin structures in partnership with finance and leadership.
- Establish clear roles, responsibilities, service expectations, and performance requirements.
- Establish KPIs and financial objectives for each strategic relationship.
Internal Leadership & Cross-Functional Collaboration
The VP, Strategic Partnerships will work closely with Sales, Operations, Finance, Marketing, Legal, Data/Analytics, Warehousing, and Field Operations.
Responsibilities include:
- Translate partnership opportunities into executable internal programs.
- Ensure the organization has the operational capabilities required to support new partnerships.
- Provide executive leadership with regular reporting on partnership pipeline, revenue, opportunities, and strategic developments.
Qualifications
Required Qualifications
- Bachelor's degree in Business, Marketing, Supply Chain, Communications, or related field; MBA preferred.
- 10+ years of progressive experience in strategic partnerships, business development, sales, commercial development, or related roles.
- Significant experience within the CPG, retail, merchandising, promotional, POP/display, packaging, shopper marketing, distribution, broker, or retail services ecosystem.
- Demonstrated success developing and managing strategic commercial partnerships.
- Experience negotiating complex commercial agreements.
- Demonstrated ability to develop and close new business opportunities through partnerships.
- Strong financial and commercial acumen.
- Excellent written, verbal, presentation, and negotiation skills.
- Willingness and ability to travel as required.
Preferred Qualifications
- Existing relationships with CPG manufacturers, retailers, brokers, wholesalers, distributors, POP/display companies, promotional agencies, or retail service providers.
- Experience working directly with major retailers and their vendor management teams
- Experience developing referral, revenue-share, reseller, subcontractor, or preferred-provider agreements.
- Experience with retail merchandising and field execution.
- Experience managing strategic alliances across multiple organizations.
- Existing network capable of generating qualified partnership opportunities.
Ideal Candidate Profile
The ideal candidate is an established industry professional who understands how products, promotions, displays, data, and merchandising programs move from manufacturers through the retail ecosystem and ultimately get executed at the store level.
The candidate should bring more than functional experience. An established industry network is a significant differentiator for this position.
We are particularly interested in individuals who have developed long-standing relationships with executives and decision makers across manufacturers, retailers, brokers, distributors, promotional companies, and other organizations serving the retail ecosystem.
Compensation
Compensation will be commensurate with the seniority of the position and the candidate's experience and established industry relationships.
The compensation structure includes:
- Competitive executive base salary range $195,000 to $215,000
- Performance-based annual incentive - bonus target 30%
- Additional incentives tied to strategic partnership revenue and/or company performance
A meaningful portion of variable compensation is tied to profitable, sustainable partnership revenue rather than simply the number of agreements signed.
Benefits & Work Environment
- Comprehensive benefits package including medical, dental, vision, 401k + match.
- An international and diverse work environment.
- Opportunity to make a significant impact.
- Be part of a fast-paced, dynamic team where innovation and collaboration are valued.
- Option for Tue through Thu in-office hybrid if local to our Richmond, VA Headquarters.
