Director of Retail Sales

Director of Retail SalesNatural, Conventional & Mass ChannelsAbout the CompanyThis is an award-winning, fast-growing food brand focused on bringing high-quality, single-origin ingredients to market in a way that supports both people and the planet.The company partners directly with farmers around the world to source products responsibly, with a strong emphasis on sustainability, transparency, and regenerative practices. Their products are distributed across retail, foodservice, and e-commerce channels nationwide.They are a mission-driven organization focused on making a positive impact through food, while building a scalable and commercially successful business.The RoleThe company is seeking a Director of Retail Sales to lead growth across Natural grocery, conventional grocery, mass, and club channels.This role will own national and regional retail relationships, drive distribution and velocity, and develop high-impact sales strategies across multiple channels.This is a senior leadership role with full ownership of revenue growth, retail strategy, and key partnerships.Key ResponsibilitiesChannel Strategy & Revenue GrowthOwn and execute sales strategy across all key retail channelsDeliver against revenue, distribution, and velocity targetsIdentify growth opportunities by region, retailer, and categorySet sales targets, KPIs, and performance metricsLead annual planning, forecasting, and trade investment strategyOptimize assortment, pricing, and promotional strategiesUse data (SPINS, Circana/IRI, Nielsen) to drive decisionsMonitor market trends and adjust strategy accordinglyLead category reviews and buyer presentationsManage forecasting and pipeline trackingAccount Development & ManagementOwn relationships with key retail accounts across all channelsLead full sales cycle: prospecting, presentations, negotiations, executionBuild annual customer business plansManage pricing, promotions, and trade spendTrack performance and close gaps vs. planDrive shelf placement, assortment expansion, and promotionsMaintain strong customer relationships and resolve issuesProvide regular performance and opportunity reportingBroker & Distributor ManagementManage broker partners and ensure accountability to performanceSet KPIs and expectations for brokersOversee distributor relationships (e.g., UNFI, KeHE, regional partners)Manage deductions, inventory, onboarding, and forecastingEnsure strong execution at distributor events and trade showsCross-Functional CollaborationPartner with Marketing, Supply Chain, Finance, QA, and R&DAlign demand planning with customer needsShare insights to support product innovation and commercializationCommunicate performance updates and opportunities to leadershipIndustry & Customer EngagementRepresent the company at trade shows and industry eventsLead customer trainings and product education sessionsSupport category reviews and retailer presentationsStay on top of food, wellness, and category trendsLeadership & Team DevelopmentMentor and develop sales team members as the company growsBuild a high-performance, accountable sales cultureDevelop external networks to drive business growthAct as a strong representative of the company’s mission and valuesRequirements & QualificationsBachelor’s degree in Business, Marketing, or related field (MBA is a plus)7–12+ years of CPG retail sales experienceStrong experience across Natural, conventional, mass, and/or club channelsProven success managing key retail accountsExperience working with brokers and distributorsStrong track record of delivering revenue growthDeep understanding of trade spend and ROIStrong analytical skills (SPINS, Circana/IRI, Nielsen)Excellent communication, negotiation, and presentation skillsHighly organized and strategicProficient in Excel, PowerPoint, and CRM toolsPassion for food, sustainability, and mission-driven brandsMust be based near Philadelphia or open to frequent travel