[Hiring] Director of Sales, Retail Channel @Chobani

Role Description

We are seeking a Director of Sales, Retail Channel to lead this expansion. This is a high-impact, high-visibility role that will define how Daily Harvest shows up in Natural, Grocery, and Mass retail. You will own retail channel sales and profitability, build and lead a small sales team, and partner cross-functionally with Marketing, Supply Chain, and Finance to bring our retail vision to life.

Responsibilities

• Channel Strategy & Growth
  • Own and execute the retail channel strategy for Daily Harvest's frozen portfolio across Natural (Whole Foods, Sprouts) and independent, Grocery (Kroger, Albertsons, Safeway), Mass (Walmart, Target) and Club channels.
  • Develop annual and long-range business plans including distribution targets, velocity goals, trade spend strategy and promotional calendars.
  • Identify and prioritize new account opportunities, white space, and category expansion plays.
  • Partner with the CCO and executive team to align retail strategy with overall brand and commercial objectives.
• Account Management & Execution
  • Serve as the senior relationship owner for key retail accounts and broker and distributor partners.
  • Lead joint business planning (JBP) processes with top accounts to drive mutual growth.
  • Negotiate shelf placement, promotional programs, and trade terms to maximize ROI.
  • Manage broker networks, ensuring alignment on priorities, scorecards, and in-store execution.
• Team Leadership
  • Build, hire, and lead a high-performing retail sales team.
  • Set clear goals, develop talent, and foster a culture of accountability and results.
  • Act as player-coach: roll up your sleeves on accounts while developing team members' capabilities.
• Cross-Functional Partnership
  • Collaborate with Marketing to develop retailer-specific shopper marketing programs and innovation sell-in materials.
  • Partner with Supply Chain on demand forecasting, inventory planning, and in-stock performance.
  • Work closely with Finance on trade spend management, deduction resolution, and profitability analysis.
• Insights & Performance Management
  • Translate syndicated data (SPINS, Nielsen, Circana) and POS insights into actionable strategies.
  • Build and maintain retail KPI dashboards; report monthly to the leadership team.
  • Stay ahead of frozen category trends, competitive activity, and emerging channel dynamics.

Qualifications

• 8+ years of progressive CPG sales experience, with a significant portion in frozen food.
• Demonstrated success leading retail channel strategy across Natural, Grocery, and/or Mass channels.
• Proven track record of building distribution, driving velocity, and managing trade spend profitably.
• Experience managing and developing sales teams and broker networks.
• Deep knowledge of frozen category dynamics, shopper behavior, and retailer priorities.
• Strong analytical skills; fluency with syndicated data tools (SPINS, Nielsen, Circana).
• Excellent communication and presentation skills; comfortable presenting to C-suite and retail buyers alike.

Requirements

• 8+ years of progressive CPG sales experience, with a significant portion in frozen food.
• Demonstrated success leading retail channel strategy across Natural, Grocery, and/or Mass channels.
• Proven track record of building distribution, driving velocity, and managing trade spend profitably.
• Experience managing and developing sales teams and broker networks.
• Deep knowledge of frozen category dynamics, shopper behavior, and retailer priorities.
• Strong analytical skills; fluency with syndicated data tools (SPINS, Nielsen, Circana).
• Excellent communication and presentation skills; comfortable presenting to C-suite and retail buyers alike.

Benefits

• Comprehensive benefits package, including medical, dental, vision coverage, and disability insurance.
• Health savings account and flexible spending accounts.
• Tuition reimbursement.
• 401k match of 100% on up to 5% of eligible pay.
• Fertility and childcare assistance.
• 12 weeks of parental leave at full pay after six months of continuous employment.
• Wellness resources including an employee assistance program, fitness discounts, and wellness reimbursement.
• On-site gym access (certain locations) and a monthly wellness newsletter.
• 120 hours of paid time off, 11 holidays, and paid volunteer time off.