[Hiring] Head of Sales @Royo

Role Description

ROYO's retail business is entering its next phase of growth, and they're looking for a Head of Sales to help lead it. This role will grow existing retail partnerships, open new accounts in conventional and mass retail, and bring more structure to the commercial side of the business.

This role owns retail sales growth both within ROYO's existing accounts and through new account development in conventional and mass retail. You'll own key retailer relationships, lead the broker strategy needed to open new doors, partner closely with distributors, improve forecasting and promotional planning, and help the business scale in a structured, sustainable way. You'll work directly with the founders and cross-functional partners to build repeatable processes while driving growth across both existing and new accounts.

Responsibilities:

• Drive revenue growth through a combination of existing account expansion, new distribution gains, and improved retail execution.
• Lead buyer relationships and negotiate pricing, promotions, and account plans.
• Own sales forecasting, including rolling forecasts and longer-term planning in partnership with Finance and Operations.
• Partner cross-functionally on inventory planning, S&OP, and demand forecasting.
• Manage broker relationships and performance across natural, club, and mass retail channels.
• Analyze retail sales data to identify and act on growth opportunities.
• Lead sustainable expansion into conventional and mass retail, partnering with retailers, brokers, and distributors to ensure successful launches and long-term growth.

Qualifications

• 10+ years of CPG sales experience, ideally within premium, natural, refrigerated, frozen, or better-for-you food brands.
• Experience growing emerging brands through retail expansion, preferably from early-stage through meaningful scale.
• Strong understanding of natural retail, with demonstrated experience in conventional grocery and/or mass retail.
• Experience managing broker networks and distributor relationships (UNFI, KeHE, etc.).
• Comfortable partnering across Sales, Operations, Supply Chain, and Finance.
• Experience with forecasting, trade promotions, retail analytics, and commercial planning.
• Builder's mindset; you enjoy creating processes, improving systems, and rolling up your sleeves in a growing business.
• Bread, bakery, refrigerated, frozen, or DSD experience is a plus, but not required.

Benefits

• Base salary of $170,000 - $220,000.
• Meaningful bonus tied to net sales performance.
• 401(k).