Job Overview
This role involves leading and scaling the business across Foodservice and Alternative Channels nationwide, including accounts such as corporate campuses, colleges and universities, travel, hospitality, entertainment venues, and unattended retail. The position owns national channel strategy, key account development, business planning and forecasting, and leads the Alternative Channel Sales Manager. It requires a strategic yet hands-on approach in a high-growth CPG environment, focusing on building routes-to-market beyond traditional grocery.
Responsibilities
- Lead the national strategy for Foodservice and Alternative Channels, identifying priority sub-channels, customers, and growth opportunities.
- Build and maintain relationships with national and regional foodservice operators, distributors, brokers, and key partners.
- Serve as the primary owner of national account negotiations, programs, and long-term partnerships.
- Identify high-priority accounts and build a targeted pipeline for each channel.
- Ensure channel-appropriate formats, pricing strategies, and margin targets that support both customer needs and company profitability.
- Evaluate new formats, pack sizes, and channel-specific opportunities to unlock incremental distribution and velocity.
- Monitor channel performance and competitive dynamics to continuously refine strategy.
- Develop and lead annual channel business plans aligned with company revenue, distribution, and profitability goals.
- Set clear KPIs and track performance against goals, proactively identify risks and opportunities.
- Partner cross-functionally with Marketing, Operations, Finance, and Supply Chain to ensure successful execution.
- Oversee trade spend and promotional strategy within Foodservice/Alt channels, ensuring efficient use of funds.
- Conduct post-program analysis to evaluate ROI and inform future planning.
- Directly manage, mentor, and develop the Alternative Channel Sales Manager, providing clear priorities, coaching, and growth opportunities.
- Establish clear roles, goals, KPIs, and expectations to support execution at both national and regional levels.
- Foster a positive, collaborative, and accountable team culture.
- Collaborate with distributor and broker partners to ensure strong execution and coverage across the country.
- Set clear KPIs and utilize scorecards to track performance and hold partners accountable.
- Lead regular business reviews and implement action plans.
Qualifications
- Strategic and entrepreneurial mindset with experience in high-growth CPG environments.
- Understanding of route-to-market nuances beyond traditional grocery.
- Ability to build from the ground up, partner cross-functionally, and shape brand presence outside traditional retail.
- Experience in sales leadership, account management, and team mentoring.
