About the Company
Our client is a fast-growing healthy food and beverage brand at a pivotal stage of retail expansion, with an established presence in the supplements and functional wellness space and new product lines, including functional beverages, in active development.
Role Overview
The Director of Sales will develop and implement comprehensive sales strategies to achieve revenue targets and expand market presence across regional and national accounts. This person will build and manage broker relationships, own retail sell-in strategy, and lead market expansion into new geographies and product lines, reporting directly to the CEO/COO. This is a hands-on leadership role at a founder-led company, requiring someone who can build a high-performing sales team while personally driving broker and retail partner relationships.
Areas of Responsibility
Strategic Planning
- Develop and implement comprehensive sales strategies to achieve company revenue targets and expand market presence across regional and national accounts.
- Build annual and quarterly sales plans aligned with overall company growth objectives.
- Support new product launches by defining go-to-market strategies and channel execution plans.
Team Leadership
- Build, mentor, and manage a high-performing sales team.
- Establish clear performance expectations, KPIs, and accountability frameworks.
- Foster a culture of ownership, continuous improvement, and results-driven execution.
Broker & Retail Management
- Cultivate and manage strong relationships with brokers to drive new retail placements and expand market presence.
- Establish and maintain strategic relationships with retail partners, ensuring effective collaboration and mutual growth.
- Lead broker strategy, performance management, and optimization across regions.
- Own retail sell-in strategies, pricing discussions, and promotional alignment.
Market Expansion & Growth
- Identify and capitalize on new business opportunities, including entering new geographic markets, expanding within existing retail partners, and supporting the launch of new product lines, including functional beverages.
- Evaluate channel performance and recommend expansion strategies based on data and market insights.
Performance Monitoring & Analytics
- Track sales metrics, analyze performance data, and adjust strategies to meet and exceed sales goals.
- Monitor retail velocity, distribution, promotional lift, and reorder rates.
- Forecast sales performance and provide regular reporting to executive leadership.
Cross-Functional Collaboration
- Work closely with Marketing, Product Development, Operations, and Finance to align sales strategies with overall company objectives.
- Partner with the Retail Marketing team to design and execute in-store promotional programs.
- Collaborate with Supply Chain and Operations to ensure inventory alignment with sales forecasts and retail demand.
What You Bring
- 5+ years of sales leadership experience in the supplements, superfoods, or functional wellness industry.
- Proven experience managing broker relationships and securing retail placements with national and regional chains.
- Demonstrated success opening new retail accounts and driving sustained sales growth.
- Direct experience supporting or launching beverage products, including functional beverages or healthy sodas.
- Experience operating within high-growth, founder-led environments.
- Deep understanding of the supplements/superfood market, including trends, regulations, and competitive landscape.
- Established relationships with key brokers, retailers, and industry stakeholders.
- Strong understanding of pricing, margins, trade spend, and retail economics.
- Exceptional communication, negotiation, and interpersonal skills, with strong analytical and problem-solving abilities.
- Ability to lead cross-functionally and influence without direct authority.
Must be based in and legally authorized to work in the United States. This is a fully remote, full-time role with base salary of $120,000 to $150,000 plus performance-based bonus, depending on experience.
Why This Role
- Lead retail and broker strategy at a pivotal growth stage.
- Own market expansion and new product launches.
- Work closely with executive leadership on long-term growth strategy.
- Competitive compensation with performance-based incentives.