Director of Sales, Natural Channel

This is a fully remote position, open to applicants in United States.

📋 Description

• Create and execute strategic sales plans aimed at meeting and surpassing revenue objectives, utilizing data-driven insights and market trends to pinpoint growth opportunities and enhance performance.

• Cultivate deep, multi-tiered relationships with key buyers, category managers, and leadership stakeholders within retail partner organizations, as well as broker partners — extending K&F's influence beyond routine buyer interactions into strategic, long-lasting partnerships based on alignment and effective communication.

• Oversee brokers and distributors to guarantee seamless distribution in targeted accounts, timely rollout of new product introductions, schematic implementation, and promotional programs. Ensure partners possess essential resources (e.g., product samples, sell sheets, promotional calendars).

• Develop strategic and collaborative annual trade promotion calendars aimed at driving trial and raising awareness while adhering to target trade spend rates for assigned retail customers.

• Assess appropriate assortment by account & channel and promote existing items and innovations to achieve a suitable SKU mix.

• Operate at both the HQ level and in-store to optimize space, brand visibility, and holding capacity in soup/broth planograms.

• Prepare business reviews and sales presentations for major retail clients.

• Collaborate with marketing to create and update sales materials.

• Analyze market data to identify and act on opportunities for Kettle & Fire's growth across strategic channels.

• Represent Kettle & Fire at trade shows to generate sales opportunities and foster strong buyer/broker relationships.

• Provide strategic direction, guidance, and support to brokerage teams in accordance with Kettle & Fire's trade spend guidelines and annual objectives.

• Conduct store audits (with broker management and/or field sales representatives) to ensure compliance with merchandising standards and promotional efforts.

• Implement, train, and audit brokerage teams and distributor territory representatives to execute sell-in and sell-through initiatives.

⛳️ Requirements

• Bachelor's degree in Business Administration, Marketing, or a related discipline.

• 5+ years of proven expertise in Grocery and Natural Channels, with substantial experience at leading Natural retailers like Whole Foods Market and Sprouts, as well as major conventional retailers such as Publix, Ahold Delhaize, Meijer, Wegmans, Hannaford, the Fresh Market, Wakefern, and regional natural & specialty chains.

• Proven track record of building relationships that extend beyond the buyer level into retailer leadership, successfully influencing strategic decisions through trusted, senior-level partnerships.

• History of success managing key retail accounts and collaborating with brokers and distributors such as KeHE, UNFI, and DPI.

• A proactive self-starter who prioritizes effectively and delivers results with minimal supervision.

• Strong planning, organizational, and analytical skills, with proficiency in Data Tools (experience with SPINS, Nielsen, Retailer Portals is advantageous), Microsoft Excel, and Microsoft Office Suite (Excel, PowerPoint, Word).

• Expertise in trade analytics, including the evaluation of selling prices, margins, and market trends.

• Outstanding interpersonal, written, and verbal communication skills, with strong presentation capabilities and the presence to engage senior retail leadership.

• Demonstrated ability to excel in both independent and collaborative environments within a fast-paced, entrepreneurial setting.

• Highly adaptable and resourceful, with a proactive mindset.

🏝️ Benefits

• Vacation & Holidays: We provide three weeks of paid vacation annually, along with 12 paid holidays each year.

• Health insurance: You can choose to enroll in top-tier medical, dental, and vision insurance options.

• Sparks Benefits include allowances and resources for Nutrition, Fitness, and Education!

• Free product: To ensure you can confidently share the greatness of Kettle & Fire products, team members receive complimentary products for personal use.