Lead Emerging Channels, Territory Development

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

📋 Description

• Identify, activate, and expand non-traditional and emerging growth channels for the company's CPG food portfolio.

• Spearhead new business development in independent markets and under-represented territories, engaging in prospecting, relationship-building, account activation, and first shipment.

• Cultivate and sustain relationships with key buyers, distributors, and operators across targeted regions.

• Identify, assess, and prioritize opportunities in emerging and non-traditional channels.

• Develop go-to-market strategies specific to each channel, encompassing distribution models, pricing structures, pack configurations, product-market fit recommendations, and promotional frameworks.

• Design scalable commercial frameworks and set up systems and processes for channel onboarding, performance tracking, and account management.

• Construct and refine DSD, broadline distributor, and hybrid distribution models.

• Create business cases for channel investments, including revenue potential, margin considerations, and resource needs.

• Share insights and best practices regarding channels with the wider commercial team.

• Monitor and report on channel performance in relation to revenue targets, distribution objectives, and launch milestones.

• Provide the Director with updates on the pipeline, summaries of channel performance, and evaluations of emerging opportunities.

• Build, lead, and organize field sales teams as necessary for new venture development.

• Perform additional duties as assigned.

⛳️ Requirements

• Demonstrated experience in sales, negotiation, or a customer-facing position.

• Excellent communication, persuasion, and interpersonal abilities.

• Proven capability to negotiate confidently and ethically.

• Results-oriented mindset coupled with strong closing skills.

• Ability to work autonomously while managing multiple opportunities at once.

• Proficiency in CRM systems and basic sales reporting tools.

• Five to seven years of experience in CPG food, with exposure to channel strategy, business development, or non-traditional retail.

• Strong analytical and commercial insight, with the ability to develop a business case, size opportunities, and evaluate channel economics.

• Experience in developing or managing go-to-market strategies across multiple channels.

• Excellent cross-functional collaboration skills and comfort in ambiguous, build-from-scratch environments.

• Strong communication and storytelling abilities, capable of translating channel data into actionable strategic recommendations.

• Preferred: Bachelor's degree in Business, Marketing, Sales, or a related field.

• Preferred: Experience in specific industries such as real estate, technology, or financial services.

• Preferred: Knowledge of contract terms, pricing strategies, or procurement processes.

• Preferred: Previous experience in meeting or exceeding sales targets in competitive settings.

• Preferred: Direct experience in foodservice, e-commerce, value retail, or independent market channel development.

• Preferred: Familiarity with distributor and broker network structures across various channels, including DSD and broadline models.

• Preferred: Experience in developing distribution models for underserved or under-represented markets.

• Preferred: Experience launching new products or brands into channels lacking an established presence.

• Negotiation and influencing capabilities.

• Relationship management skills.

• Commercial awareness.

• Problem-solving and objection handling abilities.

• Time management and organizational skills.

• Customer-focused approach.

🏝️ Benefits

• 401(k)

• Dental insurance

• Employee assistance program

• Health insurance

• Paid time off

• Vision insurance

• And more...