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.

• Cultivate new business in independent markets located in underrepresented territories.

• Determine target accounts and establish product-market fit.

• Construct efficient distribution models and commercial infrastructure to ensure sustainable growth.

• Lead prospecting efforts and relationship-building through account activation and initial shipments.

• Establish and maintain relationships with key buyers, distributors, and operators.

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

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

• Develop and refine DSD, broadline distributor, and hybrid distribution strategies.

• Construct business cases for channel investments, considering revenue potential, margin implications, and resource requirements.

• Share insights and best practices across the broader commercial team regarding channels.

• Monitor and report channel performance against revenue targets, distribution objectives, and launch milestones.

• Provide the Director with updates on the pipeline, performance summaries, and opportunity evaluations.

• Assemble, lead, and organize field sales teams as required.

• Execute other responsibilities as assigned.

⛳️ Requirements

• Proven experience in sales, negotiation, or a client-facing role.

• Exceptional communication, persuasion, and interpersonal abilities.

• Proven capacity to negotiate confidently and ethically.

• Results-oriented mindset with robust closing skills.

• Capability to work independently while managing multiple opportunities at once.

• Proficiency in CRM systems and fundamental 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 aptitude, with the capability to build 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 adaptability in ambiguous, build-from-scratch environments.

• Strong communication and storytelling abilities, with the talent to translate channel data into clear strategic recommendations.

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

• 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 within a competitive landscape.

• 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 underrepresented 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.

• Excellent time management and organizational skills.

• Customer-focused mindset.

🏝️ Benefits

• 401(k)

• Dental insurance

• Employee assistance program

• Health insurance

• Paid time off

• Vision insurance

• And more......