8+ years in food service sales or commercial roles, with 3+ years managing a food service channel or national accounts.
Proven track record of quantifiable revenue growth in food service.
Established network with food service brokers, distributors, and chain operators.
In-depth knowledge of food service economics and purchasing decisions.
Experience leading tastings and menu ideation sessions with culinary teams.
Entrepreneurial mindset with experience building or relaunching channels.
Strong business acumen for developing channel plans and forecasts.
Exceptional communication and negotiation skills.
Responsibilities
Build and define EVERY's food service channel strategy and annual plan.
Select and manage partners to ensure product placement on operator menus.
Open doors with chain operators and lead product trials to secure menu adoption.
Gather feedback from operators to assess product-market fit and uncover new applications.
Collaborate with R&D to tailor products to operator needs and specifications.
Manage channel pipeline, forecast, and budget, reporting progress to leadership.
Represent EVERY at industry events and train sales teams on product offerings.
Benefits
100% coverage for medical, dental, and vision insurance.
401k matching and stock options available.
Flexible PTO and over 10 paid company holidays annually.
Weekly catered lunches and energizing snacks provided.
Free parking and unlimited gym access on-site.
Monthly all-hands meetings with direct access to leadership.
Themed happy hours and quarterly company outings for team bonding.
Full Job Description
Associate Director of Food Service to build this channel from the ground up. Reporting to our Chief Revenue Officer, you will set the channel strategy, open doors with brokers, distributors, and group purchasing organizations, and spend real time with operators to learn where EVERY's proteins win. You will start as a team of one, shape the investment case for the channel, and grow into leading the team as the business scales. What you'll accomplish
Build the channel strategy: Define EVERY's food service go-to-market, including target segments (chains, independents, bakery,café, commissary, and campus dining), priority applications, route-to-market, pricing structure, and an annual channel plan with clear volume and revenue targets.
Build the route to market: Select, onboard, and manage the partners that get EVERY onto operators' menus: food brokers and sales agencies, broadline and specialty distributors, redistributors, group purchasing organizations (GPOs), institutional caterers, and ordering platforms. Secure distributor listings, negotiate program and partner agreements, and drive pull-through so products move off the shelf, not just onto it.
Win and grow operator accounts: Open doors with chain and multi-unit operators, from culinary and R&D teams to purchasing and leadership. Lead tastings, menu ideation sessions, and product trials, and convert them into menu adoption, limited-time offers (LTOs), and recurring orders.
Be in the field with operators: Spend significant time in kitchens and at operator sites to gather direct feedback on performance, cost-in-use, and kitchen workflow. Use what you learn to assess product-market fit and uncover new applications where EVERY can play.
Shape the product and offer for food service: Partner with R&D, Applications, and Product to translate operator needs into the right formats, pack sizes, specifications, and documentation (spec sheets, nutrition, allergen statements, preparation guides).
Own the numbers: Manage the channel pipeline, forecast, and budget. Track sales, distributor depletions, and trade spend, and report progress against plan to the CRO and leadership team.
Make the case for investment: Start as a one-person team, then build the business case for the people, marketing, sampling, and trade budget the channel needs. Recruit, lead, and develop the food service team as it grows.
Represent EVERY externally: Be the face of EVERY at industry events, distributor food shows, and partner sales meetings. Train broker and distributor sales teams so they can sell EVERY's proteins confidently.
Collaborate cross-functionally: Work closely with Marketing, Supply Chain, Quality/Regulatory, and Finance to deliver a seamless experience, from first sample to on-time delivery.
What you bring (required)
8+ years of food service sales or commercial experience, including at least 3 years owning a food service channel or national accounts for an ingredient or food manufacturer.
Demonstrated track record of growing food service revenue, with results you can quantify (accounts won, distribution gained, volume or revenue growth).
An active network of relationships with food service brokers, broadline and specialty distributors, GPOs, and chain operators, which you can put to work from day one.
Deep understanding of how food service works: distributor and broker economics, program and deviated pricing, line reviews, pull-through, trade spend, and how operators make menu and purchasing decisions.
Experience selling to both culinary and purchasing decision-makers, and comfort leading a tasting or menu ideation session alongside a chef.
Entrepreneurial and hands-on: you have built or relaunched a channel before and are comfortable being a team of one while setting strategy and doing the work.
Strong business acumen: able to build a channel plan, P&L, forecast, and investment case, and to present it to leadership.
Exceptional communication, negotiation, and relationship-building skills.
CRM experience (HubSpot).
Willingness to travel extensively (approximately 50%) to operators, partners, and industry events.
Bachelor's degree in Business, Hospitality, Culinary, Food Science, or a related field, or equivalent experience.
Authorized to work in the United States.
Nice-to-have (but not required)
Experience with egg products, proteins, bakery ingredients, or other specialty or alternative ingredients in food service.
Established relationships with key decision-makers at major foodservice operators, including Aramark and Compass Group, and leading broadline distributors.
Experience launching a new or category-creating product into food service.
Culinary training or a background working in professional kitchens.
Experience in high-growth or startup environments where speed and adaptability are essential.
Experience with K-12, college and university, or healthcare food service programs.
Familiarity with sustainability and clean-label claims in food service menus.
Why you'll love it here:
Comprehensive benefits: 100% medical, dental, and vision coverage, 401k matching, and stock options
Tasty perks: Weekly catered lunches
Customizable options: FSA, HSA, Commuter, Pet Care, and additional life insurance
Work-life harmony: Flexible PTO and 10+ paid company holidays per year
Onsite conveniences: Free parking and unlimited gym access
Energizing refreshments: Unlimited sparkling water, granola bars, snacks, local coffee, and tea
Exciting socials: Themed happy hours and quarterly company outings
Open communication: Monthly all-hands meetings and direct access to CEO and leadership
Ideal location: Close to Daly City BART and Caltrain stations
At EVERY™ pay ranges are subject to change and assigned to a job based on the location specific market median of similar jobs according to 3rd party salary benchmark surveys. Individual pay within that range can vary for several reasons including skills/capabilities, experience, and available budget.
