Director Commerial Sales, Retail & Food Service This is a hybrid role to the NYC HelloFresh HeadquartersWe are hiring a Director, Commercial Sales, Retail & Foodservice to lead two of our most important New Channels growth areas. Reporting to the General Manager, New Channels, you will own the commercial P&L, build the operating playbook, and lead the sales and planning team. You'll make the portfolio-level calls across accounts, channels, pricing, trade, forecasting, and resource allocation, and partner closely with supply chain, marketing, finance, operations, and strategy to bring Factor to market at scale.
This is not a role for someone looking to manage a mature business. The right person combines CPG sales leadership, account strategy, P&L discipline, and hands-on operating ability. It is a role for a builder: someone energized by ambiguity, driven by data, and ready to help write the playbook for one of the most exciting food brands in the country.
You will...- Own annual Retail and Foodservice revenue delivery at the portfolio level, including the commercial P&L narrative across revenue, margin, trade spend, contribution, and variance to plan.
- Lead commercial inputs into the AOP and build the multi-channel commercial roadmap in partnership with Sales & BD, Sales Strategy & Planning, Finance, Supply Chain, Operations, and Marketing.
- Set portfolio-level retailer and channel priorities across mass, club, grocery, specialty, foodservice, and future growth channels.
- Own pricing architecture, trade guardrails, and governance around JBPs, long-term agreements, and major retailer commitments.
- Partner with the Head of Sales & BD on account prioritization, new account development, customer strategy, and business case pressure-testing; support senior customer relationships and escalations as needed.
- Develop and scale the Foodservice commercial strategy, including customer prioritization, distributor / operator partnerships, route-to-market decisions, and the right resourcing model as the channel grows.
- Lead the commercial operating rhythm across sales, planning, finance, supply chain, and marketing, keeping the team aligned on priorities, risks, decisions, and handoffs.
- Sponsor S&OP from the commercial side and set the bar for forecast accuracy, trade ROI, customer meeting quality, category reviews, and new item commercialization readiness.
- Own broker governance, broker QBRs, distributor business reviews, and commercial partner performance management.
- Manage and coach the commercial team - Head of Sales & BD, Sales Strategy & Planning, and future Foodservice lead - and sequence future hiring against revenue milestones.
- Represent Retail and Foodservice priorities to senior Factor and HelloFresh leadership with clear, data-backed, decision-ready recommendations.
You are...- A commercial builder: you have built or materially scaled commercial sales processes, teams, and customer relationships in a high-growth environment.
- P&L-oriented: you own the commercial number and the tradeoffs behind it - pricing, trade, cost-to-serve, and resource allocation - and you translate them into practical business decisions.
- Deeply analytical and data-driven: you're fluent in business cases, account economics, and forecast assumptions, and you turn that analysis into clear commercial recommendations.
- Decisive and comfortable with ambiguity: you can create a structure where no process exists yet, make calls with incomplete information, and back those decisions with clear commercial logic.
- A strong people leader: you coach, prioritize, delegate, and build accountability without needing every decision to run through you.
- Fast-moving and action-oriented: you know when to analyze, when to decide, and when to move, especially in a high-growth business where speed matters.
- Strong collaborator: you build trust quickly across supply chain, finance, marketing, operations, legal, tech, and executive stakeholders.
- A sharp communicator: you can take a complex commercial picture and land it as a clear recommendation, whether you're in front of a retail buyer, a board member, or your own team.
- Low ego and hands-on: you can operate at the strategic level while still rolling up your sleeves when the business needs it.
You have...- 8+ years of experience in CPG commercial sales, retail sales, sales strategy, go-to-market, or related commercial leadership roles.
- Experience owning or leading retail account management across mass, club, grocery, specialty, or foodservice channels; fresh / refrigerated category experience is a strong plus.
- A track record at a DTC-to-retail brand in transition is a strong plus - someone who has lived the new-to-shelf journey.
- Proven P&L ownership, with demonstrated command of commercial budgets, trade spend, and pricing decisions.
- Experience building or scaling a commercial function from an early stage - operating cadence, account management approach, channel launch, or broker model.
- Experience managing broker networks and third-party sales resources, including governance and performance management, not just day-to-day relationship management.
- Strong understanding of retail commercialization, including category reviews, JBPs, retailer submissions, promotional planning, pricing, and new item launch requirements.
- Experience partnering with supply chain, finance, marketing, and operations to evaluate account opportunities and launch plans.
- Excellent analytical, written, and verbal communication skills; ability to present clearly to senior leadership and external customers.
- BA/BS or equivalent experience; MBA a plus.
You'll get...- 401k with company match that vest immediately upon participation, and company equity plan based on role
- Generous PTO, including sabbatical, and parental leave of up to 16 weeks
- Comprehensive health and wellness benefits with options at $0 monthly, effective first day of employment
- Tuition reimbursement for continuing education (upon 2 years of service)
- Up to 85% discount on subscriptions to HelloFresh meal plans (HelloFresh, Green Chef, Everyplate, and Factor_)
- Access to 7 different Employee Resource Groups (ERGs) including those for BIPOC, women, veterans, parents, and LGBTQ+
- Inclusive, collaborative, and dynamic work environment within a fast-paced, mission-driven company that is disrupting the traditional food supply chain
This job description is intended to provide a general overview of the responsibilities. However, the Company reserves the right to adjust, modify, or reassign work tasks and responsibilities as needed to meet changing business needs, operational requirements, or other factors.
#Factor #JD1008New York Pay Range
$158,550-$191,500 USD
