SummaryThe Director, FMCG owns the top concessionaire enterprise relationships for La Colombe - Compass, Sodexo, Aramark, and Canteen. These customers operate at significant scale across Business & Industry (B&I), healthcare, higher education, sports and entertainment. The Director is the single point of accountability for the entire concessionaire enterprise tier - a tier of customer that operates at scale and requires concentrated, senior-level attention.
ResponsibilitiesAccount Ownership - Compass, Sodexo, Aramark, and Canteen - Own the corporate-level relationships and sector-head relationships at Compass, Sodexo, Aramark, and Canteen.
- Drive Joint Business Plans (JBPs) with each of the four enterprise customers.
- Design and execute Sales Performance Incentive Fund (SPIFF) programs and distributor incentive programs to drive adoption across concessionaire field organizations.
- Manage Group Purchasing Organization (GPO) and distributor Joint Business Plan touchpoints where concessionaires overlap.
- Coordinate College & University (C&U) pull-through with the Sr. Director, Foodservice and Regional Foodservice Managers
- Drive new unit placements across the four concessionaires.
Programming and Distribution - Drive product placement, account programming, and Limited-Time Offer (LTO) execution across enterprise concessionaire accounts.
- Build and manage per-serving cost models, distributor Joint Business Plans (JBPs), and chain-economics frameworks.
- Partner with distributor Operating Company (OPCO) leadership to drive pull-through where La Colombe is on contract.
Cross-Functional Partnership - Partner with regional foodservice management on regional concessionaire district leader execution.
- Coordinate with service operations on installation pipelines for new unit placements.
- Partner with channel marketing on co-op marketing and brand activation for top concessionaire accounts.
Reporting and Pipeline Discipline - Maintain Customer Relationship Management (CRM) records daily after every meaningful customer interaction.
- Deliver consistent pipeline updates and forecasts to the Sr. Director, Foodservice.
- Contribute to Quarterly Business Review (QBR) and annual planning cycles with account-level revenue, margin, and Joint Business Plan (JBP) scorecards.
RequirementsEXPERIENCE NEEDED - 10+ years of Consumer Packaged Goods (CPG) Away From Home (AFH) or foodservice sales experience, with significant time selling into Compass, Sodexo, Aramark, or Canteen.
- Proven track record managing enterprise concessionaire structures.
- Direct experience with Joint Business Plan (JBP) design, Sales Performance Incentive Fund (SPIFF) programs, and distributor incentive models.
- Strong familiarity with foodservice distributor networks and Operating Company (OPCO) relationships.
- Self-motivated, entrepreneurial mindset; able to work independently in a remote environment.
- Strong analytical, presentation, and negotiation skills.
- Proficiency in Microsoft Excel and PowerPoint; Customer Relationship Management (CRM) proficiency (HubSpot or equivalent) required.
EDUCATION - Bachelor's degree required; advanced degree a plus.
TRAVEL30-50% - primarily to concessionaire headquarters, regional district meetings, and key sector events.
The salary range for this full-time position is $140,000.00 - $220,000.00, + bonus + equity + benefits. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.
Chobani provides a comprehensive benefits package, including medical, dental, vision coverage, disability insurance, health savings account, flexible spending accounts, and tuition reimbursement. To help save for the future, all employees are eligible for a 401k match of 100% on up to 5% of eligible pay. To support growing families, we provide fertility and childcare assistance, and 12 weeks of parental leave at full pay after six months of continuous employment. In addition, we provide wellness resources which include an employee assistance program, fitness discounts, a wellness reimbursement, on-site gym access (certain locations) and a monthly wellness newsletter to connect you with resources and timely information. We offer various types of paid time of including: 120 hours of paid time off, 11 holidays, and paid volunteer time off.
