Summary

This role will own the design, negotiation, and operation of the company's revenue channels outside of CPG retail. It is a build function: identifying which ancillary channels are worth pursuing, structuring the commercial terms, and standing up the operating model to run them profitably. In addition to overseeing Daily Harvest's the legacy Direct-to-Consumer business, this role's mandate spans licensing and location-based partnerships, brick-and-mortar activations, B2B and on premise placement, and revenue-share partnerships with other brands.
The role is roughly half strategist and half operator: it requires building the business case and deal structure for a new channel, then personally running point on execution until the channel is mature enough to hand off to a dedicated manager or specialist.

Scope of Channels:

• Existing dailyharvest.com DTC business (maintenance of current business and customer base)
• Licensing & Location Partnerships: store-in-store concepts, airport and travel retail, co-branded licensing agreements
• Brick & Mortar Activations: branded residencies, pop-ups, experiential retail placements
• B2B & On-Premise: workplace, multifamily/residential, healthcare, hospitality
• Brand & Revenue-Share Partnerships: co-branding, ingredient or private-label supply deals, revenue-share and affiliate-style commercial partnerships with adjacent brands

Responsibilities

Channel Strategy & Portfolio Development

• Build and maintain the ancillary revenue roadmap: which channels to pursue, in what sequence, and against what revenue and margin targets
• Develop the business case, deal economics, and go/no-go criteria for each new channel or partnership
• Size the addressable opportunity for each channel and set multi-year revenue contribution targets alongside Finance

Deal Origination & Execution

• Source, negotiate, and close partnership agreements
• Own commercial terms, rev-share structures, and contract negotiation
• Run point on Amazon and other marketplace account management, or oversee the team/agency that does
• Manage the pop-up/residency lifecycle: site selection, landlord or host negotiation, budget, and post-mortem ROI review

Operating Model & Cross-Functional Leadership

• Stand up the operational processes (fulfillment, forecasting, P&L tracking) needed to run each channel once launched
• Partner with Digital Product & Tech COE on front and back-end experience and infrastructure and Supply Chain/Ops on channel-specific fulfillment
• Partner with Marketing on channel-specific GTM and with Finance on P&L / reporting
• Manage a small team as channels scale and/or manage outside agencies

Reporting & Governance

• Own the ancillary-revenue P&L and report channel performance, pipeline, and forward outlook to the CCO/executive team
• Represent ancillary channels in company-wide revenue planning and forecasting

Success Metrics:

• Omni/ ancillary channel revenue growth over time
• Channel-level gross margin
• Number and value of active licensing, wholesale, and partnership agreements
• Time from channel concept to first revenue
• Pipeline of qualified new-channel opportunities
• Daily Harvest total brand household penetration & brand awareness growth over time

Requirements

• 10-15+ years in CPG, consumer, or retail, with direct experience in business development, new channel launch, or general management
• Track record building a channel or revenue line from zero, not just managing an established one
• Hands-on experience with at least two of: DTC operations, licensing deal structuring, wholesale account management, or B2B/on-premise sales
• Deal-making experience: has personally negotiated and closed commercial agreements, ideally including rev-share or licensing structures
• Comfortable operating without an established playbook; this is a build role, not a maintain role

Skills & Attributes

• Strong commercial and financial acumen; can build and defend a P&L case for a new channel
• Negotiation and contract fluency; works effectively with Legal on deal structuring
• Cross-functional influence - able to pull Supply Chain, Marketing, and Finance into execution without formal authority over those teams
• Bias to action; willing to be in the field for site visits, landlord meetings, and partner negotiations, not solely strategy from a desk
• Bachelor's degree required; MBA a plus but not a substitute for operating experience

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.