Director of Sales, Natural Channel

Role Description

The Sales Director, Natural Channel is responsible for leading the strategy, growth, and execution of the Natural Channel. This leader will own the development and delivery of the channel's annual and long-range commercial plan, building strong partnerships with key natural retailers and distributors while identifying opportunities to expand distribution, accelerate velocity, and grow market share.

This role requires someone who can balance strategic thinking with hands-on commercial leadership: setting the vision for the channel while staying close to customers, distributors, the team, and the details required to deliver results.

The Sales Director will lead and develop the Natural sales team and broker/distributor network. This role reports to the VP of Sales, while partnering closely with Marketing, Category Management, Revenue Growth Management, Finance, Supply Chain, and Commercial Excellence.

Build and Own the Natural Channel Strategy

• Develop the 3-year vision and annual operating plan for the Natural Channel.
• Define where and how the brand should win across natural retailers, independents, and distributors.
• Identify whitespace opportunities across customers, geography, assortment, merchandising, and emerging natural accounts.
• Translate company strategy into clear customer and distributor priorities.
• Protect Natural's role as an innovation and brand-building channel
• Partner with Marketing and Innovation to ensure the product pipeline reflects Natural consumer and customer opportunities.
• Act as the internal voice of the Natural shopper, customer, and channel.

Deliver profitable growth

• Own Natural Channel revenue, trade investment, distribution, velocity, and profitability objectives.
• Build customer-level growth plans alongside team members that deliver both short-term results and sustainable brand growth.
• Drive distribution expansion while protecting productivity of existing SKUs.
• Optimize assortment, pricing, promotions, merchandising, and innovation.
• Establish clear KPIs and proactively address performance gaps.

People Management:

• Build a high-performing Natural sales team with clear roles, priorities, and accountability.
• Coach team members on customer strategy, negotiation, storytelling, financial acumen, and executive presence.
• Effectively manage broker and agency partners where applicable.
• Create development plans and succession opportunities for future sales leaders.
• Establish a culture of ownership, collaboration, curiosity, and high standards.

Leadership & Collaboration:

• Partner with Finance and Revenue Growth Management on pricing, trade investment, customer economics, and ROI.
• Partner with Demand Planning and Supply Chain to improve forecasting and ensure successful promotional and innovation execution.
• Partner with Category Management and Insights to create compelling retailer-specific selling stories.
• Partner with Marketing and Innovation to translate consumer trends into customer opportunities.
• Represent the Natural Channel in senior Sales and cross-functional leadership discussions.

Customer Expertise

• Build senior-level relationships with priority Natural customers.
• Lead annual planning, JBP conversations, major negotiations, and support team in new-item selling, and strategic business reviews.
• Lead the strategic relationship and business performance with key Natural distributors, particularly UNFI and KeHE.
• Optimize distribution, inventory, service levels, programming, and economics across distributor partners.

Position Requirements

• A Bachelor's degree with substantial experience (10+ years) working in account management across Natural retailers and distributors
• Proven success creating and implementing a sales strategy across multiple channels.
• Experience leading a team of high-functioning & experienced employees.
• Strong analytical skills and attention to detail - excellent in managing multiple projects at once and defining action steps
• Substantial experience with syndicated data (Nielsen, IRI, SPINS, etc.)
• Excellent verbal/written/presentation and communication skills
• Proven ability to produce visually compelling presentations
• Strong knowledge of food retail environment/practices
• Passion for food and healthy eating/belief in company's goals and mission
• Willingness to be flexible, adaptable, and proactive in a constantly changing industry and company
• Self-starter that thrives in fast paced environment
• Ability to travel approximately 50% of the time
• A passion for natural food and healthy eating as well as a desire to change the way we think about ingredient labels territory.

Benefits

Working at Simple Mills

At Simple Mills, we're not just building a brand, we're leading a movement that's transforming how food is made and enjoyed. If you're passionate about purpose-driven work and crave a role where you can have a meaningful impact, this is your chance to be part of something bigger.

Why Join Us?

• Be a Change-Maker
  Play a key role in redefining the food industry, crafting products that nourish people and contribute to a healthier planet.
• Thrive in a Mission-Driven Community
  Work alongside a dynamic team of innovators and food lovers who are committed to positive change and bold ideas.
• A Workplace Where You Belong
  We foster an environment where every voice is heard, valued, and empowered. Inclusion and belonging are at the heart of our culture, ensuring that everyone can thrive.
• A Culture of Integrity and Impact
  We don't just talk about doing good, we live it. Our team is committed to ethical practices, responsible sourcing, and making decisions that drive real, positive change.
• Grow with People-First Leadership
  Our supportive leadership team is dedicated to mentorship, collaboration, and your long-term success.
• Continuous Learning & Development
  Whether through hands-on training, innovative learning platforms, or career growth opportunities, we invest in your professional development.

At Simple Mills, you'll have the chance to make an impact while working in a collaborative and inspiring environment. If you're ready to shape the future of food, let's talk.

Benefits

We recognize that our people are our greatest asset. That's why we offer a highly competitive total rewards package designed to support your financial well-being, health, and overall quality of life.

• Competitive Compensation: This role offers a salary range of $125,000 - $165,000
• Annual Bonus Opportunity: Eligible for an annual bonus as part of our commitment to recognizing team contributions and company success.
• Holistic Benefits: A variety of health, financial, and wellness programs to help you feel your best and plan for the future.
• Time to Recharge: We believe your best work comes when you have space to rest, refocus, and show up fully-our time off approach is built with that in mind.
• Everyday Well-Being: From lifestyle perks to innovation shipments, we find meaningful ways to support you in living simply and feeling well.

We're committed to taking care of our people-so you can focus on making an impact.

Work Model at Simple Mills

Our work model is role-dependent and team focused. With remote, hybrid, or in-office positions, each role is classified by what best supports the needs of the team.

• Remote working may be considered for qualified candidates from a designated locationin the United States (the new hire's permanent residence, as documented in our HR System, Rippling) if willing and able to travel regularly to the Chicago office. Sufficient internet access to support video conferencing required.