Summary

We are seeking a Director of Sales, Retail Channel to lead this expansion. This is a high-impact, high-visibility role that will define how Daily Harvest shows up in Natural, Grocery, and Mass retail. You will own retail channel sales and profitability, build and lead a small sales team, and partner cross-functionally with Marketing, Supply Chain, and Finance to bring our retail vision to life.

Responsibilities

Channel Strategy & Growth

• Develop and execute the retail channel strategy for Daily Harvest's frozen portfolio across Natural, Grocery, Mass, Club, and Independent channels.
• Build and manage 12-36 month go-to-market plans to drive distribution, velocity, and sustainable growth.
• Create annual and long-range business plans, including distribution targets, promotional calendars, trade investment strategies, and sales objectives.
• Identify new account opportunities, whitespace expansion, and category growth initiatives.
• Partner with executive leadership to align channel strategy with broader commercial and brand goals.

Account Management & Execution

• Own senior-level relationships with key retailers, brokers, and distributor partners.
• Lead Joint Business Planning (JBP) processes to drive mutual growth and achieve sales objectives.
• Negotiate shelf placement, promotional programs, pricing, and trade terms to maximize performance and profitability.
• Manage broker and distributor networks, ensuring alignment on priorities, execution, and performance expectations.

Team Leadership

• Build, lead, and develop a high-performing retail sales team.
• Establish clear goals, performance expectations, and development plans while fostering a culture of accountability and collaboration.
• Serve as a player-coach by balancing strategic leadership with direct account involvement and team mentorship.

Cross-Functional Partnership

• Collaborate with Marketing on retailer-specific programs, shopper marketing initiatives, and innovation sell-in strategies.
• Partner with Supply Chain to support demand forecasting, inventory management, and in-stock performance.
• Work closely with Finance on trade spend optimization, profitability analysis, and deduction management.

Insights & Performance Management

• Leverage syndicated and POS data (SPINS, Circana, Nielsen) to identify opportunities and inform business strategy.
• Develop and maintain retail performance dashboards and regularly report results to leadership.
• Monitor category trends, competitive activity, and emerging channel dynamics to drive proactive decision-making.

Requirements

• 8+ years of progressive CPG sales experience, with a significant portion in frozen food.
• Demonstrated success leading retail channel strategy across Natural, Grocery, and/or Mass channels.
• Proven track record of building distribution, driving velocity, and managing trade spend profitably.
• Experience managing and developing sales teams and broker networks.
• Deep knowledge of frozen category dynamics, shopper behavior, and retailer priorities.
• Strong analytical skills; fluency with syndicated data tools (SPINS, Nielsen, Circana).
• Excellent communication and presentation skills; comfortable presenting to C-suite and retail buyers alike.

The salary range for this full-time position is $170,000 - $220,000, + 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.