SummaryWe 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.
ResponsibilitiesChannel Strategy & Growth- Own and execute the retail channel strategy for Daily Harvest's frozen portfolio across Natural (Whole Foods, Sprouts) and independent, Grocery (Kroger, Albertsons, Safeway), Mass (Walmart, Target) and Club channels, as well as building the 12-36 month GTM plan to succeed and scale across each
- Develop annual and long-range business plans including distribution targets, velocity goals, trade spend strategy and promotional calendars.
- Identify and prioritize new account opportunities, white space, and category expansion plays.
- Partner with the CCO and executive team to align retail strategy with overall brand and commercial objectives.
Account Management & Execution- Serve as the senior relationship owner for key retail accounts and broker and distributor partners.
- Lead joint business planning (JBP) processes with top accounts to drive mutual growth.
- Negotiate shelf placement, promotional programs, and trade terms to maximize ROI.
- Manage broker networks, ensuring alignment on priorities, scorecards, and in-store execution.
Team Leadership- Build, hire, and lead a high-performing retail sales team
- Set clear goals, develop talent, and foster a culture of accountability and results.
- Act as player-coach: roll up your sleeves on accounts while developing team members' capabilities.
Cross-Functional Partnership- Collaborate with Marketing to develop retailer-specific shopper marketing programs and innovation sell-in materials.
- Partner with Supply Chain on demand forecasting, inventory planning, and in-stock performance.
- Work closely with Finance on trade spend management, deduction resolution, and profitability analysis.
Insights & Performance Management- Translate syndicated data (SPINS, Nielsen, Circana) and POS insights into actionable strategies.
- Build and maintain retail KPI dashboards; report monthly to the leadership team.
- Stay ahead of frozen category trends, competitive activity, and emerging channel dynamics.
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.
