Director, Commercial Sales, Retail & Foodservice

Benefits

Additional Information

Director Commerial Sales, Retail & Food Service Factor's New Channels team is building the next growth platforms beyond our core DTC business, including Retail, Foodservice, Factor for Business, and Healthcare Programs. Retail is moving from pilot mode into scale mode, with Target expansion, Costco and new account development, retail marketing execution, supply chain complexity, and stronger commercial planning requirements all becoming increasingly important. We are hiring a Director, Commercial Sales, Retail & Foodservice to serve as the dedicated commercial leader for these channels. Reporting to the General Manager, New Channels, this person will own the commercial P&L, lead the commercial operating agenda, manage the sales and planning team, and ensure Factor is making the right portfolio-level decisions across accounts, channels, pricing, trade, and resource allocation. This is a builder role. The right person will combine CPG sales leadership, account strategy, P&L discipline, and hands-on operating ability. They will bring structure to a high-growth business while still being comfortable working in an environment where many playbooks are being created for the first time. You will... Own annual Retail and Foodservice revenue delivery at the total commercial portfolio level, including the commercial P&L narrative across revenue, margin, trade spend, contribution, and variance to plan. Lead commercial inputs into the AOP and build the multi-channel commercial roadmap in partnership with Retail Sales & BD, Sales Strategy & Planning, Finance, Supply Chain & Production, Business Operations, and Marketing. Set portfolio-level retailer and channel priorities across Target, Costco, grocery, club, specialty retail, foodservice, and future growth channels. Own pricing architecture, trade guardrails, major commercial commitment approvals, and governance around JBPs, long-term agreements, and material retailer commitments. Partner with the Head of Sales & BD on account prioritization, new account development, customer strategy, and business case pressure-testing; support senior customer relationship moments and escalation as needed. Lead the commercial operating rhythm across sales, planning, finance, supply chain, and marketing, ensuring the team is aligned on priorities, risks, decisions, and handoffs. Sponsor S&OP from the commercial side and set expectations for forecast accuracy, trade ROI, customer meeting quality, category reviews, and new item commercialization readiness. Own broker governance, broker QBRs, distributor business reviews, and commercial partner performance management where relevant. Manage and coach the commercial team, including Head of Sales & BD, Sales Strategy & Planning, and future Foodservice sales leadership; sequence future hiring against revenue milestones. Represent Retail and Foodservice priorities to senior Factor and HelloFresh leadership with clear, data-backed recommendations and decision-ready communication. You are... A commercial builder: you have built or materially scaled commercial sales processes, teams, and customer relationships in a high-growth environment. P&L-oriented: you understand revenue, margin, trade, pricing, cost-to-serve, and resource allocation, and you can translate those into practical business decisions. Customer-back and data-driven: you can read account performance, buyer feedback, category dynamics, and operational constraints, then turn them into a clear commercial path. A strong people leader: you coach, prioritize, delegate, and build accountability without needing every decision to run through you. Comfortable with ambiguity: you can create structure where no process exists yet and make decisions with incomplete information. Cross-functional by default: you know how to work with supply chain, finance, marketing, operations, legal, tech, and executive stakeholders. Clear and concise: you communicate well in customer meetings, leadership updates, written materials, and team discussions. Low ego and hands-on: you can operate at the strategic level while still rolling up your sleeves when the business needs it. You have... 8+ years of experience in CPG commercial sales, retail sales, sales strategy, go-to-market, or related commercial leadership roles. Experience owning or leading retail account management across mass, club, grocery, specialty, or foodservice channels; Target, Costco, or fresh / refrigerated experience is a strong plus. Demonstrated experience managing commercial budgets, trade spend, pricing decisions, and P&L performance. Experience building or scaling a commercial function, operating cadence, broker model, account management approach, or channel launch from an early stage. Strong understanding of retail commercialization, including category reviews, JBPs, retailer submissions, promotional planning, pricing, and new item launch requirements. Experience partnering with supply chain, finance, marketin