Head of Retail Sales

Location:

Remote, US based. Regular travel to retailer headquarters, buyer meetings, trade shows, and stores as needed.

Employment Type:

Full-time.

Reports To:

Founders. Works day to day with our operations, quality and regulatory, and design teams.

Rosabella () is one of the fastest growing direct-to-consumer supplement brands in the United States - growing from zero to 4 million+ customers in under three years, completely bootstrapped, with a small, lean team spread across the globe.

Best known for our beetroot and moringa supplements, we have built our brand direct to consumer. Now we are bringing Rosabella to brick-and-mortar retail.

The Head of Retail Sales builds and owns our retail channel from zero. There is no retail team today. You will own buyer relationships, broker and distributor partners, retail commercial strategy, and the retail P&L, and you will lead our entry into brick-and-mortar retail.

Over the next 12 months, our goal is to launch in Sprouts, Target, and Walmart, with club (Sam's Club, Costco) as a potential next step. We expect natural (Sprouts) to come first, then mass. Walmart is our highest priority.

This is a hands-on role where you will work as part of a lean team. In the beginning you will personally build the pitches, sit across from buyers, and run the details of every launch. Early on, the founders stay involved in key pitches and buyer meetings, while you own preparation, follow-through, and day-to-day account management. If you need a big-company sales organization around you to function, this is not the right role.

Where this goes: you work closely with the founders, you set the retail strategy for the company, and as the channel grows you will recruit and lead a team of key account managers for our major retail partners or categories. The function grows with you.

• Own buyer relationships. Build and own relationships with buyers and category teams at every retail partner. Lead pitches and line reviews, in person when it matters.
• Win new retailers. Build the sell-in story, pitch decks, and category rationale that get Rosabella on shelf. Plan the sequencing and timing of each retailer launch.
• Own brokers and distributors. Select, onboard, and manage the right broker for each retailer, and distributors where needed (for example, KeHE for natural). Brokers open doors and support execution, but they don't replace owning the account: you drive them and hold them to results.
• Own the retail P&L. Own account-level economics for every retailer: pricing, gross margin and net income goals, trade and promotional spend, chargebacks, deductions, and write-offs. Finance and operations support execution, including deduction tracking and recovery, inventory, and EDI and on-time-in-full delivery. You own the results; you are not expected to run every function alone.
• Set pricing across retailers. Build a pricing architecture that works across natural, mass, and club, protects margin, and grows the category.
• Drive launch readiness. Work with operations to make sure inventory ships on time and in full, and with quality and regulatory so we meet every retailer's standards and compliance requirements. Operations and quality own execution and standards; you are commercially accountable for the launch, coordinate across teams, and elevate early when something is at risk.
• Run the details yourself. Personally handle retailer portals, item setup, promotional submissions, launch tracking, and documentation, and keep clean records so the retail playbook stays with the company.
• Shape the product for retail. Partner with operations and design on case-pack architecture, packaging, and any product or design changes a retailer requires.
• Grow…