Lead Emerging Channels & Territory Development - West

POSITION SUMMARY

This roleis responsible for identifying, activating, and scaling non-traditional and emerging channels of growth for the company's CPG food portfolio. This position will develop new business within independent markets in under-represented territories, identify the right accounts and product-market fit, and build distribution models to serve them efficiently while creating the commercial infrastructure to support sustainable growth in markets where the company has limited or no existing presence.
Some travel to our Vernon, CA office.

• Lead new business development within independent markets in under-represented territories, including but not limited to prospecting and relationship-building through account activation and first shipment; build andmaintainrelationships with key buyers, distributors, and operators across target geographies.
• Identify, evaluate, and prioritize emerging and non-traditional channel opportunities; develop channel-specific go-to-market strategies, including distribution models, pricing architecture, pack configurations, product-market fit recommendations, and promotional frameworks.
• Design scalable commercial frameworks for each channel, ensuring new ventures launch on a durable and repeatable foundation;establish best-in-class systems and processes for channel onboarding, performance tracking, and account management.
• Build and refine distribution models that enable efficient, cost-effective coverage of independent and under-represented markets, including DSD, broadline distributor, and hybrid approaches.
• Build the business case for new channel investments, including revenue potential, margin implications, and resource requirements; share channel learnings and best practices across the broader commercial team to inform category and brand strategy.
• Track and report channel performance against revenue targets, distribution goals, and launch milestones; provide the Director with regular pipeline updates, channel performance summaries, and emerging opportunity assessments.
• Build, lead, and organize field sales teams as needed for new venture development.
• Perform other duties as assigned.

• Proven experience in sales, negotiation, or a customer-facing role.
• Strong communication, persuasion, and interpersonal skills.
• Demonstrated ability to negotiate confidently and ethically.
• Results-driven mindset with strong closing skills.
• Ability to work independently and manage multiple opportunities simultaneously.
• Proficiency with CRM systems and basic sales reporting tools.
• Five to seven years of CPG food experience with exposure to channel strategy, business development, or non-traditional retail.
• Strong analytical and commercial acumen, with the ability to build a business case, size an opportunity, and assess channel economics.
• Experience developing or managing go-to-market strategies across more than one channel.
• Excellent cross-functional collaboration skills and comfort working in ambiguous, build-from-scratch environments.
• Strong communication and storytelling skills, with the ability to translate channel data into clear strategic recommendations.

• Not applicable.

• Bachelor's degree in Business, Marketing, Sales, ora related field.
• Experience in a specific industry, such as real estate, technology, or financial services.
• Knowledge of contract terms, pricing strategies, or procurement processes.
• Prior experience meeting or exceeding sales targets in a competitive environment.
• Direct experience in food service, e-commerce, value retail, or independent market channel development.
• Familiarity with distributor and broker network structures across multiple channels, including DSD and broadline models.
• Ex…