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About the Role

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. This is a builder role that combines CPG sales leadership, account strategy, P&L discipline, and hands-on operating ability, bringing structure to a high-growth business while being comfortable creating new playbooks.

Responsibilities

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.

Requirements

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, marketing, and operations teams to evaluate account opportunities and launch plans.
Excellent analytical, written, and verbal communication skills; ability to present clearly to senior leadership and external customers.

Skills

CPG sales leadership
Account strategy
P&L discipline
Hands-on operating ability
Commercial builder
P&L-oriented
Customer-back and data-driven
Strong people leader
Comfortable with ambiguity
Cross-functional collaboration
Clear and concise communication
Low ego
Analytical skills
Written communication skills
Verbal communication skills

Location

New York

Work Type

Full-time

Experience Level

8+ years of experience

Education Level

BA/BS required
MBA or equivalent commercial leadership experience preferred

Salary/Compensations

$140,700—$170,000 USD

Benefits

Competitive hourly rate
401K company match that vests immediately upon participation
Team bonus opportunities
Generous PTO
Flexible attendance policy
Comprehensive health and wellness benefits with options at $0 monthly, effective first day of employment
Up to 85% discount on subscriptions to HelloFresh meal plans (HelloFresh, Green Chef, Everyplate, and Factor_)
Access to Employee Resource Groups

About the Company

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.
Factor is disrupting the traditional food supply chain.

Equal Opportunity

This job description is intended to provide a general overview of the responsibilities. However, the Company reserves the right to adjust, modify, or reassign work tasks and responsibilities as needed to meet changing business needs, operational requirements, or other factors.