Director/GM, DTC & New Channel Development (New York, NY, US)

Daily Harvest; New York (NY); On-site; USD 140,000 - 220,000; Full time

Benefits offered by this job

Medical insurance

Dental & Vision

401k with employer match

Fertility & childcare support

Parental leave

Wellness program

Paid time off

Job summary

Daily Harvest is seeking a senior leader to own the design, negotiation, and operation of ancillary revenue channels beyond core DTC. You will build the business case and deal structures for new channels and personally run point on execution until mature, then hand off to specialists.

The role spans licensing, location-based partnerships, brick-and-mortar activations, B2B/on-premise, and revenue-share collaborations, with a mix of strategic development and hands-on management.

Qualifications

• 10–15+ years in CPG, consumer, or retail with BD/new channel launch experience
• Proven ability to build a channel or revenue line from zero
• Hands-on experience in at least two of: DTC ops, licensing, wholesale, or B2B/on-premise sales
• Track record in negotiating and closing commercial agreements with rev-share or licensing structures
• Comfort operating without a playbook; this is a build role, not maintenance

Responsibilities

• Define channel strategy and portfolio development with multi-year revenue targets
• Source, negotiate, and close partnership agreements; own rev-share structures
• Lead cross-functional execution with Supply Chain, Marketing, and Finance
• Oversee channel governance, performance reporting, and ROI analysis

Skills

CPG/retail strategy

Channel development

Negotiation

Deal structuring

Cross-functional leadership

Education

Bachelor's degree

MBA (a plus)

Job description

Summary

Daily Harvest was built on a simple idea: that eating well shouldn't be a whole production. The moment has never been more right for what we offer. Our mission has always been: “we take care of food so that food can take care of you”, and now, in tandem with our parent company Chobani, we’re part of a much bigger, highly meaningful movement to make better food more accessible to everyone.
We're nurturing a loyal, decades-built DTC base while spearheading a revitalization of the frozen aisle at Retail and expanding into new formats and channels as we build the next big, beloved better-for-you food brand.
This role will own the design, negotiation, and operation of the company's revenue channels outside of CPG retail. It is a build function: identifying which ancillary channels are worth pursuing, structuring the commercial terms, and standing up the operating model to run them profitably. In addition to overseeing Daily Harvest’s the legacy Direct-to-Consumer business, this role’s mandate spans licensing and location-based partnerships, brick-and-mortar activations, B2B and on premise placement, and revenue-share partnerships with other brands.
The role is roughly half strategist and half operator: it requires building the business case and deal structure for a new channel, then personally running point on execution until the channel is mature enough to hand off to a dedicated manager or specialist.

Scope of Channels:

• Existing dailyharvest.com DTC business (maintenance of current business and customer base)
• Licensing & Location Partnerships: store-in-store concepts, airport and travel retail, co-branded licensing agreements
• Brick & Mortar Activations: branded residencies, pop-ups, experiential retail placements
• B2B & On-Premise: workplace, multifamily/residential, healthcare, hospitality
• Brand & Revenue-Share Partnerships: co-branding, ingredient or private-label supply deals, revenue-share and affiliate-style commercial partnerships with adjacent brands

Responsibilities

Channel Strategy & Portfolio Development

• Build and maintain the ancillary revenue roadmap: which channels to pursue, in what sequence, and against what revenue and margin targets
• Develop the business case, deal economics, and go/no-go criteria for each new channel or partnership
• Size the addressable opportunity for each channel and set multi-year revenue contribution targets alongside Finance

Deal Origination & Execution

• Source, negotiate, and close partnership agreements
• Own commercial terms, rev-share structures, and contract negotiation
• Run point on Amazon and other marketplace account management, or oversee the team/agency that does
• Manage the pop-up/residency lifecycle: site selection, landlord or host negotiation, budget, and post-mortem ROI review

Operating Model & Cross-Functional Leadership

• Stand up the operational processes (fulfillment, forecasting, P&L tracking) needed to run each channel once launched
• Partner with Digital Product & Tech COE on front and back-end experience and infrastructure and Supply Chain/Ops on channel-specific fulfillment
• Partner with Marketing on channel-specific GTM and with Finance on P&L / reporting
• Manage a small team as channels scale and/or manage outside agencies

Reporting & Governance

• Own the ancillary-revenue P&L and report channel performance, pipeline, and forward outlook to the CCO/executive team
• Represent ancillary channels in company-wide revenue planning and forecasting

Success Metrics:

• Omni/ ancillary channel revenue growth over time
• Channel-level gross margin
• Number and value of active licensing, wholesale, and partnership agreements
• Time from channel concept to first revenue
• Pipeline of qualified new-channel opportunities
• Daily Harvest total brand household penetration & brand awareness growth over time

Requirements

• 10–15+ years in CPG, consumer, or retail, with direct experience in business development, new channel launch, or general management
• Track record building a channel or revenue line from zero, not just managing an established one
• Hands-on experience with at least two of: DTC operations, licensing deal structuring, wholesale account management, or B2B/on-premise sales
• Deal-making experience: has personally negotiated and closed commercial agreements, ideally including rev-share or licensing structures
• Comfortable operating without an established playbook; this is a build role, not a maintain role

Skills & Attributes

• Strong commercial and financial acumen; can build and defend a P&L case for a new channel
• Negotiation and contract fluency; works effectively with Legal on deal structuring
• Cross-functional influence — able to pull Supply Chain, Marketing, and Finance into execution without formal authority over those teams
• Bias to action; willing to be in the field for site visits, landlord meetings, and partner negotiations, not solely strategy from a desk
• Bachelor's degree required; MBA a plus but not a substitute for operating experience

About Us

Chobani is a food maker with a mission of making high-quality and nutritious food accessible to more people, while elevating our communities and making the world a healthier place. In short: making good food for all. In support of this mission, Chobani is a purpose-driven, people-first, food-and-wellness-focused company, and has been since its founding in 2005 by Hamdi Ulukaya, an immigrant to the U.S. The Company manufactures yogurt, oat milk, and creamers – Chobani yogurt is America's No.1 yogurt brand, made with natural ingredients without artificial preservatives. Following the 2023 acquisition of La Colombe, a leading coffee roaster with a shared commitment to quality, craftmanship and impact, the Company began selling cold-pressed espresso and lattes on tap at cafés nationwide, as well as Ready to Drink (RTD) coffee beverages at retail. In 2025, Chobani acquired Daily Harvest, a modern brand offering consumers nutritious, delicious and convenient ready-to-make meals.

Chobani uses food as a force for good in the world – putting humanity first in everything it does. The company's philanthropic efforts prioritize giving back to its communities and beyond. Chobani manufactures its products in New York, Idaho, Michigan and Australia, and its products are available throughout North America and distributed in Australia and other select markets.

For more information, please visit www.chobani.com or follow us on Facebook, Twitter, Instagram and LinkedIn.

Chobani is an equal opportunity employer. Chobani will not discriminate against any applicant for employment on any basis including, but not limited to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, military and/or veteran status, marital status, predisposing genetic characteristics and genetic information, or any other classification protected by federal, state, and local laws.

The salary range for this full-time position is $140,000.00 - $220,000.00, + 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.