Director of Retail Channel Growth

Chobani; Alabama; On-site; USD 170,000 - 220,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401k match

Fertility assistance

Childcare assistance

Parental leave

Wellness program

Paid time off

Volunteer time off

Job summary

Chobani seeks a Director of Sales, Retail Channel to lead expansion across Natural, Grocery, Mass, and Club channels. You will own channel sales and profitability, build and lead a small sales team, and partner cross-functionally with Marketing, Supply Chain, and Finance to bring our retail vision to life.

This high-impact role requires a proven track record in retail strategy, distribution growth, and broker management, plus strong analytics and executive communication.

Qualifications

• 8+ years of progressive CPG sales experience, with a significant portion in frozen food.
• Demonstrated success leading retail channel strategy across Natural, Grocery, and/or Mass channels.
• Proven track record of building distribution, driving velocity, and managing trade spend profitably.
• Experience managing and developing sales teams and broker networks.
• Deep knowledge of frozen category dynamics, shopper behavior, and retailer priorities.
• Strong analytical skills; fluency with syndicated data tools (SPINS, Nielsen, Circana).
• Excellent communication and presentation skills; comfortable presenting to C-suite and retail buyers alike.

Responsibilities

• Own and execute the retail channel strategy for Daily Harvest's frozen portfolio across Natural, Grocery, Mass, and Club channels
• Develop annual and long-range business plans including distribution targets, velocity goals, trade spend strategy and promotional calendars
• Identify and prioritize new account opportunities, white space, and category expansion plays
• Partner with the CCO and executive team to align retail strategy with overall brand and commercial objectives
• Serve as the senior relationship owner for key retail accounts and broker and distributor partners
• Lead joint business planning (JBP) processes with top accounts to drive mutual growth
• Negotiate shelf placement, promotional programs, and trade terms to maximize ROI
• Manage broker networks, ensuring alignment on priorities, scorecards, and in-store execution
• Build, hire, and lead a high-performing retail sales team
• Set clear goals, develop talent, and foster a culture of accountability and results
• Act as player-coach: roll up your sleeves on accounts while developing team members' capabilities
• Collaborate with Marketing to develop retailer-specific shopper marketing programs and innovation sell-in materials
• Partner with Supply Chain on demand forecasting, inventory planning, and in-stock performance
• Work closely with Finance on trade spend management, deduction resolution, and profitability analysis
• Translate syndicated data (SPINS, Nielsen, Circana) and POS insights into actionable strategies
• Build and maintain retail KPI dashboards; report monthly to the leadership team
• Stay ahead of frozen category trends, competitive activity, and emerging channel dynamics

Skills

CPG Sales

Retail Strategy

Team Leadership

Negotiation

Data Analysis

Tools

SPINS

Nielsen

Circana

Job description

Chobani seeks a Director of Sales, Retail Channel to lead expansion across Natural, Grocery, Mass, and Club channels. You will own channel sales and profitability, build and lead a small sales team, and partner cross-functionally with Marketing, Supply Chain, and Finance to bring our retail vision to life.

This high-impact role requires a proven track record in retail strategy, distribution growth, and broker management, plus strong analytics and executive communication.