Director of Sales, Natural Channel

Kettle & Fire; United States; Hybrid; USD 140,000 - 210,000; Full time

Benefits offered by this job

Vacation & Holidays

Health insurance

Sparks Benefits

Free product

Job summary

Kettle & Fire is seeking a dynamic, self-directed Director of Sales to execute our national strategy in the Natural channel. This role requires an exceptional relationship builder who can operate with minimal day-to-day oversight while driving results in a fast-paced, entrepreneurial environment.

Reporting to the VP of Sales, this full-time remote position partners across finance, marketing, operations, and product development to maximize growth opportunities, lead broker/distributor

Qualifications

• Bachelor's degree in Business Administration, Marketing, or a related field.
• 5+ years in Grocery/Natural Channels with top natural retailers experience.
• Proven ability to influence senior retailer leadership and manage broker/distributor partnerships.
• Self-starter with minimal oversight and strong analytical capabilities.

Responsibilities

• Develop and implement strategic sales plans to meet revenue targets.
• Build multi-level relationships with buyers, category managers, and leadership.
• Manage brokers and distributors for ongoing distribution and new item launches.
• Create annual trade promotion calendars and optimize trade spend.
• Determine assortments by account and channel to maximize SKU mix.
• Collaborate across HQ and in-store to optimize space and brand presence.

Skills

Self-directed

Relationship builder

Strategic selling

Education

Bachelor's degree (Business/Marketing)

Tools

SPINS

Nielsen

Retailer Portals

Job description

Kettle & Fire is seeking a dynamic, self-directed Director of Sales to execute our sales strategy for the Natural channel. This role demands an exceptional relationship builder — someone who doesn't just manage buyer relationships, but builds genuine connections with our retail partners, and who can operate with minimal day-to-day oversight while driving results in a fast-paced, entrepreneurial environment. This is an exceptional opportunity to join a fast-growing, disruptive company committed to providing nutrient-dense food, supporting ecosystem-benefiting initiatives, and developing innovative products.

The Sales Director will contribute to Kettle & Fire’s goal to become the leading broth brand by implementing our national strategy directly and via external partners at accounts ranging from single independents to national chains. Additionally, the Sales Director will work collaboratively across the organization to align sales strategies with finance, marketing, operations, and product development teams, ensuring seamless execution of business objectives, maximizing market opportunities, and driving sustainable growth. This is a full-time remote role, reporting to the VP of Sales with some travel expected (approximately 25%).

Who We Are:

At Kettle & Fire, we are driven by a mission to create products that heal rather than harm, supporting both our consumers’ health and a healthy food system. Our culture is built on a foundation of core values that guide our work and define our team's identity. We push the boundaries of what's possible, embracing challenges with a growth mindset. We value radical candor and transparency, prioritize our customers relentlessly, and own our responsibilities unequivocally. We focus intently on mission-critical tasks and execute with high-tempo precision. Our team’s success is predicated on each member’s commitment to collective goals, demanding not only individual excellence but a harmonious effort to excel as one cohesive unit. If you thrive in an environment that values high performance and flexible, results-oriented outcomes, you might just be the A-player we’re looking for.

How You’ll Be Contributing:

• Develop and implement strategic sales plans to achieve and exceed revenue targets, leveraging data-driven insights and market trends to identify growth opportunities and optimize performance.
• Build deep, multi-level relationships with key buyers, category managers, and leadership stakeholders within retail partner organizations, as well as broker partners — extending K&F's influence beyond day-to-day buyer interactions into strategic, long-term partnerships built on alignment and effective communication.
• Manage brokers and distributors to ensure uninterrupted distribution in targeted accounts, timely execution of new item introductions, schematic implementation, and promotional programming. Ensure partners have necessary resources (e.g., product samples, sell sheets, promotional calendars).
• Build strategic and collaborative annual trade promotion calendars designed to drive trial and increase awareness while maintaining target trade spend rates for assigned retail customers.
• Determine proper assortment by account & channel and sell existing items and or innovation to achieve an appropriate SKU mix.
• Work at both the HQ level and in-store to maximize space, brand presence, and holding capacity in soup/broth planograms.
• Prepare business reviews and sales presentations for major retailers.
• Collaborate with marketing to develop and update sales collateral.

• Analyze market data to identify and execute against opportunities to grow Kettle & Fire across strategic channels.

• Represent Kettle & Fire at trade shows to develop sales opportunities and build strong buyer/broker relationships.
• Provide strategic direction, guidance, and support to brokerage teams aligning with Kettle & Fire trade spend guardrails and annual goals.
• Conduct store audits (with broker management and/or field sales reps) to ensure adherence to merchandising standards and promotional programming.
• Implement, train, and audit brokerage teams and distributor territory reps to execute sell-in and sell-through initiatives.

Qualifications and Competencies for Success:

• Bachelor's degree in Business Administration, Marketing, or a related field.
• 5+ years of demonstrated expertise in Grocery and Natural Channels, with proven, substantial experience at top Natural retailers such as Whole Foods Market and Sprouts.
• Demonstrated success building relationships that extend beyond the buyer level into retailer leadership, with a track record of influencing strategic decisions through trusted, senior-level partnerships.
• Record of success managing key retail accounts and collaborating with brokers and distributors like KeHE, UNFI, DPI.
• A self-starter who sets priorities and delivers results with minimal oversight.
• Strong planning, organizational, and analytical abilities, proficient in Data Tools (experience with SPINS, Nielsen, Retailer Portals advantageous), Microsoft Excel, and Microsoft Office Suite (Excel, PowerPoint, Word).
• Proficiency in trade analytics, including analyzing selling prices, margins, and market trends.
• Exceptional interpersonal, written, and verbal communication skills, with strong presentation abilities and the gravitas to engage senior retail leadership.
• Proven capability to thrive in both independent and collaborative settings within a fast-paced, entrepreneurial environment.
• Highly adaptable and resourceful with a proactive approach.

What We Offer:

The opportunity to be part of a mission-driven company that values transformation and efficiency. A competitive salary and time off package that appreciates your hard work and dedication. And benefits focused on ensuring our employees can take care of themselves including:

• Vacation & Holidays: We offer three weeks of paid vacation each calendar year. Along with vacation, we offer 12 paid holidays each year.
• Health insurance: You have the choice to opt-in to the best medical, dental and vision insurance we can get.
• Sparks Benefits include Nutrition, Fitness, and Education allowance and resources!
• Free product: You need to be able to brag about how awesome Kettle & Fire products are, so team members get free product for their personal use