Lead Emerging Channels – Territory Development

Jobtailor; California (MO); On-site; USD 90,000 - 130,000; Full time

Job summary

Jobtailor is seeking a growth-focused sales leader to identify and scale non-traditional channels for its CPG food portfolio. You will develop new business in under-represented markets, target key accounts, and design scalable channel go-to-market strategies.

You will build distribution models, lead field teams as needed, and provide regular pipeline updates to the Director, while collaborating across functions to drive revenue growth. Vernon, CA travel may be required.

Qualifications

• Proven experience in sales, negotiation, or a customer-facing role.
• Strong communication, persuasion, and interpersonal skills.
• Ability to negotiate confidently and ethically.
• Results-driven with strong closing skills.
• Proficient with CRM systems and basic sales reporting tools.
• Five to seven years of CPG food experience with channel strategy exposure.
• Experience developing go-to-market strategies across multiple channels.
• Excellent cross-functional collaboration in ambiguous environments.
• Bachelor's degree in Business, Marketing, Sales, or related field preferred.

Responsibilities

• Identify, activate, and scale non-traditional and emerging growth channels for the CPG food portfolio.
• Develop new business within independent markets in under-represented territories.
• Identify target accounts and product-market fit.
• Build distribution models and commercial infrastructure for growth in markets with limited presence.
• Lead prospecting and relationship-building through account activation and first shipment.
• Build relationships with key buyers, distributors, and operators across geographies.
• Evaluate channel opportunities and develop channel-specific go-to-market strategies.
• Design scalable commercial frameworks, systems, and processes for onboarding and account management.
• Develop DSD, broadline distributor, and hybrid distribution approaches.
• Build business cases for channel investments including revenue, margins, and resources.
• Share channel learnings with the broader commercial team.
• Track and report performance against revenue targets and milestones.
• Provide the Director with pipeline updates and opportunity assessments.
• Build, lead, and organize field sales teams as needed for new ventures.
• Perform other duties as assigned.

Skills

Sales experience

Negotiation

Communication skills

CRM proficiency

Independent work

Analytical ability

Go-to-market strategy

Channel strategy

Cross-functional collaboration

Time management

Relationship management

Problem-solving

Education

Bachelor's degree in Business

Tools

CRM systems

Sales reporting tools

Job description

• Identify, activate, and scale non-traditional and emerging growth channels for the company's CPG food portfolio.
• Develop new business within independent markets in under-represented territories.
• Identify target accounts and product-market fit.
• Build efficient distribution models and commercial infrastructure for sustainable growth in markets with limited or no existing presence.
• Lead prospecting and relationship-building through account activation and first shipment.
• Build and maintain relationships with key buyers, distributors, and operators across target geographies.
• Evaluate emerging and non-traditional channel opportunities and develop channel-specific go-to-market strategies.
• Design scalable commercial frameworks, systems, and processes for channel onboarding, performance tracking, and account management.
• Develop DSD, broadline distributor, and hybrid distribution approaches.
• Build business cases for channel investments, including revenue potential, margin implications, and resource requirements.
• Share channel learnings and best practices with the broader commercial team.
• Track and report performance against revenue targets, distribution goals, and launch milestones.
• Provide the Director with 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.

Some travel to the Vernon, CA office.

Requirements

• 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.
• Licenses/certifications: Not applicable.
• Bachelor's degree in Business, Marketing, Sales, or a related field. (Preferred.)
• Experience in a specific industry, such as real estate, technology, or financial services. (Preferred.)
• Knowledge of contract terms, pricing strategies, or procurement processes. (Preferred.)
• Prior experience meeting or exceeding sales targets in a competitive environment. (Preferred.)
• Direct experience in foodservice, e-commerce, value retail, or independent market channel development. (Preferred.)
• Familiarity with distributor and broker network structures across multiple channels, including DSD and broadline models. (Preferred.)
• Experience developing distribution models for under-served or under-represented markets. (Preferred.)
• Experience launching new products or brands into channels without an established presence. (Preferred.)
• Negotiation and influencing skills.
• Relationship management.
• Commercial awareness.
• Problem-solving and objection handling.
• Time management and organization.
• Customer-focused mindset.

Core Competencies

Demonstrates expertise in developing and executing go-to-market strategies for CPG food channels, with a strong focus on relationship management and commercial acumen. Proven ability to build scalable distribution models and track performance against revenue targets in under-represented markets.

Highest-signal resume keywords

• CPG Food Experience
• Go-To-Market Strategy Development
• Channel Economics Assessment
• Relationship Management
• Sales Target Achievement

Hard Skills

• Business Development
• Negotiation
• Analytical Skills
• Sales Reporting
• Channel Strategy

Soft Skills

• Communication Skills
• Persuasion Skills
• Problem-Solving
• Time Management
• Customer-Focused Mindset

Industry Keywords

• Distribution Models
• Independent Markets
• Emerging Growth Channels
• Foodservice
• E-Commerce

Tools & Technologies

• CRM Systems
• Sales Reporting Tools