Director of Sales (Natural Channel)

*This job is fully remote* About the Role We are looking for an experienced sales leader who is ready to take ownership of the Natural channel from day one. This is a high-impact opportunity for someone with deep Natural grocery expertise who can drive strategy, strengthen key customer relationships, and accelerate growth across the channel. As the company continues to scale, this position offers significant opportunity for advancement, with the potential to grow into a VP-level leadership role overseeing the broader Grocery and Natural sales organization. Key Responsibilities Lead the overall sales strategy, growth plan, and day-to-day execution for the Natural channel. Own and expand relationships with key Natural retailers, including Whole Foods Market, Sprouts Farmers Market, Natural Grocers, The Fresh Market, Fresh Thyme, New Seasons Market, INFRA, Wegmans, NCG, and other strategic accounts. Build and execute annual customer business plans, promotional calendars, trade programs, and account-specific growth strategies. Lead customer negotiations, assortment and category reviews, promotional planning, and annual business reviews. Oversee broker partnerships and hold broker teams accountable for execution, distribution growth, and performance across independent and regional Natural retailers. Work closely with UNFI and KeHE to improve distribution, identify whitespace opportunities, and strengthen execution across the Natural channel. Identify, pursue, and secure new retail partnerships and distribution opportunities that expand the brand's presence within Natural grocery. What We're Looking For 8+ years of progressive CPG sales experience, including significant ownership and responsibility within the Natural grocery channel. Proven experience directly managing major Natural retail accounts. Direct experience within ice cream is strongly preferred; candidates from frozen novelties, frozen desserts, or closely related categories will also be considered if they bring deep Natural channel expertise. Established relationships with Natural retailers, category buyers, brokers, distributors, and other key industry decision-makers. Demonstrated success managing broker networks and distributor relationships, particularly with UNFI and KeHE. Strong knowledge of trade promotion strategy, customer P&Ls, category management, forecasting, and annual business planning.