Director of Culinology Sales

DIRECTOR OF CULINOLOGY SALES

Department:  Culinology / Business Development
Job Status: Open
Work Schedule (FT/PT/C): FT
Work Style (WFH/O/H): Hybrid – Greater Boston, WFH Split
Reports To: VP of Culinary
Direct Reports: Yes — 1-3
Travel: ~25%
Benefits: Medical, Dental, Startup Options

POSITION SUMMARY

Folia Materials is a Boston-based materials science company that has developed a patented, PFAS-free, recyclable paper packaging technology that replaces plastic microwave susceptors — improving heat distribution, moisture control, texture, and flavor in microwaved and reheated food across CPG (frozen, refrigerated) and foodservice (delivery, grab-and-go) channels. The Director of Culinology Sales is a Hybrid, director-level culinary/food science and business development and sales leader responsible for translating Folia's material science into commercially compelling food applications, and for building and managing the relationships that turn those applications into long-term partnerships.

This is fundamentally a technical sales role. Reporting to the VP of Culinary and managing a small Culinology team, this person will identify and follow up with sales prospects, lead the testing of food products best suited to Folia's technology, prospect and cultivate relationships across Retail Food, CPG, Industrial Packaging & Coating, and Foodservice companies, and lead product demonstrations, tastings, and cuttings that convert technical performance into revenue-generating partnerships.

ESSENTIAL FUNCTIONS

REASONABLE ACCOMMODATIONS STATEMENT

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodation may be made to enable qualified individuals with disabilities to perform the essential functions.

Product Identification, Testing & Culinology

• Identify, formulate, and bench-test food product applications suited to Folia's paper-based thermal packaging technology across CPG frozen/refrigerated and foodservice delivery and grab-and-go channels.
• Design and execute sensory and performance testing protocols (texture, moisture control, crisping, heat distribution, sensory scoring) to validate and quantify Folia's packaging benefits against incumbent plastic susceptor solutions.
• Partner with Folia's material science and R&D teams to ensure food application work is grounded in the underlying technology's real capabilities and constraints.
• Maintain meticulous documentation of formulas, testing protocols, and outcomes in accordance with the scientific method.

Business Development & Relationship Management

• Own the technical sales pipeline: prospecting, qualifying, and developing new relationships with companies in Retail Food, CPG, and Foodservice.
• Educate paper/packaging companies on Folia tech., design and lead product demonstrations, tastings, and cuttings for prospective and existing partners — preparing ingredients, products, and required materials, and following up to advance the relationships.
• Manage long-term partner relationships from initial prospecting through pilot testing, commercialization, and ongoing account growth.
• Leverage and expand a deep, active network of contacts across the industrial food and beverage industry to accelerate partnership development.
• Represent Folia Materials at industry conferences, trade shows, and events (including RCA and related Culinology events), and travel to client and partner sites as needed (~25% travel).

Team Leadership & Operations

• Build, lead, and mentor a small Culinology team supporting testing, formulation, and client-facing work.
• Manage the sales pipeline and relationship data in HubSpot; build client-facing decks and collateral in Canva and Keynote; collaborate cross-functionally using Google Workspace.
• Develop account and territory strategy in partnership with the VP of Culinary, including prioritization of target accounts and channels.
• Keep up to date with industry trends, competitive packaging solutions, ingredients, equipment, and regulatory/sustainability developments (e.g., PFAS-free packaging, recyclability, microplastics reduction).
• Actively participate in the company's goal-setting program and contribute to broader organizational strategy.
• Execute additional tasks as needed to support the growth and success of the organization.

POSITION QUALIFICATIONS

SKILLS & ABILITIES

Education:

• Bachelor's degree in Culinology, Food Science, Culinary Arts, or a related field (Master's degree a plus).

Experience:

• 8-12 years of combined experience spanning culinary arts and food science, culinary R&D, or food product development and commercialization.
• Proven track record of business development, technical sales, or partnership management in the food & beverage, CPG, foodservice, and packaging industries.
• Established, active network of contacts across the industrial food and beverage industry.
• Experience managing or mentoring a team.
• Confident public speaking and presentation skills, including with executive-level audiences.
• Proficiency with HubSpot, Canva, Keynote, and Google Workspace, or similar.

Certificates & Licenses:

• Certified Research Chef (CRC) or Certified Culinary Scientist (CCS) through the Research Chefs Association (RCA) is strongly encouraged.
• REAL-ID compliant Driver's License.

OTHER REQUIREMENTS

• Strong knowledge of food science, food product development for CPG, commercialization, and value-added ingredients in formulation.
• Familiarity with microwave cooking science and/or packaging design and experimentation strongly preferred.
• Comfortable operating as a technical sales/business development lead while retaining hands-on culinary and food science credibility.
• Self-directed and entrepreneurial, able to flourish with minimal oversight in a remote, growth-stage technology company.
• Flexible and able to pivot responsibilities as partner priorities and company needs evolve.
• Exceptional verbal and written communication skills.
• Meticulous organization and tracking, with an eye for efficiency.
• Proactive continuing education to keep pace with an ever-changing industry.
• Consummate professional with high integrity.
• Demonstrates a "fail-forward" mindset.

WORK ENVIRONMENT

This is a hybrid position; candidates must be based in New England with an expectation of a minimum of 3 days in the office in Waltham, MA, with regular access to a home or test-kitchen setup suitable for product testing, sensory evaluation, and demonstration preparation. Work also occurs in vehicles (cars and planes), at venues such as conference halls and trade shows, on-site at client and partner locations. Approximately 25% travel is required. Business hours are generally standard business hours with flexibility expected to accommodate partner and organizational needs; some evening or weekend work may be required around trade shows and client events. As a start up organization, we have a flat business model. You will be given a generous amount of flexibility and autonomy in developing and executing your strategies, and it is the Organization’s expectation that you will use this freedom and authority to act in its best interests.