What are the responsibilities and job description for the Director of Retail Sales position at Hudson Talent Solutions?
Director of Retail Sales
Natural, Conventional & Mass Channels
About the Company
This is an award-winning, fast-growing food brand focused on bringing high-quality, single-origin ingredients to market in a way that supports both people and the planet.
The company partners directly with farmers around the world to source products responsibly, with a strong emphasis on sustainability, transparency, and regenerative practices. Their products are distributed across retail, foodservice, and e-commerce channels nationwide.
They are a mission-driven organization focused on making a positive impact through food, while building a scalable and commercially successful business.
The Role
The company is seeking a Director of Retail Sales to lead growth across Natural grocery, conventional grocery, mass, and club channels.
This role will own national and regional retail relationships, drive distribution and velocity, and develop high-impact sales strategies across multiple channels.
This is a senior leadership role with full ownership of revenue growth, retail strategy, and key partnerships.
Key Responsibilities
Channel Strategy & Revenue Growth
- Own and execute sales strategy across all key retail channels
- Deliver against revenue, distribution, and velocity targets
- Identify growth opportunities by region, retailer, and category
- Set sales targets, KPIs, and performance metrics
- Lead annual planning, forecasting, and trade investment strategy
- Optimize assortment, pricing, and promotional strategies
- Use data (SPINS, Circana/IRI, Nielsen) to drive decisions
- Monitor market trends and adjust strategy accordingly
- Lead category reviews and buyer presentations
- Manage forecasting and pipeline tracking
Account Development & Management
- Own relationships with key retail accounts across all channels
- Lead full sales cycle: prospecting, presentations, negotiations, execution
- Build annual customer business plans
- Manage pricing, promotions, and trade spend
- Track performance and close gaps vs. plan
- Drive shelf placement, assortment expansion, and promotions
- Maintain strong customer relationships and resolve issues
- Provide regular performance and opportunity reporting
Broker & Distributor Management
- Manage broker partners and ensure accountability to performance
- Set KPIs and expectations for brokers
- Oversee distributor relationships (e.g., UNFI, KeHE, regional partners)
- Manage deductions, inventory, onboarding, and forecasting
- Ensure strong execution at distributor events and trade shows
Cross-Functional Collaboration
- Partner with Marketing, Supply Chain, Finance, QA, and R&D
- Align demand planning with customer needs
- Share insights to support product innovation and commercialization
- Communicate performance updates and opportunities to leadership
Industry & Customer Engagement
- Represent the company at trade shows and industry events
- Lead customer trainings and product education sessions
- Support category reviews and retailer presentations
- Stay on top of food, wellness, and category trends
Leadership & Team Development
- Mentor and develop sales team members as the company grows
- Build a high-performance, accountable sales culture
- Develop external networks to drive business growth
- Act as a strong representative of the company’s mission and values
Requirements & Qualifications
- Bachelor’s degree in Business, Marketing, or related field (MBA is a plus)
- 7–12 years of CPG retail sales experience
- Strong experience across Natural, conventional, mass, and/or club channels
- Proven success managing key retail accounts
- Experience working with brokers and distributors
- Strong track record of delivering revenue growth
- Deep understanding of trade spend and ROI
- Strong analytical skills (SPINS, Circana/IRI, Nielsen)
- Excellent communication, negotiation, and presentation skills
- Highly organized and strategic
- Proficient in Excel, PowerPoint, and CRM tools
- Passion for food, sustainability, and mission-driven brands
- Must be based near Philadelphia or open to frequent travel