Chief Commercial Officer

Position: Chief Commercial Officer

Department: Sales

Reports to: CEO

Date: 2/26/2026

Job Summary:

The Chief Commercial Officer (CCO) is a senior executive responsible for the Company’s overall commercial strategy and performance, extending beyond sales execution to encompass sales, marketing, commercialization, product positioning, pricing strategy, customer experience, and strategic partnerships. The role aligns all customer-facing and revenue-generating activities to the Company’s strategic objectives and long-termgrowth plans, ensuringintegrated go-to-market executionand sustainable, profitable growth.

This role combines enterprise-level strategic leadership with operational ownership. Responsibilities include defining multi-year commercial and growth strategies; shaping organizational design and capabilities; and leading executive stakeholder and Board engagement. Operationally, the CCO owns revenue delivery, customer strategy, commercialization governance, forecasting discipline, and team leadership across commercial functions.

The CCO is accountable for building a durable, scalable commercial organization that delivers profitable growth across retail privatelabel, foodservice, co-manufacturing, and emerging channels,while serving as the Company’s most senior customer-facing leader.

In addition, the CCO owns the Company’s strategic pricing agenda, responsible for developing and overseeing pricing models that maximize revenue, market share, and profitability. This includes analyzing market dynamics, customereconomics, competitive benchmarks, and cost structures, and partnering closely with Finance, R&D, Supply Chain and Operations to ensure pricing strategies are competitive, value-based, and margin-accretive.

The position reports directly to the CEO and serves as a core member of the Executive Leadership Team, with regular interaction with the Board and Blue Point Capital Partners. The CCO leads the hiring, development, and management of senior commercial leadership and providescomprehensive Board-level reporting on commercial performance, including results versus plan, forecast accuracy, category and customer performance, new business development, pricing effectiveness, and forward-looking revenue outlook.

Responsibilities:

Enterprise Commercial Strategy& Growth

• Define and own the Company’send-to-end commercial strategyaligned with corporateobjectives and long-term value creation.
• Translate business strategyinto integrated go-to-market plans across sales, marketing, product positioning, pricing, and customer experience.
• Lead multi-year growthplanning, including channelstrategy, customer segmentation, portfolio prioritization, and market expansion.

Revenue, Pricing &Profitability

• Maintain full accountability for revenue delivery, margin performance, and customer profitability.
• Own the Company’sstrategic pricing framework, including pricing models,and value-based pricing strategies.
• Analyze market dynamics,competitive benchmarks, cost structures, and customer economicsto optimize revenue, share, and profitability.
• Partner closely with Finance, Operations, and Product teamsto ensure pricingstrategies are competitive, executable, and margin accretive.

Retail Sales Leadership – Private Label & ControlBrands

• Lead private labelsales growth acrossgrocery, mass, and club throughdirect selling with national and regional retailers.
• Develop account-specific categorymanagement strategies that articulate the value of Water Lilies’ private label programs.
• Expand control brand offerings for regional and independent retailers using brokers selectively.
• Own pricing strategy, customer profitability analysis, and execution of routine price increases.
• Personally engage with key customersand sourcing teams.

Foodservice & Co-Manufacturing Channels

• Oversee foodservice sales strategy across national, regional,and distributor-led customers. Identify high priority targets with recurring, stable demand profiles and optimal paths to market.
• Lead co-manufacturing relationships including long-range volumeforecasting and contract structuring
• Ensure channel strategies are coordinated, operationally sound and alignedwith available capacity.

Forecasting, Planning & Commercial ProcessOwnership

• Lead annual and interim sales forecasting to support budgeting, board reporting, S&OP, capacity, and operations planning.
• Improve forecast accuracy, forward visibility, and accountability acrossall channels and customers.
• Establish disciplined commercial processes, KPIs, and dashboards.
• Partner closely with Finance, Operations, Supply Chain, and R&D.

Commercialization & Cross-Functional Execution

• Provide executive oversightof end-to-end commercialization from concept throughlaunch.
• Ensure disciplined executionand adherence to stage-gate milestones, balancing responsiveness and innovation to customers with internal resource constraints.
• Drive on-time, in-fulllaunches aligned with customer and financial targets.

Team Leadership, TalentDevelopment & PipelineExecution

• Build and lead a high-performing commercial organization across sales, marketing, and commercialization.
• Establish clear role definitions, successmetrics, and performance expectations.
• Develop high-quality talent through coaching,succession planning, and performance management.
• Implement repeatable sales processes drivingpipeline development, win rates, and predictable closure.

• Own pipeline rigor,lead qualification, and forecast accuracy.
• Align incentives to reward profitable growth and disciplined execution.
• Foster a cultureof accountability, ownership, and continuous improvement.

Private Equity &Board Engagement

• Partner with Blue Point CapitalPartners on strategyand value-creation initiatives.
• Present commercial performance updates to the Board.
• Prepare the organization for future liquidity events.

Ideal Candidate Profile

Experience & Background

• A bachelor’s degreein Business, Marketing, or a relatedfield; MBA preferred.
• Must have workedfor a company with over $250M in annual revenue.Experience in retailprivate label sales is required.
• Minimum of 15 years of sales experience in the food and beverageindustry, with at least 5 years in a senior sales leadership role in a direct selling environment.
• Experience with all retail channelsincluding national retail accounts, mass, regional retail chains, club, dollar, c-stores, drug, and misc.
• Experience / prior key relationships with frozen retail buyers.
• Demonstratedtrack record of driving profitable sales growth and achieving revenuetargets.
• Strong leadership and accountability with creativity on building profitable sales growth.
• Excellent communication and interpersonal skills,with the abilityto build and maintain strong relationships with customers and internal stakeholders.
• Strong analytical and problem-solving skills,with the abilityto use data to drive decision making.
• Ability to work in a fast-paced, dynamicenvironment, with a focus on results and continuous improvement.
• Strong knowledge and experience with category management strategies and analytics, and capable of in-depth analysis of scan data to derive insights and build fact-based strategies
• Must show and demonstrate strong leadership, clear and precisecommunication, sophisticated negotiating tactics, and team building skills.
• Strategic thinker with the abilityto see the big picture.
• Willingness to travelas required.
• Asian appetizers or global cuisineexperience desired but not required.

Financial & Analytical Strength

• Strong financial acumen,including forecasting, pricingmodels, margin management, and long-range planning.
• Highly analytical, with the abilityto leverage data,market insights, and customer economics to drive decision-making.
• Experience partnering closelywith Finance, Operations, and Product/R&D to translate strategyinto executable, profitable plans.

Software, Data & Technology Enablement

• Demonstrated proficiency in leveraging commercial technologies to drive visibility, discipline, and scalable execution.
• Experience with CRM platforms (e.g., Salesforce or equivalent), sales forecasting and pipeline management tools, and customer analytics systems.
• Working knowledge of pricing, trade management, and margin analyticstools to supportvalue-based pricing and profitability management.
• Experience using marketand category data platforms (e.g.,IRI / Circana, Nielsen, or equivalent) to inform category strategy and customer value propositions.
• Comfort partnering with IT and Finance on systems selection, implementation, and adoptionto enable forecasting accuracy, commercialization governance, and performance management.
• Advanced proficiency in executive reportingtools, including Excel and PowerPoint, with the ability to synthesize complex data into clear, Board-ready insights

Executive Presence &Stakeholder Management

• Executive-levelcommunication and presentation skills, with experience engaging Boards, investors, and senior customer stakeholders.
• Ability to represent the Company as its most senior customer-facing leader in strategic negotiations and partnerships.
• Strong negotiation skills with a track record of structuring complex commercial agreements.

Personal Attributes

• Strategic, systems-oriented thinkerwith the abilityto connect long-termvision to near-term execution.
• Results-driven,decisive, and comfortable operating in fast-paced, high-growth environments.
• High integrity, strongjudgment, and a customer-centric mindset.
• Willingness to travelas required.

Compensation

• Competitive base salary
• Annual performance-based incentive
• Meaningful long-term equity participation
• Comprehensive benefits package