Director of Sales, Natural Channel
About the role
Kettle & Fire is seeking a dynamic, self-directed Director of Sales to execute our sales strategy for the Natural channel. This role demands an exceptional relationship builder — someone who doesn't just manage buyer relationships, but builds genuine connections with our retail partners, and who can operate with minimal day-to-day oversight while driving results in a fast-paced, entrepreneurial environment.
Responsibilities
Develop and implement strategic sales plans to achieve and exceed revenue targets, leveraging data-driven insights and market trends to identify growth opportunities and optimize performance
Build deep, multi-level relationships with key buyers, category managers, and leadership stakeholders within retail partner organizations, as well as broker partners — extending K&F's influence beyond day-to-day buyer interactions into strategic, long-term partnerships built on alignment and effective communication
Manage brokers and distributors to ensure uninterrupted distribution in targeted accounts, timely execution of new item introductions, schematic implementation, and promotional programming. Ensure partners have necessary resources (e.g., product samples, sell sheets, promotional calendars)
Determine proper assortment by account & channel and sell existing items and or innovation to achieve an appropriate SKU mix
Work at both the HQ level and in-store to maximize space, brand presence, and holding capacity in soup/broth planograms
Prepare business reviews and sales presentations for major retailers
Collaborate with marketing to develop and update sales collateral
Analyze market data to identify and execute against opportunities to grow Kettle & Fire across strategic channels
Represent Kettle & Fire at trade shows to develop sales opportunities and build strong buyer/broker relationships
Conduct store audits (with broker management and/or field sales reps) to ensure adherence to merchandising standards and promotional programming
Implement, train, and audit brokerage teams and distributor territory reps to execute sell-in and sell-through initiatives
Qualifications
Bachelor's degree in Business Administration, Marketing, or a related field
5+ years of demonstrated expertise in Grocery and Natural Channels, with proven, substantial experience at top Natural retailers such as Whole Foods Market and Sprouts
Demonstrated success building relationships that extend beyond the buyer level into retailer leadership, with a track record of influencing strategic decisions through trusted, senior-level partnerships
Record of success managing key retail accounts and collaborating with brokers and distributors like KeHE, UNFI, DPIA
Self-starter who sets priorities and delivers results with minimal oversight
Strong planning, organizational, and analytical abilities, proficient in Data Tools (experience with SPINS, Nielsen, Retailer Portals advantageous), Microsoft Excel, and Microsoft Office Suite (Excel, PowerPoint, Word)
Proficiency in trade analytics, including analyzing selling prices, margins, and market trends
Exceptional interpersonal, written, and verbal communication skills, with strong presentation abilities and the gravitas to engage senior retail leadership
Proven capability to thrive in both independent and collaborative settings within a fast-paced, entrepreneurial environment
Highly adaptable and resourceful with a proactive approach