Head of Retail Sales (Remote)

About the role

Kuli Kuli turns global superfoods into lasting impact. We partner with small farming communities to craft moringa and baobab superfood lattes, gummies, and drink mixes sold in 11,000 US stores including Whole Foods, Walmart, and Costco. We’ve been featured in Forbes, the NYT, and The WSJ for our products and mission. We're looking for a Head of Retail Sales to own our retail growth across club, mass, and the natural channel. We need a data-driven leader who can build the sales engine (syndicated data, trade planning, forecasting, and brokers) that turns our founder's vision into shipped cases. You'll partner directly with our Founder/CEO, who stays the face of the brand in our biggest rooms. At 11 people total across the company, you are a doer first: personally selling, building the systems we don't yet have, and hiring as we scale.

Responsibilities

• Key Account Selling (50%): Partner with the Founder/CEO on Walmart and Whole Foods. Personally own everything else across club, mass, and natural (Costco, Sprouts, NCG, INFRA, etc). Run mid-size and smaller accounts end to end. Hustle to cover the country in partnership with our national brokers.
• Data, Trade & Forecasting (25%): Build, not just consume, syndicated-data insights (Circana, SPINS, Nielsen), real trade-ROI analysis, and accurate forecasts. Create dashboards and tradespend calculators to ensure that every dollar we spend has the maximum impact on shelf.
• Broker & Distributor Management (20%): Recruit, manage, and develop brokers with clear scorecards, balancing carrots and sticks. Hold them accountable for confirmed buyer meetings and executed distribution, merchandising, and promo programs, not just relationships. Own distributor relationships (UNFI, KeHE) deductions, fill rates, and new item setup.
• Costco Roadshows & New Items (5%): Own Costco end to end (buyer meetings, club-format SKU strategy, roadshow staffing). Roadshows are often our single biggest sales event of the year. Lead customer sell-in for new launches with Marketing & Innovation.

Requirements

• 6 to 10 years of hands-on CPG sales, doing the work yourself, not just managing others. You can point to specific wins: revenue you scaled, distribution/ACV you grew, or a club/mass account you personally landed and expanded. HABA/supplement experience is a plus.
• Proven national account experience across club/mass and natural (Costco, Walmart, Whole Foods, Sprouts); Costco roadshow experience preferred.
• You've scaled an emerging or founder-led brand, ideally with big-CPG training earlier in your career. This is not your first time building the plane while flying it.
• You build your own analysis: trade ROI, forecasts, and syndicated data (Circana, SPINS, Nielsen), not just read dashboards.
• Track record managing brokers and trade budgets to real, measurable ROI.

Skills

• Learning agility: You pick up new tools fast and stay curious. You love AI, and can point to tools you’ve built.
• Solutions mindset: When something is blocked, you bring a path forward, not just the problem.
• Scrappy and resourceful: You're comfortable driving aggressive growth within limited budgets. You know how to stretch every dollar for maximum impact.
• Bias for action: You love a fast-paced, lean, founder-led environment. You'd rather ship, test, and iterate than wait for perfect.

Pay

Competitive compensation based on experience level ranging from $100k-$180k with strong performance bonuses and equity.

Benefits

• Full healthcare
• 401k match
• Unlimited PTO

Schedule

Remote-friendly, with travel to customers, brokers, and key events.