Director of Strategic Accounts – Food Service, Alt Channels
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Job Description
Director of Strategic Accounts leading growth across Foodservice and Alternative Channels for SkinnyDipped snacks. Focused on strategic accounts nationwide with a strong emphasis on the CPG sector.
Responsibilities:
- Own & Grow National Foodservice & Alternative Channel Business
- Lead the national strategy for Foodservice and Alternative Channels, identifying priority sub-channels, customers, and growth opportunities.
- Build and maintain relationships with national and regional foodservice operators, distributors, brokers, and key partners.
- Serve as the primary owner of national account negotiations, programs, and long-term partnerships.
- Bring a brand-builder mindset - balancing new business development with sustainable, profitable growth.
- Identify high-priority accounts and build a targeted pipeline for each channel.
- Ensure channel-appropriate formats, pricing strategies, and margin targets that support both customer needs and company profitability.
- Evaluate new formats, pack sizes, and channel-specific opportunities to unlock incremental distribution and velocity.
- Monitor channel performance and competitive dynamics to continuously refine strategy.
- Develop and lead annual channel business plans aligned with company revenue, distribution, and profitability goals.
- Set clear KPIs and track performance against goals, proactively identify risks and opportunities.
- Partner cross-functionally with Marketing, Operations, Finance, and Supply Chain to ensure successful execution.
- Oversee trade spend and promotional strategy within Foodservice/Alt channels, ensuring efficient use of funds.
- Conduct post-program analysis to evaluate ROI and inform future planning.
- Balance growth initiatives with disciplined financial management.
- Directly manage, mentor, and develop the Alternative Channel Sales Manager, providing clear priorities, coaching, and growth opportunities.
- Establish clear roles, goals, KPIs, and expectations to support execution at both national and regional levels.
- Foster a positive, collaborative, and accountable team culture.
- Collaborate with distributor and broker partners to ensure strong execution and coverage across the country.
- Set clear KPIs and utilize scorecards to track performance and hold partners accountable.
- Lead regular business reviews and implement action plans to address gaps or unlock opportunities.
- Deliver accurate, data-driven forecasts to support production planning, inventory management, and financial forecasting.
- Leverage distributor reporting, customer insights, and internal tools to improve forecast accuracy over time.
- Share insights and recommendations with senior leadership to inform broader company strategy.
- Attend customer meetings, industry events, and trade shows as needed to support business growth.
- Travel up to ~40–50% as required.
Requirements:
- Bachelor’s degree required.
- 5-10 years of CPG sales experience, with meaningful exposure to non-traditional or foodservice channels
- Proven success building and scaling national accounts or emerging channels.
- Experience developing channel strategy, pricing architecture, and customer-specific programs.
- Experience working with brokers and distributors
- Prior people management experience strongly preferred.
- Experience with better-for-you, snack, or food brands a plus.
Benefits:
- Competitive salary
- Annual performance bonus
- Equity opportunity
- Excellent medical, dental, and vision benefits
- 401(k)
- 3 weeks paid vacation + 14 paid holidays
- Paid parental leave
- Paid time off to volunteer
- Wellness & technology stipends
- Fun, entrepreneurial culture with room to make a real impact
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