Senior Director of Sales, Private Brands
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Job Description
Senior Director of Sales responsible for Private Brands at 1440 Foods. Leading strategy, customer relationships, and P&L management across all retail channels.
Responsibilities:
- Develop and execute the multi-year Private Brands growth strategy across all customers and channels, including channel prioritization, customer targets, category whitespace, and capability investments needed to win
- Identify, qualify, and close new Private Brands opportunities at every retailer — including club, mass, grocery, drug, dollar, specialty, foodservice, and e-commerce — with no single channel limiting the scope of the role
- Build a multi-year, retailer-by-retailer pipeline of branded-equivalent and exclusive innovation programs that leverage 1440 Foods’ manufacturing footprint and category expertise
- Own senior-level relationships with private brand, sourcing, and merchandising leadership at every Private Brands customer across club, mass, grocery, drug, dollar, specialty, foodservice, and e-commerce — serving as the single executive sponsor for the entire Private Brands customer portfolio
- Lead joint business planning, line reviews, item presentations, and quarterly business reviews with retailer private brand teams at every customer
- Partner with internal Sales channel leads to ensure Private Brands strategy is coordinated with branded selling across all customers, protecting overall channel and category health
- Tailor the commercial approach to each customer’s private brand operating model — from tiered store-brand architectures at mass and grocery, to Kirkland/Member’s Mark/Wellsley Farms programs at club, to private label e-commerce and exclusive-to-channel innovation
- Own the Private Brands P&L, including volume, revenue, gross margin, and trade investment, with full accountability for delivering annual operating plan and long-range financial targets
- Lead pricing, costing, and proposal development in partnership with Finance and Operations, ensuring proposals are competitive, accretive, and supportable by the supply chain
- Negotiate master supply agreements, pricing structures, and commercial terms that protect margin and create durable, multi-year customer commitments
- Partner with R&D and Product Development to translate retailer briefs into winning formulations, package formats, and on-trend innovation
- Work closely with Operations, Procurement, and Supply Chain to align capacity, capability, and cost models against the Private Brands pipeline
- Collaborate with Quality, Regulatory, and Legal to ensure all Private Brands programs meet retailer and regulatory standards
- Build, lead, and develop the Private Brands sales organization — including direct reports, broker partners, and cross-functional resources — as the business scales
- Establish best-in-class commercial processes, CRM discipline, sales forecasting, and pipeline management for the Private Brands function
- Represent 1440 Foods Private Brands at industry events spanning all channels (e.g., PLMA, Expo West, ECRM, club, mass, grocery, and e-commerce events) and act as the external face of the business
Requirements:
- 10+ years of progressive CPG sales experience, with at least 5 years in a senior leadership role calling on national retailers
- Demonstrated success selling and managing private brand, private label, or contract manufacturing programs, ideally in food, beverage, nutrition, or another consumables category
- Proven experience selling at the Director, Sr. Director, or VP level into private brand teams across multiple channels — including club (Costco, Sam’s Club, BJ’s), mass (Walmart, Target), grocery (Kroger, Albertsons, Ahold, Publix, H-E-B, etc.), and e-commerce — with a working understanding of how each channel evaluates, costs, and onboards private label items
- Direct ownership of a multi-million dollar P&L, with a track record of delivering profitable growth and managing trade, pricing, and margin levers
- Experience leading commercial negotiations on supply agreements, costing, and multi-year pricing
- Strong cross-functional leadership across R&D, Operations, Finance, and Marketing in a matrixed environment
- Experience building, coaching, and retaining high-performing sales teams
- Prior experience in a high-growth, PE-backed, or founder-led organization where building infrastructure alongside delivering results
- Bachelor’s degree required; MBA or equivalent advanced degree preferred
- Experience in active nutrition, sports nutrition, protein, snacking, or other health-and-wellness categories preferred
- Experience leading a Private Brands business with national scope across multiple retailers and channels simultaneously, including omnichannel and e-commerce private label programs preferred
Benefits:
- Competitive compensation and benefits package
- Career development and growth opportunities in a high-growth environment
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