Director, FMCG

Chobani•Remote, NY

1d•$140,000 - $220,000•Remote

About The Position

The Director, FMCG owns the top concessionaire enterprise relationships for La Colombe — Compass, Sodexo, Aramark, and Canteen. These customers operate at significant scale across Business & Industry (B&I), healthcare, higher education, sports and entertainment. The Director is the single point of accountability for the entire concessionaire enterprise tier — a tier of customer that operates at scale and requires concentrated, senior-level attention.

Requirements

10+ years of Consumer Packaged Goods (CPG) Away From Home (AFH) or foodservice sales experience, with significant time selling into Compass, Sodexo, Aramark, or Canteen.
Proven track record managing enterprise concessionaire structures.
Direct experience with Joint Business Plan (JBP) design, Sales Performance Incentive Fund (SPIFF) programs, and distributor incentive models.
Strong familiarity with foodservice distributor networks and Operating Company (OPCO) relationships.
Self-motivated, entrepreneurial mindset; able to work independently in a remote environment.
Strong analytical, presentation, and negotiation skills.
Proficiency in Microsoft Excel and PowerPoint; Customer Relationship Management (CRM) proficiency (HubSpot or equivalent) required.

Nice To Haves

advanced degree a plus.

Responsibilities

Own the corporate-level relationships and sector-head relationships at Compass, Sodexo, Aramark, and Canteen.
Drive Joint Business Plans (JBPs) with each of the four enterprise customers.
Design and execute Sales Performance Incentive Fund (SPIFF) programs and distributor incentive programs to drive adoption across concessionaire field organizations.
Manage Group Purchasing Organization (GPO) and distributor Joint Business Plan touchpoints where concessionaires overlap.
Coordinate College & University (C&U) pull-through with the Sr. Director, Foodservice and Regional Foodservice Managers
Drive new unit placements across the four concessionaires.
Drive product placement, account programming, and Limited-Time Offer (LTO) execution across enterprise concessionaire accounts.
Build and manage per-serving cost models, distributor Joint Business Plans (JBPs), and chain-economics frameworks.
Partner with distributor Operating Company (OPCO) leadership to drive pull-through where La Colombe is on contract.
Partner with regional foodservice management on regional concessionaire district leader execution.
Coordinate with service operations on installation pipelines for new unit placements.
Partner with channel marketing on co-op marketing and brand activation for top concessionaire accounts.
Maintain Customer Relationship Management (CRM) records daily after every meaningful customer interaction.
Deliver consistent pipeline updates and forecasts to the Sr. Director, Foodservice.
Contribute to Quarterly Business Review (QBR) and annual planning cycles with account-level revenue, margin, and Joint Business Plan (JBP) scorecards.

Benefits

medical, dental, vision coverage
disability insurance
health savings account
flexible spending accounts
tuition reimbursement
401k match of 100% on up to 5% of eligible pay
fertility and childcare assistance
12 weeks of parental leave at full pay after six months of continuous employment
employee assistance program
fitness discounts
a wellness reimbursement
on-site gym access (certain locations)
a monthly wellness newsletter
120 hours of paid time off
11 holidays
paid volunteer time off