Director of Commercial Sales

Skratch Labs•Boulder, CO

3d•Hybrid

About The Position

Help write the next chapter of growth at Skratch Labs by building the commercial playbook behind a purpose-driven brand that believes the best results come from putting in the work, continuously improving, and helping people perform at their best. Skratch Labs is an outdoor company on the cutting edge of athlete nutrition, founded by two pro cycling veterans who started mixing performance drinks in paint buckets at McGuckin Hardware over 14 years ago. Since then, we’ve built an amazing following of impassioned athletes in the US and internationally and we’re growing fast. We believe food and drink are just better when made from scratch and we also believe that no matter where we find ourselves in life, it’s never too late to start from scratch. We use our heads and our hearts in everything we do. Our goal is to help people be better. We work together, we are real, we perform, and we are empathetic. If you’re inspired by athletes and our story, and you think you’d thrive in an office full of dogs, bicycle posters, shenanigans, and hard work, this could be the place for you.

Requirements

5 to 7 years of progressive B2B sales experience in CPG, food and beverage, sports nutrition, or a related industry.
Experience owning a channel, region, or multi-channel revenue plan and forecast, with P&L ownership or demonstrated readiness to take it on.
Proven success developing commercial strategies that drive measurable business growth.
Track record of opening new distribution and winning new accounts, in addition to growing existing business.
Experience across specialty retail and one or more of grocery, international, or third-party eCommerce.
People leadership experience, with the ability and readiness to lead Sales Managers.
Strong understanding of omnichannel dynamics, wholesale economics, and channel tradeoffs.
Financial acumen, including forecasting, pricing, and trade spend management.
Confident decision-maker who communicates effectively and leads through influence, clarity, and accountability.

Nice To Haves

ERP experience (NetSuite or similar).
CRM and sales analytics experience.
Familiarity with syndicated and category data (SPINS, Circana/Nielsen).
Experience with Google Workspace (or Microsoft Office Suite); strong Excel and reporting skills.

Responsibilities

Build and evolve our B2B channel strategies, grounded in market dynamics, account and shopper insight, the competitive landscape, and channel economics.
Hunt and win the right new doors, accounts, and partners within our B2B channel strategy.
Partner with the Director of eCommerce to manage channel roles and tradeoffs across the online and wholesale businesses.
Bring B2B customer, market, and channel insight into company planning, innovation, and go-to-market decisions.
Own the B2B P&L and revenue forecast, including forecasting accuracy.
Lead negotiations with strategic accounts and key partners, including commercial programs, targets, and investment models, with ongoing performance management.
Own the annual B2B operating plan, forecast, and ongoing performance cadence in partnership with Finance and Planning.
Establish and monitor KPIs across B2B channels; use data to make decisions and course-correct quickly.
Lead, coach, and develop a high-performing team of Sales Managers, along with external rep and distributor partners.
Conduct strategic account reviews to identify growth opportunities, service-level improvements, and innovation needs.