Director of Culinology Sales

Folia Materials•Boston, MA

4d•Hybrid

About The Position

Folia Materials is a Boston-based materials science company that has developed a patented, PFAS-free, recyclable paper packaging technology that replaces plastic microwave susceptors — improving heat distribution, moisture control, texture, and flavor in microwaved and reheated food across CPG (frozen, refrigerated) and foodservice (delivery, grab-and-go) channels. The Director of Culinology Sales is a Hybrid, director-level culinary/food science and business development and sales leader responsible for translating Folia's material science into commercially compelling food applications, and for building and managing the relationships that turn those applications into long-term partnerships. This is fundamentally a technical sales role. Reporting to the VP of Culinary and managing a small Culinology team, this person will identify and follow up with sales prospects, lead the testing of food products best suited to Folia's technology, prospect and cultivate relationships across Retail Food, CPG, Industrial Packaging & Coating, and Foodservice companies, and lead product demonstrations, tastings, and cuttings that convert technical performance into revenue-generating partnerships.

Requirements

Bachelor's degree in Culinology, Food Science, Culinary Arts, or a related field (Master's degree a plus).
8-12 years of combined experience spanning culinary arts and food science, culinary R&D, or food product development and commercialization.
Proven track record of business development, technical sales, or partnership management in the food & beverage, CPG, foodservice, and packaging industries.
Established, active network of contacts across the industrial food and beverage industry.
Experience managing or mentoring a team.
Confident public speaking and presentation skills, including with executive-level audiences.
Proficiency with HubSpot, Canva, Keynote, and Google Workspace, or similar.
Certified Research Chef (CRC) or Certified Culinary Scientist (CCS) through the Research Chefs Association (RCA) is strongly encouraged.
REAL-ID compliant Driver's License.
Strong knowledge of food science, food product development for CPG, commercialization, and value-added ingredients in formulation.
Familiarity with microwave cooking science and/or packaging design and experimentation strongly preferred.
Comfortable operating as a technical sales/business development lead while retaining hands-on culinary and food science credibility.
Self-directed and entrepreneurial, able to flourish with minimal oversight in a remote, growth-stage technology company.
Flexible and able to pivot responsibilities as partner priorities and company needs evolve.
Exceptional verbal and written communication skills.
Meticulous organization and tracking, with an eye for efficiency.
Proactive continuing education to keep pace with an ever-changing industry.
Consummate professional with high integrity.
Demonstrates a "fail-forward" mindset.

Nice To Haves

Master's degree a plus.
Certified Research Chef (CRC) or Certified Culinary Scientist (CCS) through the Research Chefs Association (RCA) is strongly encouraged.
Familiarity with microwave cooking science and/or packaging design and experimentation strongly preferred.

Responsibilities

Identify, formulate, and bench-test food product applications suited to Folia's paper-based thermal packaging technology across CPG frozen/refrigerated and foodservice delivery and grab-and-go channels.
Design and execute sensory and performance testing protocols (texture, moisture control, crisping, heat distribution, sensory scoring) to validate and quantify Folia's packaging benefits against incumbent plastic susceptor solutions.
Partner with Folia's material science and R&D teams to ensure food application work is grounded in the underlying technology's real capabilities and constraints.
Maintain meticulous documentation of formulas, testing protocols, and outcomes in accordance with the scientific method.
Own the technical sales pipeline: prospecting, qualifying, and developing new relationships with companies in Retail Food, CPG, and Foodservice.
Educate paper/packaging companies on Folia tech., design and lead product demonstrations, tastings, and cuttings for prospective and existing partners — preparing ingredients, products, and required materials, and following up to advance the relationships.
Manage long-term partner relationships from initial prospecting through pilot testing, commercialization, and ongoing account growth.
Leverage and expand a deep, active network of contacts across the industrial food and beverage industry to accelerate partnership development.
Represent Folia Materials at industry conferences, trade shows, and events (including RCA and related Culinology events), and travel to client and partner sites as needed (~25% travel).
Build, lead, and mentor a small Culinology team supporting testing, formulation, and client-facing work.
Manage the sales pipeline and relationship data in HubSpot; build client-facing decks and collateral in Canva and Keynote; collaborate cross-functionally using Google Workspace.
Develop account and territory strategy in partnership with the VP of Culinary, including prioritization of target accounts and channels.
Keep up to date with industry trends, competitive packaging solutions, ingredients, equipment, and regulatory/sustainability developments (e.g., PFAS-free packaging, recyclability, microplastics reduction).
Actively participate in the company's goal-setting program and contribute to broader organizational strategy.
Execute additional tasks as needed to support the growth and success of the organization.