Director of Food Service (Jade Leaf Matcha)

Careers with WM Partners' Portfolio Companies

1d•$145,000 - $160,000•Remote

About The Position

About Jade Leaf Matcha At Jade Leaf Matcha, we’re redefining how people fuel their day. Our premium, organic matcha is sourced directly from trusted family-owned farms in Japan and crafted for clean energy, great taste, and real impact. Since 2014, we’ve brought authentic matcha to every cup at a fair price. From café-worthy lattes to daily wellness rituals, our products power modern lifestyles—and our brand momentum is growing fast. We’re a team of builders, creatives, and problem-solvers who move quickly, think boldly, and care deeply about quality and community. If you’re excited about building brands people love and want to make your mark in a high-growth environment, you’ll feel right at home here. Join us, and help shape a brand people love while making a meaningful impact—from farm to tea master to every sip. Workplace Remote About the Role As the Director of Foodservice, you will lead the strategy, growth, and profitability of Jade Leaf Matcha’s wholesale and foodservice business. You will own the channel P&L, develop pricing and go-to-market strategies, secure and grow relationships with our largest foodservice customers, and build a scalable network of national and regional distribution partners. This role will also have a dotted line management responsibility for the Owned Channel eCommerce Manager and work cross-functionally with Sales, Marketing, Supply Chain, Finance and Innovation to make Jade Leaf the matcha partner of choice for cafes and foodservice operators nationwide. The ideal candidate combines strategic commercial leadership with hands-on customer development, distributor expertise and a passion for building a high-growth channel.

Requirements

Bachelor’s degree in Business, Marketing, Sales, Hospitality, or a related field.
8+ years of progressive sales or business development experience in CPG, foodservice, beverage, coffee/tea, or a related industry.
Proven success building and growing a meaningful foodservice or wholesale business, including responsibility for revenue and profitability.
Strong experience selling to and managing multi-location cafe, restaurant, hospitality, or foodservice customers; experience with regional or national chains is highly preferred.
Demonstrated experience developing and managing distributor relationships, with a strong understanding of distributor economics, pricing, margins, and go-to-market models.
Strong commercial and financial acumen, including experience with P&L management, pricing strategy, forecasting, trade investment and customer profitability.
Exceptional relationship-building, negotiation and presentation skills, with the ability to influence senior customer and distributor stakeholders.
Highly entrepreneurial, analytical and action-oriented, with the ability to build new capabilities and processes in a fast-paced, high-growth environment; willingness to travel regularly for customers, distributors and industry events.
Applicants for employment in the US must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States.

Responsibilities

Own the end-to-end strategy and P&L for Jade Leaf’s wholesale and foodservice channel, including annual planning, revenue growth, pricing architecture, trade investment and profitability.
Develop and execute a multi-year channel growth strategy, establishing clear customer and sector priorities across independent cafes, regional and national chains, foodservice operators and strategic distribution partners.
Build distributor framework and investment strategies that balance customer value and competitive positioning while achieving EBITDA targets.
Identify, prospect, negotiate and secure high-value regional and national foodservice customers, with a particular focus on regional and national cafes, specialty beverage and fast-casual chains.
Own senior-level relationships with Jade Leaf’s largest foodservice customers, leading joint business planning, business reviews, contract negotiations, assortment expansion and long-term growth plans.
Develop and manage Jade Leaf’s national and regional distributor strategy, including identifying new partners, negotiating commercial terms, onboarding distributors and driving distributor performance.
Expand the existing wholesale customer base by improving acquisition, retention, purchase frequency, assortment optimization and same-customer sales growth.
Partner with Marketing to develop and scale a “Proudly Serving Jade Leaf” program, including branded cups, sleeves, signage, menu assets, merchandising, sampling and other customer-facing brand support.
Partner with Innovation and Supply Chain to identify and commercialize food service-specific products, formats and pack sizes that improve customer economics and unlock new business opportunities.
Own channel forecasting and partner closely with Supply Chain and Operations to maintain strong service levels, inventory availability and customer satisfaction.
Represent Jade Leaf at customer meetings, industry conferences, trade shows, and foodservice events to build relationships, generate leads, and strengthen Jade Leaf’s presence within the cafe and foodservice community.