Director of Sales, Natural Channel

Simple Mills • Chicago, IL

16h • $125,000 - $165,000 • Remote

About The Position

The Director of Sales, Natural Channel leads the Natural Channel’s strategy, growth, and execution. The role owns development and delivery of the channel’s annual and long-range commercial plan, builds partnerships with natural retailers and distributors, and identifies opportunities to expand distribution, accelerate velocity, and grow market share. The leader balances strategic planning with hands-on commercial leadership and remains closely connected to customers, distributors, the team, and execution details.

The Director leads and develops the Natural sales team and broker/distributor network. The position reports to the VP of Sales and partners with Marketing, Category Management, Revenue Growth Management, Finance, Supply Chain, Demand Planning, Insights, and Commercial Excellence. The role owns Natural Channel revenue, trade investment, distribution, velocity, and profitability objectives; develops customer growth plans; and leads strategic relationships and business performance with key distributors, particularly UNFI and KeHE.

The role may be remote for qualified candidates located in a designated location in the United States, provided they can travel regularly to the Chicago office and have sufficient internet access for video conferencing. The position requires approximately 50% travel.

Requirements

• Bachelor’s degree and 10 or more years of substantial account management experience across Natural retailers and distributors.
• Proven success creating and implementing a sales strategy across multiple channels.
• Experience leading a team of high-functioning, experienced employees.
• Strong analytical skills and attention to detail, with the ability to manage multiple projects and define action steps.
• Substantial experience with syndicated data such as Nielsen, IRI, or SPINS.
• Excellent verbal, written, presentation, and communication skills.
• Ability to produce visually compelling presentations.
• Strong knowledge of food retail environments and practices.
• Passion for food and healthy eating, and belief in the company’s goals and mission.
• Willingness to be flexible, adaptable, and proactive in a changing industry and company.
• Self-starter who thrives in a fast-paced environment.
• Ability to travel approximately 50% of the time.
• Passion for natural food and healthy eating, and a desire to change how people think about ingredient labels.

Responsibilities

• Develop the Natural Channel’s three-year vision and annual operating plan.
• Define how the brand should win across natural retailers, independents, and distributors.
• Identify growth opportunities across customers, geographies, assortment, merchandising, and emerging natural accounts.
• Translate company strategy into clear customer and distributor priorities.
• Partner with Marketing and Innovation to ensure the product pipeline reflects Natural consumer and customer opportunities.
• Represent the Natural shopper, customer, and channel internally.
• Own Natural Channel revenue, trade investment, distribution, velocity, and profitability objectives.
• Build customer-level growth plans that deliver short-term results and sustainable brand growth.
• Expand distribution while protecting productivity of existing SKUs.
• Optimize assortment, pricing, promotions, merchandising, and innovation.
• Establish clear KPIs and proactively address performance gaps.
• Build and develop a high-performing Natural sales team with clear roles, priorities, and accountability.
• Coach team members on customer strategy, negotiation, storytelling, financial acumen, and executive presence.
• Manage broker and agency partners where applicable.
• Create development plans and succession opportunities for future sales leaders.
• Foster a culture of ownership, collaboration, curiosity, and high standards.
• Partner with Finance and Revenue Growth Management on pricing, trade investment, customer economics, and ROI.
• Partner with Demand Planning and Supply Chain to improve forecasting and promotional and innovation execution.
• Partner with Category Management and Insights to create retailer-specific selling stories.
• Partner with Marketing and Innovation to translate consumer trends into customer opportunities.
• Represent the Natural Channel in senior Sales and cross-functional leadership discussions.
• Build senior-level relationships with priority Natural customers.
• Lead annual planning, joint business planning conversations, major negotiations, and strategic business reviews; support the team in new-item selling.
• Lead strategic relationships and business performance with key Natural distributors, particularly UNFI and KeHE.
• Optimize distribution, inventory, service levels, programming, and economics across distributor partners.

Benefits

• Competitive compensation, with a salary range of $125,000–$165,000.
• Eligibility for an annual bonus.
• Health, financial, and wellness programs.
• Time-off approach designed to support rest and well-being.
• Lifestyle perks and innovation product shipments.
• Mentorship, hands-on training, learning platforms, and career growth opportunities.

What This Job Offers

• Job Type: Full-time
• Career Level: Director