Director of Foodservice
$128,000–$192,000 year
HybridOakland, California, United States
Job Summary
Lead the zero-to-one development of the foodservice channel by leveraging an established network of QSR, coffee chain, and hospitality decision-makers to generate qualified pipeline. Own the full deal cycle from initial outreach through multi-year contract execution, including direct negotiation with VP-level supply chain and procurement leadership. Build and manage the distributor network by securing stocking positions, negotiating deviated pricing and rebates, and activating distributor sales teams to present and sell products without direct involvement. Establish rigorous pipeline hygiene, forecast revenue, and feed market intelligence on competitive moves and menu gaps to R&D and leadership. Define channel strategy, segment prioritization, and pricing architecture to insulate customers from commodity volatility while reducing environmental footprint.
Required Qualifications
- 8+ years of B2B sales or business development experience in foodservice or food ingredient sales
- An established, active network of decision-makers at QSR, fast casual, coffee, convenience, or hospitality chains and commercial bakeries
- Established relationships with broadline and specialty foodservice distributors
- Hands-on experience getting a new product stocked, programmed, and pulled through distribution
- Track record of landing new chain accounts and multi-unit programs
- Experience selling at the VP and C-suite level across supply chain, procurement, culinary, and F&B leadership
- Experience in food
- Proven track record sourcing and closing new business
- Comfortable selling a technical product to culinary, procurement, and operations stakeholders simultaneously
- Fluent in foodservice sales mechanics: cuttings, menu tests, LTOs, distributor programs, deviated pricing, commissary and co-manufacturing models
- Self-directed and resourceful
Desired Qualifications
- Commercial bakery, coffee, or beverage programs
- Experience selling novel or innovative ingredients or products where category education is part of the sale is a plus
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