Director of Sales - Frozen

Key Responsibilities: Own and execute the national Natural & Specialty sales strategy Build and expand relationships across Whole Foods Market, Sprouts, Natural Grocers, Fresh Thyme, The Fresh Market, and other natural/specialty retailers Develop the independent natural channel across co-ops, independent retailers, regional chains, and specialty grocers Leverage relationships with NCG, INFRA, ION Group, and other buying groups to drive store-level distribution Manage and strengthen distributor relationships with UNFI and KeHELead customer presentations, category reviews, line reviews, new item presentations, annual planning, and promotional programs Develop compelling, data-driven selling stories utilizing SPINS, Circana/IRI, NielsenIQ, retailer data, and distributor insights Own pricing, trade investment, promotions, forecasting, deductions, and customer profitability Manage brokers and regional sales agencies as needed to expand market coverage Represent the brand at key industry events and distributor shows, turning relationships and leads into new distribution and revenue Partner cross-functionally with Marketing, Finance, Operations, Supply Chain, Innovation, and Category Management Ideal Background 5–10+ years of Natural & Specialty CPG sales experience Proven experience building an emerging brand and opening new business Strong relationships across Natural & Specialty retailers Direct experience working with NCG, INFRA, ION Group, UNFI, and KeHEBackground in frozen foods, frozen novelties, ice cream, refrigerated foods, or another temperature-controlled category strongly preferred Strong understanding of category management, pricing, promotions, trade spend, retailer economics, and customer profitability Hands-on experience utilizing SPINS, Circana/IRI, NielsenIQ, or similar retailer/distributor data platforms Strong presentation, negotiation, analytical, and relationship-building capabilities Entrepreneurial mindset with the ability to move seamlessly between strategy and execution Willingness to travel nationally for customer meetings, trade shows, distributor events, and market visits Who Will Thrive in This Role This opportunity is best suited for someone who is a builder, not simply an account manager. The ideal candidate has successfully opened doors, developed relationships from the ground up, secured new distribution, and helped scale an emerging CPG brand within the Natural & Specialty channel. The right person will combine strategic thinking with hands-on selling and be energized by the opportunity to build a meaningful national business within a growing brand.