Note: The job is a remote job and is open to candidates in USA. RYZE is a fast-growing wellness and coffee company expanding from direct-to-consumer into mass retail and other channels. The Director of Sales, Mass will own the Target account strategy, P&L, joint business plan, and commercial infrastructure while driving profitable growth, omnichannel execution, and retail expansion.
Responsibilities
- Develop and execute the long-term commercial strategy for RYZE's Target business — the primary charter of this role — with secondary channel responsibility in the future
- Build trusted, multi-level relationships with buyer, category management, replenishment, supply chain, and senior-level stakeholders at Target, positioning RYZE as a preferred, high-growth strategic partner
- Lead annual Joint Business Planning, customer negotiations, assortment decisions, promotional planning, and pricing strategy for Target
- Build and execute the full 4P strategy (Product, Price, Place, Promotion) for RYZE at Target, translating brand and category strategy into a retailer-specific commercial plan
- Identify and act on opportunities to expand distribution, improve product assortment, and accelerate category and market share growth at Target
- Own total account P&L performance — volume, net sales, gross margin, trade spend, deductions, and profitability — and manage disciplined trade investment decisions that maximize profitable growth
- Lead Revenue Growth Management (RGM) for the account, including pricing strategy, promotional optimization, trade spend ROI, and channel/mix management, to drive sustainable, profitable growth
- Own S&OP forecasting and planning for the account, partnering with Demand Planning, Supply Chain, and Finance to align forecasts, shipments, inventory targets, promotional lifts, and replenishment needs, and to reduce out-of-stocks, excess inventory, and forecast variance
- Drive omnichannel growth at Target, partnering with RYZE's e-commerce team to align in-store execution, modular planning, digital commerce, and Target.com strategy, including Roundel media investment where applicable
- Bring a strong, current point of view on food and wellness CPG trends, translating category and consumer insight into a compelling assortment and innovation story for Target's buying team
- Lead line reviews, modular planning, assortment optimization, new item launches, and feature/display planning in partnership with Category Management
- Use customer POS and syndicated data (Nielsen/IRI, Target Partners Online) to build fact-based selling stories, business reviews, assortment recommendations, and corrective action plans
- Maintain a full understanding of distributor networks relevant to the account, including direct-ship arrangements as well as distributor partners such as UNFI and KeHE
- Manage broker partners supporting the account, including performance management and alignment with RYZE's account strategy
- Partner cross-functionally with Marketing, Category Management, Finance, Supply Chain, and Demand Planning to develop and execute customer growth initiatives, and ensure flawless execution of launches, promotions, and merchandising programs
- Lead regular internal and customer-facing business reviews assessing performance against plan, and proactively resolve issues related to pricing, supply, deductions, replenishment, and compliance
- Operate as a builder — someone who can take full, soup-to-nuts ownership of one of RYZE's largest customer relationships and scale it from the ground up, directly influencing buyers through fact-based selling and sound commercial judgment
- Represent RYZE at top-to-tops, line reviews, and vendor summits, with travel of approximately 25% as needed for customer engagement
Skills
- 10+ years of CPG sales experience with direct, HQ-level account ownership in mass, earned at a high-growth challenger brand or a scaled food/beverage business expanding into new channels
- A builder's profile: entrepreneurial drive and the skill set to take an account from the ground up rather than inherit and maintain one
- Broker management experience is required — you will be working with multiple third-party support teams
- Proven ownership of a full account P&L, including trade spend, deductions, gross margin, and Revenue Growth Management levers such as pricing architecture and promotional ROI
- Hands-on command of customer POS and syndicated data — Nielsen/IRI and Target Partners Online — with the ability to turn it into a selling story a buyer acts on
- Direct experience leading line reviews, modular planning, and new item launches, and a working knowledge of Target.com and Roundel
- Fluency in S&OP and demand planning: partnering with Supply Chain and Finance to align forecasts, shipments, and inventory, and to close forecast variance
- Willingness to travel approximately 50% for top-to-tops, line reviews, and vendor summits
Benefits
- Remote work arrangement
Company Overview