Director of Food Service

• 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 across independent cafes, regional and national chains, foodservice operators, and strategic distribution partners
• Build distributor framework and investment strategies balancing customer value, competitive positioning, and EBITDA targets
• Identify, prospect, negotiate, and secure high-value regional and national foodservice customers
• Own senior-level relationships with major foodservice customers, including joint business planning, business reviews, contract negotiations, assortment expansion, and long-term growth plans
• Develop and manage national and regional distributor strategy, including partner identification, commercial negotiations, onboarding, and performance management
• Expand the wholesale customer base through acquisition, retention, purchase frequency, assortment optimization, and same-customer sales growth
• Partner with Marketing to develop and scale the “Proudly Serving Jade Leaf” program
• Partner with Innovation and Supply Chain to commercialize foodservice-specific products, formats, and pack sizes
• Own channel forecasting and partner with Supply Chain and Operations to maintain service levels, inventory availability, and customer satisfaction
• Represent Jade Leaf at customer meetings, industry conferences, trade shows, and foodservice events
• Provide dotted-line management for the Owned Channel eCommerce Manager and collaborate cross-functionally with Sales, Marketing, Supply Chain, Finance, and Innovation

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 highly preferred
• Demonstrated experience developing and managing distributor relationships
• Strong understanding of distributor economics, pricing, margins, and go-to-market models
• Strong commercial and financial acumen
• Experience with P&L management, pricing strategy, forecasting, trade investment, and customer profitability
• Exceptional relationship-building, negotiation, and presentation skills
• Ability to influence senior customer and distributor stakeholders
• Highly entrepreneurial, analytical, and action-oriented
• 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 visa sponsorship

Core Competencies

Demonstrates expertise in developing and executing channel growth strategies, managing P&L, and building strong distributor relationships within the foodservice and wholesale sectors. Proven ability to drive revenue growth and profitability through effective negotiation and relationship management.

Highest-signal resume keywords

• P&L Management
• Channel Growth Strategy
• Distributor Relationship Management
• Revenue Growth
• Negotiation Skills

Hard Skills

• Sales Experience
• Business Development
• Pricing Strategy
• Forecasting
• Trade Investment
• Customer Profitability
• Financial Acumen
• Market Analysis
• Assortment Optimization
• Customer Acquisition

Soft Skills

• Relationship Building
• Presentation Skills
• Analytical Thinking
• Entrepreneurial Mindset
• Action-Oriented

Certifications & Qualifications

• Bachelor’s Degree in Business
• Bachelor’s Degree in Marketing
• Bachelor’s Degree in Sales
• Bachelor’s Degree in Hospitality

Industry Keywords

• CPG
• Foodservice
• Beverage
• Coffee
• Tea
• Wholesale
• Multi-Location Management
• Customer Satisfaction
• Strategic Distribution
• Market Models