Director, New Ventures & Commercial Development

Position Overview

The Director of New Ventures & Commercial Development will lead strategic business expansion efforts across regional retail markets and emerging channels. This role is responsible for building commercial infrastructure in under-penetrated territories, developing scalable go-to-market frameworks, and unlocking new growth opportunities.

This leader will design and execute high-impact growth strategies, establish strong external partnerships, and collaborate cross-functionally to bring innovative products and commercial models to market. The role requires a forward-thinking, results-driven executive with deep experience in CPG sales, market expansion, and channel development.

Key Responsibilities

New Business Development & Revenue Growth

• Identify, prospect, and secure new regional retail partnerships across grocery, mass, club, convenience, and specialty channels
• Build and manage a robust new business pipeline from initial outreach through full-scale activation and expansion
• Develop tailored commercialization strategies, including assortment planning, promotional support, and trade investment alignment
• Establish and maintain executive-level relationships with buyers, category managers, and key decision-makers

Market Expansion & Commercial Infrastructure

• Conduct market and whitespace analysis to identify high-potential, underdeveloped geographies and channels
• Design and implement scalable commercial infrastructure, including distributor partnerships, broker networks, and field coverage models
• Ensure operational readiness for new market entry, including supply chain alignment, fulfillment, and in-store execution support
• Develop repeatable frameworks to scale both new ventures and existing operations

Channel & Go-to-Market Strategy

• Analyze competitive activity and evolving shopper behavior to identify emerging channel opportunities
• Develop channel-specific strategies, including pricing architecture, pack formats, and promotional frameworks
• Partner with Marketing, Innovation, R&D, and Insights teams to drive relevant, market-ready product innovation

Performance Leadership & Executive Reporting

• Own and deliver against new business growth targets, including annual and quarterly objectives
• Provide executive-level reporting on pipeline health, forecasting, and territory performance
• Represent the organization at industry events, trade shows, and retail summits to enhance brand presence and partnerships

Leadership & Team Development

• Build, lead, and develop a high-performing, cross-functional team focused on growth and innovation
• Foster a culture of accountability, agility, and commercial excellence
• Influence and collaborate across internal teams to align strategy and execution

Requirements

Qualifications

Required

• Bachelor’s degree in Business, Marketing, or related field (or equivalent experience)
• Significant progressive experience in CPG food sales, with a demonstrated track record in new business development
• Proven leadership experience with responsibility for building and leading high-performing teams
• Experience activating non-traditional channels (e.g., foodservice, e-commerce, convenience, ethnic retail, value retail)
• Experience developing distribution models, pricing strategies, and go-to-market frameworks
• Bilingual proficiency in English and Spanish (written and verbal)

Preferred

• MBA or advanced business degree
• Experience working within multicultural or ethnic retail channels, particularly Hispanic or international formats
• Proven success launching new products or brands within regional retail environments

Key Skills & Capabilities

• Strong ability to identify and penetrate new markets and channels in competitive environments
• Deep understanding of broker and distributor network management
• Expertise in building and executing commercial strategies in underdeveloped or emerging territories
• Proficiency with syndicated data tools (e.g., IRI/Circana, Nielsen) and category management principles
• Exceptional relationship-building skills across external partners and internal stakeholders
• Executive-level communication and presentation skills, with the ability to influence diverse audiences
• Highly self-directed, with the ability to operate independently in a fast-paced, field-based environment
• Strong analytical and problem-solving capabilities

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