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Director of Sales, Natural Channel



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Sales & Business Development
Los Angeles, CA, USA
Posted on Wednesday, January 3, 2024

About Brightland

Brightland is a happy, wholesome and indulgent ingredient brand, best known for our olive oils. We source our oils, vinegars and honey directly from small, family farms in California and Hawaii. Our design ethos is inspired by art, fashion and culture. We've been featured by Bon Appetit, Food & Wine, The New York Times, The Wall Street Journal, Vogue and many more. Brightland was also chosen as Oprah's Favorite Things in 2022. We are backed by leading consumer investors and are a female-founded / female-led, fast-growing company.

What We Are Looking For

Brightland is seeking a dynamic sales leader to guide the company’s growth in retail across the natural and specialty channels. As the Director of Sales, you will be responsible for developing the retail sales plan, implementing growth strategies by account and executing against the plan. Key responsibilities include building relationships with brokers, distributors and retailers, the development of forecasts, budgets and sales plans by account as well as day-to-day responsibilities such as account management, launch planning, marketing and in-store execution. The Director of Sales will play a key role in the company’s growth and in establishing Brightland as a category leader across channels.

What You’ll Do

  • Establish sales strategy and build bottoms-up sales plans to achieve company-level business goals, collaborating with cross-functional partners and management team to develop and align on plans
  • Build and maintain direct relationships with external partners including brokers and retailers to solidify and strengthen company’s standing as a category leader
  • Oversee broker and distributor relationships and brief partners on account-level priorities, sales plans and initiatives through meetings and regular communication
  • Drive topline revenue growth, new customer acquisition and comp door growth across accounts through the establishment and execution of channel and account-relevant sales strategies
  • Develop quarterly joint business plans with retailers to guide account-level growth and implement sales and marketing strategies that drive performance at point of sale
  • Partner with operations and finance leads to align on forecasts, demand planning and product profitability and manage inventory levels to ensure solid stock position
  • Guide distribution of new products across accounts, creating launch strategies by account
  • Establish merchandising strategies that optimize the selling experience across channels and accounts
  • Spearhead account-level marketing initiatives, in partnership with marketing, to develop and execute retailer-specific campaigns and sales-driving initiatives, leveraging shopper marketing programs, merchandising levers and brand-owned platforms
  • Manage promotional pricing strategies to drive velocity growth while maintaining profitability
  • Partner with finance team to evaluate ROI of marketing and sales spend to drive increased channel-level profitability
  • Lead company efforts around industry and distributor trade shows as needed
  • Regularly monitor and report on sales performance and key metrics including velocity, ACV, SKU performance and account-level P&Ls across retail channel
  • Maintain up-to-date and accurate records of distributor profiles, new and prospective accounts (and team leads)
  • Track and assess industry trends, competitive activities and pricing benchmarks on an ongoing basis and surface relevant product and channel opportunities
  • Grow and nurture sales team over time, driving accountability for sales performance by account
  • Continuously evaluate sales tools, processes and systems and identify areas for improvement

Your Experience

  • 3+ years of experience managing natural/specialty key accounts for a CPG food company (startup and food experience preferred)
  • Experience in fast-paced, high growth startup environments and familiarity with creation and implementation of systems and processes to support business growth
  • Track record of sales leadership with history of managing and scaling teams
  • Strong existing relationships across natural, specialty, and conventional retailers
  • Experience building successful relationships and sales strategies across channels and accounts (new and existing) with natural channel experience preferred
  • Reputation for managing team of salespeople, brokers and account partners
  • Working knowledge of trade promotions, business math and forecasting processes
  • Strong understanding of syndicated sales data (Neilsen, IRI, or Spins) and ability to leverage data and analytics in building convincing data-based sales stories

You Are / Have

  • Proactive and strategic thinker with strong analytical orientation and an ability to use data to make informed decisions
  • Outstanding organizational and cross-functional skillsets and a natural ability to see the big picture while maintaining a high level of attention to detail
  • Strong communication skills that easily adapt to audience with an ability to effectively communicate across internal and external stakeholders and partners
  • Naturally collaborative approach and ability to thrive in a dynamic, fast-paced environment
  • Optimistic, passionate and humble with willingness to perform tasks at any level (we have no room for ego and want team members who are willing to jump and do what is needed in the interest of the business and the team)
  • Flexibility to travel as needed


  • A fun environment and an engaged and collaborative team that is passionate about food
  • The opportunity to help build company processes and culture from the ground up
  • Empowered team members with minimal bureaucracy
  • Competitive salary + bonus, and meaningful equity options
  • Comprehensive medical, dental, vision and life insurance benefits
  • Monthly Mental Health Days and Holidays
  • Unlimited Vacation Days
  • Delicious Brightland products

If you meet these qualifications and are excited about this opportunity, we encourage you to apply to jobs@brightland.co with the subject line “Sales Role”, your updated resume and a cover letter detailing your relevant experience and why you'd be a great fit for this role.

This job is no longer accepting applications

See open jobs at Brightland.