About the company
Factor is building the next growth platform in fresh prepared meals. We've already built one of the leading DTC meal brands in North America, and now we're extending that strength into retail and foodservice, where customers are increasingly looking for better, fresher, more convenient meals. We believe this is a category ready for real disruption, and early signals show that Factor's product, brand, and customer promise are resonating. This role sits at the center of that build - an exciting opportunity to help define a new category from the ground up.
Responsibilities
- Own annual Retail and Foodservice revenue delivery at the portfolio level, including the commercial P&L narrative across revenue, margin, trade spend, contribution, and variance to plan.
- Lead commercial inputs into the AOP and build the multi-channel commercial roadmap in partnership with Sales & BD, Sales Strategy & Planning, Finance, Supply Chain, Operations, and Marketing.
- Set portfolio-level retailer and channel priorities across mass, club, grocery, specialty, foodservice, and future growth channels.
- Own pricing architecture, trade guardrails, and governance around JBPs, long-term agreements, and major retailer commitments.
- Partner with the Head of Sales & BD on account prioritization, new account development, customer strategy, and business case pressure-testing; support senior customer relationships and escalations as needed.
- Develop and scale the Foodservice commercial strategy, including customer prioritization, distributor / operator partnerships, route-to-market decisions, and the right resourcing model as the channel grows.
- Lead the commercial operating rhythm across sales, planning, finance, supply chain, and marketing, keeping the team aligned on priorities, risks, decisions, and handoffs.
- Sponsor S&OP from the commercial side and set the bar for forecast accuracy, trade ROI, customer meeting quality, category reviews, and new item commercialization readiness.
- Own broker governance, broker QBRs, distributor business reviews, and commercial partner performance management.
- Manage and coach the commercial team — Head of Sales & BD, Sales Strategy & Planning, and future Foodservice lead — and sequence future hiring against revenue milestones.
- Represent Retail and Foodservice priorities to senior Factor and HelloFresh leadership with clear, data-backed, decision-ready recommendations.
Requirements
- 8+ years of experience in CPG commercial sales, retail sales, sales strategy, go-to-market, or related commercial leadership roles.
- Experience owning or leading retail account management across mass, club, grocery, specialty, or foodservice channels; fresh / refrigerated category experience is a strong plus.
- A track record at a DTC-to-retail brand in transition is a strong plus — someone who has lived the new-to-shelf journey.
- Proven P&L ownership, with demonstrated command of commercial budgets, trade spend, and pricing decisions.
- Experience building or scaling a commercial function from an early stage — operating cadence, account management approach, channel launch, or broker model.
- Experience managing broker networks and third-party sales resources, including governance and performance management, not just day-to-day relationship management.
- Strong understanding of retail commercialization, including category reviews, and more.