Senior Director Of Co-Pack & Retail Sales
We are seeking a Senior Director of Co-Pack & Retail Sales with deep expertise in contract manufacturing (co-packing) within the food and beverage sector. Reporting to the Chief Customer Officer, this strategic leadership role drives revenuegrowth by securing and expanding co-pack partnerships with CPG brands, private label retailers, and emerging food startups. The ideal candidate combines hunter mentality with financial rigor, translating complex co-pack costing models (line rates, changeovers, yields, minimums, capex recovery) into compelling value propositions that win multi-year, high-volume contracts. You will own the full P&L for the co-pack business unit.
This position is remote-eligible with 40-50% travel required for plant tours, trade shows, and QBRs.
Essential Functions
Revenue & Pipeline Leadership
- Build and execute a 3-year co-pack growth strategy targeting branded CPGs, private label, foodservice, and DTC/e-commerce brands.
- Personally lead Tier 1 pursuits while coaching the team on mid-market deals.
Financial & Commercial Mastery
- Develop dynamic pricing models incorporating raw material volatility, labor, energy, changeover costs, and capacity utilization.
- Negotiate multi-year MSAs with risk-sharing clauses (volume tiers, raw material pass-throughs, capex contributions).
- Deliver GP% expansion of 2–4 pts YoY through mix optimization and cost-to-serve discipline.
Cross-Functional Alignment
- Partner with Operations to validate plant capabilities, run rates, and changeover feasibility for RFPs.
- Collaborate with R&D/QA to accelerate co-pack product development (NPD cycle < 180 days).
- Work with Supply Chain to lock in ingredient pre-buy commitments and mitigate commodity risk.
Market Intelligence & Positioning
- Maintain a live database of 200+ co-pack prospects (funding stage, SKU velocity, incumbent packer pain points).
- Position the company as the preferred co-packer for low acid aseptic technology.
Financial Acumen
- Advanced Excel modeling: build fully loaded cost models (absorption, contribution margin, breakeven analysis).
- Comfortable presenting IRR / NPV scenarios for capex requests tied to customer commitments.
- History of margin recovery post-commodity spikes (e.g., dairy, oils, freight).
Qualifications
Technical & Industry Knowledge
- Deep understanding of SQF, HACCP, FSMA, USDA/FDA requirements for co-pack.
- Familiarity with high-speed lines (RTE, beverages, snacks, frozen, aseptic, HPP).
- Experience with private label retailer specs (Walmart, Kroger, Costco, Whole Foods).
Leadership & Soft Skills
- Team builder: recruited and scaled high-performing co-pack sales teams.
- Executive presence: credible with C-suite (CEO, CFO, VP Supply Chain) of $100M–$5B brands.
Preferred (Bonus) Skills
- MBA or finance coursework
- Bilingual (Spanish/English)
- Prior role at a top 20 co-packer
- Experience with Shopper Marketing fund integration in co-pack deals