Kettle & Fire is seeking a dynamic and results-driven Director of Sales to execute our sales strategy for the West Region in both Grocery and Natural channels. This is an exceptional opportunity to join a fast-growing, disruptive company committed to providing nutrient-dense food, supporting ecosystem-benefiting initiatives, and developing innovative products.

The Sales Director will contribute to Kettle & Fire’s goal to become the leading broth brand by implementing our national strategy directly and via external partners at accounts ranging from single independents to national chains. Additionally, the Sales Director will work collaboratively across the organization to align sales strategies with finance, marketing, operations, and product development teams, ensuring seamless execution of business objectives, maximizing market opportunities, and driving sustainable growth. This is a full-time remote role, reporting to the VP of Sales with some travel expected (approximately 25%).

Who We Are:

At Kettle & Fire, we are driven by a mission to create products that heal rather than harm, supporting both our consumers’ health and a healthy food system. Our culture is built on a foundation of core values that guide our work and define our team's identity. We push the boundaries of what's possible, embracing challenges with a growth mindset. We value radical candor and transparency, prioritize our customers relentlessly, and own our responsibilities unequivocally. We focus intently on mission-critical tasks and execute with high-tempo precision. Our team’s success is predicated on each member’s commitment to collective goals, demanding not only individual excellence but a harmonious effort to excel as one cohesive unit. If you thrive in an environment that values high performance and flexible, results-oriented outcomes, you might just be the A-player we’re looking for.

How You’ll Be Contributing:

• Develop and implement strategic sales plans to achieve and exceed revenue targets, leveraging data-driven insights and market trends to identify growth opportunities and optimize performance.
• Foster and maintain strong, collaborative relationships with key buyers and broker partners, ensuring alignment on business objectives, effective communication, and long-term partnership success.
• Manage brokers and distributors to ensure uninterrupted distribution in targeted accounts, timely execution of new item introductions, schematic implementation, and promotional programming. Ensure partners have necessary resources (e.g., product samples, sell sheets, promotional calendars).
• Build strategic and collaborative annual trade promotion calendars designed to drive trial and increase awareness while maintaining target trade spend rates for assigned retail customers.
• Determine proper assortment by account & channel and sell existing items and or innovation to achieve an appropriate SKU mix.
• Work at both the HQ level and in-store to maximize space, brand presence, and holding capacity in soup/broth planograms.
• Prepare business reviews and sales presentations for major retailers.
• Collaborate with marketing to develop and update sales collateral.
• Analyze market data to identify and execute against opportunities to grow Kettle & Fire across strategic channels.
• Represent Kettle & Fire at trade shows to develop sales opportunities and build strong buyer/broker relationships.
• Provide strategic direction, guidance, and support to brokerage teams aligning with Kettle & Fire trade spend guardrails and annual goals.
• Conduct store audits (with broker management and/or field sales reps) to ensure adherence to merchandising standards and promotional programming.
• Implement, train, and audit brokerage teams and distributor territory reps to execute sell-in and sell-through initiatives.