Head of Retail Sales

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🕒 April 17

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Birdman

WebsiteLinkedInAll Job Openings

51 - 200 employees

💰 $5.4M Venture Round on 2017-05

People's values, media, everything continues to change rapidly. Social issues are becoming increasingly important and cannot be ignored in business. What is it that moves people in an age when the conventional, orthodox methods are no longer applicable? We believe that it is strategies backed by sharp insights and crazy creativity that exceeds expectations. We are a Strategy & Crazy Company that solves social and business challenges with a strategic playfulness. To create out-of-the-box solutions by crossing business, creativity, and technology. This is our strength at Birdman. We will continue to support your business growth by promoting DX, which is an important issue, building marketing strategies, and providing "visible" advertising and promotions that make full use of digital technology.

📋 Description

• Build and lead the B&M organization: start as an individual owner of the channel, then hire and scale a high-performing team and broker network over time • Own the B&M P&L: define strategy and drive revenue, margins, and profitable growth, balancing short-term performance with long-term value creation • Lead retail strategy & expansion: define channel priorities and sequencing, and personally drive early account acquisition before scaling the team • Own sales & distribution (sell-in): build and manage relationships with buyers, brokers, and distributors (UNFI, KeHE, etc.), initially in a highly hands-on manner • Drive sell-through & velocity (sell-out): ensure strong in-store performance through direct involvement in merchandising, promotions, and retail execution • Own trade marketing & merchandising: design and execute retail activation strategies, rolling up sleeves in early stages to test and refine what works • Manage trade spend with ROI discipline: treat trade spend as a customer acquisition lever, with hands-on ownership of testing, measurement, and optimization • Define pricing & pack strategy: balance competitiveness, margins, and velocity through both strategic design and tactical execution • Build retail playbooks: develop scalable frameworks from first principles, based on direct execution and learnings in-market • Operate across strategy and execution: move seamlessly between high-level planning and day-to-day execution, doing whatever is required to drive results • Collaborate cross-functionally: work closely with Marketing, Supply Chain, and Finance to ensure alignment and flawless execution • Leverage omnichannel opportunities: connect retail with digital channels to maximize customer acquisition, retention, and lifetime value

🎯 Requirements

• Proven track record **building (from near zero) and scaling** a CPG brand in US retail to $50M–$100M+ revenue • Deep experience in **Brick & Mortar within Health, Wellness, or VMS**, with strong understanding of retail dynamics and velocity drivers • Strong relationships with **key retailers, brokers, and distributors** (e.g., Whole Foods, Sprouts, Costco, UNFI, KeHE) • Hands-on experience driving both **sell-in and sell-out**, with focus on **velocity, repeat purchase, and in-store performance** • Strong expertise in **trade marketing, merchandising, and retail execution** • Experience managing **trade spend with ROI discipline**, treating it as a lever for **customer acquisition and long-term value (LTV)** • Experience owning a **channel or business P&L**, with solid understanding of pricing, margins, and promotions • Demonstrated ability to **build from scratch and scale teams over time**, starting hands-on • Ability to operate as a **“jack of all trades”**, combining strategy with execution • Understanding of **omnichannel dynamics**, using retail to drive acquisition and repeat • High level of **ownership, accountability, and execution speed** • Ability to operate effectively in **high-growth, high-ambiguity environments** • **Genuine interest in health, wellness, and nutrition**, with strong alignment to the category and consumer