Birdman

Sales

• 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

Head of Retail Sales