Director, FMCG

Summary

The Director, FMCG owns the top concessionaire enterprise relationships for La Colombe — Compass, Sodexo, Aramark, and Canteen. These customers operate at significant scale across Business & Industry (B&I), healthcare, higher education, sports and entertainment. The Director is the single point of accountability for the entire concessionaire enterprise tier — a tier of customer that operates at scale and requires concentrated, senior-level attention.

Responsibilities

Account Ownership — Compass, Sodexo, Aramark, and Canteen

• Own the corporate-level relationships and sector-head relationships at Compass, Sodexo, Aramark, and Canteen.
• Drive Joint Business Plans (JBPs) with each of the four enterprise customers.
• Design and execute Sales Performance Incentive Fund (SPIFF) programs and distributor incentive programs to drive adoption across concessionaire field organizations.
• Manage Group Purchasing Organization (GPO) and distributor Joint Business Plan touchpoints where concessionaires overlap.
• Coordinate College & University (C&U) pull-through with the Sr. Director, Foodservice and Regional Foodservice Managers
• Drive new unit placements across the four concessionaires.

Programming and Distribution

• Drive product placement, account programming, and Limited-Time Offer (LTO) execution across enterprise concessionaire accounts.
• Build and manage per-serving cost models, distributor Joint Business Plans (JBPs), and chain-economics frameworks.
• Partner with distributor Operating Company (OPCO) leadership to drive pull-through where La Colombe is on contract.

Cross-Functional Partnership

• Partner with regional foodservice management on regional concessionaire district leader execution.
• Coordinate with service operations on installation pipelines for new unit placements.
• Partner with channel marketing on co-op marketing and brand activation for top concessionaire accounts.

Reporting and Pipeline Discipline

• Maintain Customer Relationship Management (CRM) records daily after every meaningful customer interaction.
• Deliver consistent pipeline updates and forecasts to the Sr. Director, Foodservice.
• Contribute to Quarterly Business Review (QBR) and annual planning cycles with account-level revenue, margin, and Joint Business Plan (JBP) scorecards.

Requirements

EXPERIENCE NEEDED

• 10+ years of Consumer Packaged Goods (CPG) Away From Home (AFH) or foodservice sales experience, with significant time selling into Compass, Sodexo, Aramark, or Canteen.
• Proven track record managing enterprise concessionaire structures.
• Direct experience with Joint Business Plan (JBP) design, Sales Performance Incentive Fund (SPIFF) programs, and distributor incentive models.
• Strong familiarity with foodservice distributor networks and Operating Company (OPCO) relationships.
• Self-motivated, entrepreneurial mindset; able to work independently in a remote environment.
• Strong analytical, presentation, and negotiation skills.
• Proficiency in Microsoft Excel and PowerPoint; Customer Relationship Management (CRM) proficiency (HubSpot or equivalent) required.

EDUCATION

• Bachelor's degree required; advanced degree a plus.

TRAVEL

30-50% — primarily to concessionaire headquarters, regional district meetings, and key sector events.

About Us

Chobani is a food maker with a mission of making high-quality and nutritious food accessible to more people, while elevating our communities and making the world a healthier place. In short: making good food for all. In support of this mission, Chobani is a purpose-driven, people-first, food-and-wellness-focused company, and has been since its founding in 2005 by Hamdi Ulukaya, an immigrant to the U.S. The Company manufactures yogurt, oat milk, and creamers – Chobani yogurt is America's No.1 yogurt brand, made with natural ingredients without artificial preservatives. Following the 2023 acquisition of La Colombe, a leading coffee roaster with a shared commitment to quality, craftmanship and impact, the Company began selling cold-pressed espresso and lattes on tap at cafés nationwide, as well as Ready to Drink (RTD) coffee beverages at retail. In 2025, Chobani acquired Daily Harvest, a modern brand offering consumers nutritious, delicious and convenient ready-to-make meals.

Chobani uses food as a force for good in the world – putting humanity first in everything it does. The company's philanthropic efforts prioritize giving back to its communities and beyond. Chobani manufactures its products in New York, Idaho, Michigan and Australia, and its products are available throughout North America and distributed in Australia and other select markets.