Director/GM, DTC & New Channel Development

Summary

Daily Harvest was built on a simple idea: that eating well shouldn't be a whole production.  The moment has never been more right for what we offer.  Our mission has always been: “we take care of food so that food can take care of you”, and now, in tandem with our parent company Chobani, we’re part of a much bigger, highly meaningful movement to make better food more accessible to everyone.  
We're nurturing a loyal, decades-built DTC base while spearheading a revitalization of the frozen aisle at Retail and expanding into new formats and channels as we build the next big, beloved better-for-you food brand.  
This role will own the design, negotiation, and operation of the company's revenue channels outside of CPG retail.  It is a build function: identifying which ancillary channels are worth pursuing, structuring the commercial terms, and standing up the operating model to run them profitably.  In addition to overseeing Daily Harvest’s the legacy Direct-to-Consumer business, this role’s mandate spans licensing and location-based partnerships, brick-and-mortar activations, B2B and on premise placement, and revenue-share partnerships with other brands.
The role is roughly half strategist and half operator: it requires building the business case and deal structure for a new channel, then personally running point on execution until the channel is mature enough to hand off to a dedicated manager or specialist.

Scope of Channels:

• Existing dailyharvest.com DTC business (maintenance of current business and customer base)
• Licensing & Location Partnerships: store-in-store concepts, airport and travel retail, co-branded licensing agreements
• Brick & Mortar Activations: branded residencies, pop-ups, experiential retail placements
• B2B & On-Premise: workplace, multifamily/residential, healthcare, hospitality
• Brand & Revenue-Share Partnerships: co-branding, ingredient or private-label supply deals, revenue-share and affiliate-style commercial partnerships with adjacent brands

Responsibilities

Channel Strategy & Portfolio Development

• Build and maintain the ancillary revenue roadmap: which channels to pursue, in what sequence, and against what revenue and margin targets
• Develop the business case, deal economics, and go/no-go criteria for each new channel or partnership
• Size the addressable opportunity for each channel and set multi-year revenue contribution targets alongside Finance

Deal Origination & Execution

• Source, negotiate, and close partnership agreements
• Own commercial terms, rev-share structures, and contract negotiation
• Run point on Amazon and other marketplace account management, or oversee the team/agency that does
• Manage the pop-up/residency lifecycle: site selection, landlord or host negotiation, budget, and post-mortem ROI review

Operating Model & Cross-Functional Leadership

• Stand up the operational processes (fulfillment, forecasting, P&L tracking) needed to run each channel once launched
• Partner with Digital Product & Tech COE on front and back-end experience and infrastructure and Supply Chain/Ops on channel-specific fulfillment
• Partner with Marketing on channel-specific GTM and with Finance on P&L / reporting
• Manage a small team as channels scale and/or manage outside agencies

Reporting & Governance

• Own the ancillary-revenue P&L and report channel performance, pipeline, and forward outlook to the CCO/executive team
• Represent ancillary channels in company-wide revenue planning and forecasting

Success Metrics:

• Omni/ ancillary channel revenue growth over time
• Channel-level gross margin
• Number and value of active licensing, wholesale, and partnership agreements
• Time from channel concept to first revenue
• Pipeline of qualified new-channel opportunities
• Daily Harvest total brand household penetration & brand awareness growth over time

Requirements

• 10–15+ years in CPG, consumer, or retail, with direct experience in business development, new channel launch, or general management
• Track record building a channel or revenue line from zero, not just managing an established one
• Hands-on experience with at least two of: DTC operations, licensing deal structuring, wholesale account management, or B2B/on-premise sales
• Deal-making experience: has personally negotiated and closed commercial agreements, ideally including rev-share or licensing structures
• Comfortable operating without an established playbook; this is a build role, not a maintain role

Skills & Attributes

• Strong commercial and financial acumen; can build and defend a P&L case for a new channel
• Negotiation and contract fluency; works effectively with Legal on deal structuring
• Cross-functional influence — able to pull Supply Chain, Marketing, and Finance into execution without formal authority over those teams
• Bias to action; willing to be in the field for site visits, landlord meetings, and partner negotiations, not solely strategy from a desk
• Bachelor's degree required; MBA a plus but not a substitute for operating experience