Director of Sales, Target & Drug

COMPANY 🌱 RYZE was founded in 2019 by Andrée Werner and Rashad Hossain, out of a parents' basement, with a mission to change daily health, starting with the morning routine: a nutrient-dense mushroom coffee delivering clean energy, mental clarity, and immune support. Built on a Direct-to-Consumer foundation with a performance marketing engine, RYZE achieved hockey-stick growth and a community of over 1 million active subscribers. DTC remains the foundation of RYZE’s business, but the brand has rapidly expanded into mass retail and is now executing a multi-channel expansion, with a cross-category launch planned for early 2027. With a differentiated platform at the intersection of coffee and wellness, RYZE is uniquely positioned to redefine how people think about daily wellness. We’re a lean, fast-moving, mission-driven team who believe daily rituals create the foundation for living your greatest life, and we’re just getting started!

What You'll Do

🎯 ROLE & RESPONSIBILITIES: The Director of Sales, Mass, owns RYZE’s single most important retail relationship. We have established ourselves as a top performing brand in our first mass retailer launch, and this role is critical to turning that early success into a durable, professionally managed and profitable business. This leader will have full ownership of the account P&L, joint business plan, and the key commercial levers that drive sustainable growth. They will also be responsible for building out the commercial infrastructure behind the business, including RGM, S&OP, trade architecture, and omnichannel planning. The goal is to establish a scalable, disciplined commercial foundation that allows RYZE to maximize the Target opportunity while creating a strong framework for continued retail growth. Responsibilities will include:

• Develop and execute the long-term commercial strategy for RYZE's Target business — the primary charter of this role — with secondary channel responsibility in the future.
• Build trusted, multi-level relationships with buyer, category management, replenishment, supply chain, and senior-level stakeholders at Target, positioning RYZE as a preferred, high-growth strategic partner.
• Lead annual Joint Business Planning, customer negotiations, assortment decisions, promotional planning, and pricing strategy for Target.
• Build and execute the full 4P strategy (Product, Price, Place, Promotion) for RYZE at Target, translating brand and category strategy into a retailer-specific commercial plan.
• Identify and act on opportunities to expand distribution, improve product assortment, and accelerate category and market share growth at Target.
• Own total account P&L performance — volume, net sales, gross margin, trade spend, deductions, and profitability — and manage disciplined trade investment decisions that maximize profitable growth.
• Lead Revenue Growth Management (RGM) for the account, including pricing strategy, promotional optimization, trade spend ROI, and channel/mix management, to drive sustainable, profitable growth.
• Own S&OP forecasting and planning for the account, partnering with Demand Planning, Supply Chain, and Finance to align forecasts, shipments, inventory targets, promotional lifts, and replenishment needs, and to reduce out-of-stocks, excess inventory, and forecast variance.
• Drive omnichannel growth at Target, partnering with RYZE's e-commerce team to align in-store execution, modular planning, digital commerce, and Target.com strategy, including Roundel media investment where applicable.
• Bring a strong, current point of view on food and wellness CPG trends, translating category and consumer insight into a compelling assortment and innovation story for Target's buying team.
• Lead line reviews, modular planning, assortment optimization, new item launches, and feature/display planning in partnership with Category Management.
• Use customer POS and syndicated data (Nielsen/IRI, Target Partners Online) to build fact-based selling stories, business reviews, assortment recommendations, and corrective action plans.
• Maintain a full understanding of distributor networks relevant to the account, including direct-ship arrangements as well as distributor partners such as UNFI and KeHE.
• Manage broker partners supporting the account, including performance management and alignment with RYZE's account strategy.
• Partner cross-functionally with Marketing, Category Management, Finance, Supply Chain, and Demand Planning to develop and execute customer growth initiatives, and ensure flawless execution of launches, promotions, and merchandising programs.
• Lead regular internal and customer-facing business reviews assessing performance against plan, and proactively resolve issues related to pricing, supply, deductions, replenishment, and compliance.
• Operate as a builder — someone who can take full, soup-to-nuts ownership of one of RYZE's largest customer relationships and scale it from the ground up, directly influencing buyers through fact-based selling and sound commercial judgment.
• Represent RYZE at top-to-tops, line reviews, and vendor summits, with travel of approximately 25% as needed for customer engagement. PROFESSIONAL QUALIFICATIONS:
• 10+ years of CPG sales experience with direct, HQ-level account ownership in mass, earned at a high-growth challenger brand or a scaled food/beverage business expanding into new channels.
• A builder’s profile: entrepreneurial drive and the skill set to take an account from the ground up rather than inherit and maintain one.
• Broker management experience is required — you will be working with multiple third-party support teams.
• Proven ownership of a full account P&L, including trade spend, deductions, gross margin, and Revenue Growth Management levers such as pricing architecture and promotional ROI.
• Hands-on command of customer POS and syndicated data — Nielsen/IRI and Target Partners Online — with the ability to turn it into a selling story a buyer acts on.
• Direct experience leading line reviews, modular planning, and new item launches, and a working knowledge of Target.com and Roundel.
• Fluency in S&OP and demand planning: partnering with Supply Chain and Finance to align forecasts, shipments, and inventory, and to close forecast variance.
• Willingness to travel approximately 50% for top-to-tops, line reviews, and vendor summits. PERSONAL CHARACTERISTICS:
• Low-ego, team-first : The best idea wins, no matter whose it is
• Self-starter : You see what needs doing and get after it, no waiting for direction
• Comfortable in ambiguity : Fast pace and shifting priorities energize you
• Builder at heart : You're energized by a fast-moving environment where you help create the processes and playbooks
• Mission-driven : You genuinely care about wellness and are excited to help build RYZE's next chapter

What We Offer

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