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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. 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 prod