Head of Sales (CPG)

Benefits

Pulled from the full job description

Full job description

About Rosy

Rosy is a fast-growing CPG brand in one of the last sleepy categories on shelf: lawn and garden soil.

We make high-performance, biochar-based soils that outperform conventional mixes on aeration, nutrient retention, and plant performance. We have scaled quickly across DTC, Amazon, and retail, including a full-chain rollout at Target in under three years.

Rosy is backed by leading consumer, ag, and climate investors (Draper, AP, Gather, and Alumni Ventures). Every bag we sell also sequesters carbon through our biochar formulations, making this a rare opportunity to build a real retail growth story while accelerating a carbon-negative business model.

You’ll be joining at a true inflection point: as we roll out major packaging/branding upgrades, big-box retailers are actively seeking category innovation, and our scaled supply chain is ready to deliver. This role is your chance to immediately drive the growth needed to rapidly scale our business and impact.

About the Role

We are hiring a Head of Sales to lead Rosy’s next phase of national retail scale.

The job is to build a retail engine that drives velocity, reorders, and expansion across big box accounts, with a heavy focus on Target, Home Depot, Lowe’s, Walmart, and other national partners.

You will work directly with the founder to take big box execution, account growth planning, broker management, and trade decisioning to a professional level.

We already have strong sales coverage across independents and garden / hardware distribution. This role is focused on big box and national retail, and will partner closely with our current Sales Manager to make sure strategies are aligned across channels.

This role is demanding and high-stakes. Success requires navigating the complexities of big box retail, consistently hitting aggressive sales targets, and operating with intense deadlines.

What You Will Do

Own big box performance and expansion

• Own the business plan for each big box account: annual revenue, velocity targets, promotion calendar, SKU strategy, expansion roadmap
• Drive reorder cadence, sales per store, and SKU penetration in existing doors
• Lead line reviews and negotiation cycles and translate retailer feedback into internal action
• Build a clear path from current wholesale revenue to the next step-function of growth over 24 months

Run the weekly operating system for big box

• Build the cadence: account forecasting, retailer scorecards, promotional performance reviews, in-stock and execution tracking
• Know what is happening store-level and region-level, not just at HQ
• Identify underperforming pockets and fix them through merchandising, promo, pricing, and assortment actions
• Escalate and resolve retailer issues quickly and professionally

Own trade spend and promotional strategy

• Own trade spend strategy for big box: where we spend, why we spend, and what ROI we get
• Design promo plans that build velocity without impacting margin or other major sales channels like Amazon
• Partner with marketing on retailer programs and retail media where applicable

Lead broker and field execution for national accounts

• Own broker strategy for big box: selection, incentives, expectations, accountability
• Manage and align any territory reps or merchandising partners tied to national retail execution
• Ensure store-level compliance on promos, planograms, and placement

Influence pricing, packaging, and assortment decisions

• Own retailer-facing pricing ladders, pack architecture, and margin guardrails
• Partner with product, ops, and marketing as we roll out major packaging and brand upgrades
• Lead SKU rationalization where needed to improve velocity and simplify execution

What Success Looks Like

Within 90 days:

• Clear account plans for Home Depot and Lowe’s (and any other national targets) with targets for velocity, promo, and expansion
• A working weekly operating cadence and reporting rhythm
• Tight alignment with the current Sales Manager on indie and distributor strategy so channels stay coordinated

Within 12 months:

• Measurable improvement in reorder cadence and sales per store in big box doors
• Trade spend running with discipline and clear ROI
• Strong broker alignment and faster store-level execution

Within 24 months:

• Big box drives a step-change in wholesale scale through expansion and stronger sell-through
• A repeatable national retail playbook that reduces fragility and improves predictability

RequirementsMust haves

• 10+ years in CPG retail sales with meaningful national account ownership
• Direct experience selling into Home Depot and/or Lowe’s strongly preferred (Walmart, Target, or other big box experience also valuable)
• Proven track record driving velocity and expansion inside national accounts (not just launching accounts or opening doors)
• Experience owning and managing trade spend, promotions, and retailer programs
• Experience managing brokers and external sales partners with accountability
• Strong command of retail fundamentals: pricing ladders, pack architecture, assortment strategy, shelf execution
• Comfortable operating in fast-moving, founder-led environments with imperfect structure
• Clear communicator who can run senior retailer meetings and translate priorities internally
• Willingness to travel frequently

Nice to haves

• Experience in garden, home, hardware, outdoor, or adjacent categories
• Experience scaling wholesale from single-digit millions to the next order of magnitude
• Experience leading packaging transitions or major shelf resets inside big box
• Experience building and managing a small sales team

Compensation and Benefits

• Base salary $140,000 to $160,000
• Meaningful performance-based variable tied to retail growth outcomes
• Equity grants for long-term ownership
• Health, vision, and dental coverage
• 401(k) plan
• Unlimited PTO

Job Type: Full-time

Pay: $140,000.00 - $160,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Flexible schedule
• Health insurance
• Paid time off
• Vision insurance

People with a criminal record are encouraged to apply

Application Question(s):

• How did you first come across Rosy, and what stood out to you?
• Share 2–3 meaningful accomplishments from your career or life. For each, briefly note what made it challenging and the outcome.
• If hired, what would you focus on in your first 30 days, and why would you start there?

Work Location: Remote