About the Role
The Senior Director of Co-Pack & Retail Sales is a strategic commercial leader responsible for driving revenue growth, profitability, and long-term customer partnerships within the food and beverage contract manufacturing business.
Key Activities
Build and execute a 3-year co-pack growth strategy targeting branded CPGs, private label, foodservice, and DTC/e-commerce brands.
Personally led Tier 1 pursuits while coaching the team on mid-market deals.
Develop dynamic pricing models incorporating raw material volatility, labor, energy, changeover costs, and capacity utilization.
Negotiate multi-year MSAs with risk-sharing clauses (volume tiers, raw material pass-throughs, capex contributions).
Deliver GP% expansion of 2–4 pts YoY through mix optimization and cost-to-serve discipline.
Partner with Operations to validate plant capabilities, run rates, and changeover feasibility for RFPs.
Collaborate with R&D/QA to accelerate co-pack product development (NPD cycle < 180 days).
Work with Supply Chain to lock in ingredient pre-buy commitments and mitigate commodity risk.
Maintain a live database of 200+ co-pack prospects (funding stage, SKU velocity, incumbent packer pain points).
Position the company as the preferred co-packer for low-acid aseptic technology.
Advanced Excel modeling: build fully loaded cost models (absorption, contribution margin, breakeven analysis).
Comfortable presenting IRR / NPV scenarios for capex requests tied to customer commitments.
History of margin recovery post-commodity spikes (e.g., dairy, oils, freight).
Preferred Skills
Bilingual (Spanish/English).
Prior role at a top 20 co-packer.
Experience with Shopper Marketing fund integration in co-pack deals.
Education and Experience
Deep understanding of SQF, HACCP, FSMA, USDA/FDA requirements for co-pack.
Familiarity with high-speed lines (RTE, beverages, snacks, frozen, aseptic, HPP).
Experience with private label retailer specs (Walmart, Kroger, Costco, Whole Foods).
About Us
Finding a great opportunity that fosters growth, a great culture, and leadership opportunities can be difficult. Top Quality Recruitment (TQR) connects professionals with leadership opportunities across the Packaging, Food and Beverage, Medical Devices, and Biotechnology industries. With 50+ years of experience, we believe in one-to-one communication and finding the best candidate/employer match possible.
TQR is an equal-opportunity employer that encourages diversity. We will consider all applications.
Accommodation for applicants with disabilities is available upon request.
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