Director, Business Development

Job title: Director, Business Development in Petaluma, CA at Amy's Kitchen

Company: Amy's Kitchen

Job description: SummaryAbout Amy’sAt Amy’s Kitchen, we're more than just a food company—we're a family-owned, proudly independent organic, and vegetarian food company on a mission. As a Certified B Corporation®, our purpose is clear: to make it simple and enjoyable for everyone to eat well.We're committed to crafting authentic, mouthwatering dishes using only the finest organic ingredients sourced with care. From farm to table, we ensure top-notch quality in every bite, making healthy eating accessible and convenient for all. At Amy’s, we're not just serving meals; we're serving up a taste of goodness, one delicious dish at a time.Perks are as delicious as our meals!Comprehensive health plans with Medical, Dental, and Vision coverage, plus Flexible Spending Accounts. Mental health support with Modern Health to nourish your and your family’s mental well-being. 401(k) Retirement Plan with employer match and Financial Wellness support at no cost to plan for the future. Referral Rewards and Scholarship Program to celebrate and invest in our teams. Tuition Reimbursement Program to fuel your educational pursuits. Paid parental leave for new parents. Paid Time Off for vacations and sick days, with 9 paid US Holidays annually to savor those special moments. Amy's product discount reimbursement to keep your pantry stocked, plus remote gym discounts to keep you moving and grooving! Join us and indulge in a career where the benefits are as fulfilling as our food!Bay area California compensation range: $162,400 - $243,600*Other locations may be subject to a lower range.Essential Duties and ResponsibilitiesThe Director of Business Development – International, Club & Emerging Channels is a strategic and results-driven leader responsible for unlocking growth across a diverse portfolio of markets and channels. This includes direct management of key accounts such as Costco and select international partners, as well as oversight of our Canadian business via a direct report. In this role, you’ll drive expansion through both existing and new accounts, collaborating closely with Sales, Marketing, R&D, and Supply Chain to craft innovative, profitable business models. You're not just managing relationships — you're building the future of Amy’s in new spaces, with a keen eye on revenue growth, trade optimization, and brand integrity.This position is a key member of the Sales Leadership Team and will play a pivotal role in shaping the long-term growth strategy for Amy’s in non-traditional and emerging channels.

• Business Growth & Strategy

• Own and deliver revenue and profitability targets across international, club, and emerging channels.


• Identify and evaluate new growth opportunities across geographies, accounts, and formats — bringing Amy’s to new customers in new ways.


• Develop and execute business development strategies that align with corporate objectives and market dynamics.


• Customer & Channel Management

• Lead direct account management for key partners, including Costco and selected international distributors and retailers.


• Build and nurture long-term, trust-based relationships with strategic customers.


• Oversee Canadian business performance via a direct report, providing leadership, coaching, and support as needed.


• Cross-Functional Collaboration

• Partner with R&D, Marketing, and Supply Chain to enable breakthrough innovation, white space exploration, and go-to-market strategies.


• Champion collaboration to deliver seamless execution across the organization.


• Financial & Operational Excellence

• Manage full P&L accountability, including revenue, trade spend, and margin optimization.


• Leverage insights and analytics to drive smarter decision-making, demand planning, and customer strategy.


• Develop channel-specific pricing, promotional, and assortment strategies to maximize impact.


• Leadership & Culture

• Serve as a visible leader on the Sales Leadership Team — contributing to company-wide sales strategy, culture, and capability-building.


• Mentor and develop team talent with a focus on agility, ownership, and growth mindset.


• Act as a champion of Amy’s values and mission across all channels and partnerships.

• Bachelor's degree (B. A. or B. S.) from four-year college or university; or equivalent combination of education and experience.

• 7-10 years’ experience in sales/marketing, preferably in the food or consumer packaged goods industries.


• Direct experience working with Club (especially Costco), international retailers, and emerging/out-of-home channels.


• Minimum 5 years’ experience in People Management | Team Leadership


• Experience with major retailers and distributors in Canada and Rest of World


• Experience collaborating with cross-functional teams, including R&D and Marketing.


• Passion for the Natural Foods industry and a strong understanding of its values and trends.

• Expertise in sales forecasting, planning, and analytics.


• Strong P&L ownership and trade spend management.


• Adept at breaking into new markets and unlocking whitespace opportunities.


• Skilled in building customer-focused strategies that align with brand and business priorities.

• Entrepreneurial mindset with a bias for action and experimentation.


• Strategic thinker who can connect big-picture goals with ground-level execution.


• Inspirational leader with the ability to influence cross-functionally and build trust across teams.


• Creative problem-solver with a strong sense of curiosity and adaptability.


• Excellent communication and negotiation skills.

Expected salary:

Location: Petaluma, CA

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