Director/GM, DTC & New Channel Development
Date: Aug 27, 2026
Location: New York, NY, US
Summary
Daily Harvest was built on a simple idea: that eating well shouldn't be a whole production. The moment has never been more right for what we offer. Our mission has always been: “we take care of food so that food can take care of you”, and now, in tandem with our parent company Chobani, we’re part of a much bigger, highly meaningful movement to make better food more accessible to everyone.
We're nurturing a loyal, decades-built DTC base while spearheading a revitalization of the frozen aisle at Retail and expanding into new formats and channels as we build the next big, beloved better-for-you food brand.
This role will own the design, negotiation, and operation of the company's revenue channels outside of CPG retail. It is a build function: identifying which ancillary channels are worth pursuing, structuring the commercial terms, and standing up the operating model to run them profitably. In addition to overseeing Daily Harvest’s the legacy Direct-to-Consumer business, this role’s mandate spans licensing and location-based partnerships, brick-and-mortar activations, B2B and on premise placement, and revenue-share partnerships with other brands.
The role is roughly half strategist and half operator: it requires building the business case and deal structure for a new channel, then personally running point on execution until the channel is mature enough to hand off to a dedicated manager or specialist.
Scope of Channels:
Existing dailyharvest.com DTC business (maintenance of current business and customer base)
Licensing & Location Partnerships: store-in-store concepts, airport and travel retail, co-branded licensing agreements
Brick & Mortar Activations: branded residencies, pop-ups, experiential retail placements
B2B & On-Premise: workplace, multifamily/residential, healthcare, hospitality
Brand & Revenue-Share Partnerships: co-branding, ingredient or private-label supply deals, revenue-share and affiliate-style commercial partnerships with adjacent brands
Responsibilities
Channel Strategy & Portfolio Development
Build and maintain the ancillary revenue roadmap: which channels to pursue, in what sequence, and against what revenue and margin targets
Develop the business case, deal economics, and go/no-go criteria for each new channel or partnership
Size the addressable opportunity for each channel and set multi-year revenue contribution targets alongside Finance
Deal Origination & Execution
Source, negotiate, and close partnership agreements
Own commercial terms, rev-share structures, and contract negotiation
Run point on Amazon and other marketplace account management, or oversee the team/agency that does
Manage the pop-up/residency lifecycle: site selection, landlord or host negotiation, budget, and post-mortem ROI review
Operating Model & Cross-Functional Leadership
Stand up the operational processes (fulfillment, forecasting, P&L tracking) needed to run each channel once launched
Partner with Digital Product & Tech COE on front and back-end experience and infrastructure and Supply Chain/Ops on channel-specific fulfillment
Partner with Marketing on channel-specific GTM and with Finance on P&L / reporting
Manage a small team as channels scale and/or manage outside agencies
Reporting & Governance
Own the ancillary-revenue P&L and report channel performance, pipeline, and forward outlook to the CCO/executive team
Represent ancillary channels in company-wide revenue planning and forecasting
Success Metrics:
Omni/ ancillary channel revenue growth over time
Channel-level gross margin
Number and value of active licensing, wholesale, and partnership agreements
Time from channel concept to first revenue
Pipeline of qualified new-channel opportunities
Daily Harvest total brand household penetration & brand awareness growth over time
Requirements
10–15+ years in CPG, consumer, or retail, with direct experience in business development, new channel launch, or general management
Track record building a channel or revenue line from zero, not just managing an established one
Hands-on experience with at least two of: DTC operations, licensing deal structuring, wholesale account management, or B2B/on-premise sales
Deal-making experience: has personally negotiated and closed commercial agreements, ideally including rev-share or licensing structures
Comfortable operating without an established playbook; this is a build role, not a maintain role
Skills & Attributes
Strong commercial and financial acumen; can build and defend a P&L case for a new channel
Negotiation and contract fluency; works effectively with Legal on deal structuring
Cross-functional influence — able to pull Supply Chain, Marketing, and Finance into execution without formal authority over those teams
Bias to action; willing to be in the field for site visits, landlord meetings, and partner negotiations, not solely strategy from a desk
Bachelor's degree required; MBA a plus but not a substitute for operating experience
The salary range for this full-time position is $140,000.00 - $220,000.00, + bonus + equity + benefits. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.
