Director, Digital Marketplace & Growth

Director, Marketplace Strategy & Growth

Edible Brands® was launched in 2022 to bring together powerful, purpose-led brands under one unified purpose: to enrich everyday life through celebration, nourishment, and wellness. Today, Edible Brands powers three bold and growing concepts across 600+ locations worldwide.

Our portfolio spans Edible Arrangements®, the iconic gifting brand; Rōti®, a Mediterranean-inspired fast-casual restaurant; and BerryDirect®, our robust supply chain infrastructure. Together, these brands are fueled by The Edible Brands Way—a set of employee-driven values that keep us committed, collaborative, adaptable, results-driven, and always ready to celebrate.

The Big Picture

As the Director, Marketplace Strategy & Business Development, you will be responsible for expanding how and where customers discover, purchase, and experience Edible Brands. This role goes beyond managing existing third-party delivery partnerships. You will identify untapped channels, develop strategic partnerships, and lead the cross-functional execution required to bring new revenue opportunities to life across our portfolio of brands.

You will own the strategy and performance of our existing third-party aggregator (TPA) business, including partnerships such as DoorDash, Uber Eats, and Grubhub, while serving as the driving force behind our next phase of marketplace expansion. From identifying emerging platforms and evaluating new business models to building business cases, negotiating partnerships, and coordinating launches, you will turn new channel opportunities into scalable, profitable growth.

This is a highly strategic and hands-on leadership role that requires equal parts business development, commercial strategy, and execution. You will work across eCommerce, Marketing, Operations, Finance, Technology, Innovation, Customer Care, and franchise leadership to align stakeholders, navigate operational complexities, and ensure new channels are successfully implemented across the business. Your ability to identifywhat's next, build the case for investment, and lead initiatives from concept through launch and ongoing optimization will be critical to Edible Brands' continued growth.

Location: This position will work onsiteout of our Corporate Office in Sandy Springs, GA Monday–Friday.

What that looks like day to day

Identify and develop new growth channels: Proactively research, evaluate, and pursue new third-party platforms, marketplaces, strategic partnerships, and distribution channels that expand customer reach and create incremental revenue opportunities across Edible Brands' portfolio.

Lead new channel development from concept to launch: Own the end-to-end process for bringing new channels to market, including opportunity assessment, business case development, partner negotiations, financial modeling, internal alignment, technology integrations, operational readiness, launch execution, and post-launch performance management.

Own the existing TPA business: Lead the Third-Party Aggregator function and team, overseeing relationships with DoorDash, Uber Eats, Grubhub, and other established partners while driving revenue growth, profitability, partner performance, and continuous improvement.

Build strategic partnerships: Develop and manage relationships with prospective and existing channel partners, negotiate commercial terms, establish joint business plans, and structure partnerships that align with Edible Brands' strategic and financial objectives.

Develop business cases and investment recommendations: Evaluate new channel opportunities based on market potential, customer demand, competitive positioning, revenue opportunity, implementation requirements, franchise impact, and expected profitability. Present recommendations and investment priorities to executive leadership.

Lead cross-functional execution: Bring together eCommerce, Marketing, Operations, Finance, Technology, Innovation, Customer Care, and franchise stakeholders to define requirements, establish ownership, resolve barriers, and drive new channel initiatives from approval through implementation.

Drive channel adoption and operational readiness: Ensure new and existing channels are supported by the necessary technology, integrations, processes, training, marketing, fulfillment capabilities, and franchise engagement to deliver a consistent customer experience at scale.

Own channel performance and financial outcomes: Establish KPIs and reporting frameworks to measure revenue, profitability, transactions, customer acquisition, marketplace fees, promotional ROI, and other key performance indicators. Use insights to optimize existing channels and inform future investments.

Establish strategic priorities and execution discipline: Develop channel roadmaps, business plans, forecasts, budgets, and launch timelines. Manage competing priorities, communicate progress and risks, and maintain accountability across cross-functional workstreams.

Stay ahead of emerging opportunities: Monitor consumer behavior, competitive activity, industry trends, new technologies, and evolving marketplace models to continuously identify ways Edible Brands can expand distribution, improve convenience, and unlock new sources of growth.

What You Bring (Experience, Knowledge & Skills)

8+ years of progressive experience in business development, eCommerce, digital commerce, marketplace strategy, strategic partnerships, or a related field, with a proven track record of launching new channels, developing partnerships, and delivering measurable business growth.

Demonstrated success taking new business opportunities from initial research and business case development through partner negotiations, cross-functional implementation, launch, and ongoing performance optimization.

Experience managing third-party aggregators and delivery platforms such as DoorDash, Uber Eats, Grubhub, ezCater, or similar partners; experience in restaurant, franchise, multi-unit, or distributed operating environments is strongly preferred.

Strong commercial and financial acumen, including business case development, revenue forecasting, profitability analysis, contract negotiations, partnership economics, and return-on-investment evaluation.

Proven ability to lead complex, cross-functional initiatives involving technology integrations, operational processes, marketing, finance, and multiple stakeholder groups, with a track record of driving projects through to successful execution.

Strong analytical and technical capabilities, including performance reporting, KPI development, and familiarity with marketplace tools, digital integrations, and emerging commerce platforms.

How You Work (Key Attributes)

Entrepreneurial and opportunity driven: You naturally identifywhat's missing, where the market is moving, and how new channels or partnerships can create meaningful growth. You are comfortable exploring unproven opportunities and turning ideas into actionable business strategies.

Strategic and commercially minded: You evaluate opportunities through the lens of customer demand, competitive advantage, financial return, and long-term business value.

A hands-on executor: You don't stop at the strategy or hand off the difficult parts. You take ownership, work through complexity, remove barriers, and drive initiatives from concept to launch and measurable results.

A cross-functional influencer: You bring the right people together, establish accountability, navigate competing priorities, and build alignment across teams and franchise stakeholders without relying solely on direct authority.

Analytical and decisive: You use data to evaluate opportunities, build compelling business cases, make informed trade-offs, and measure the impact of your decisions.

Adaptable and persistent: You thrive in an evolving environment, navigate ambiguity, and remain focused on outcomes when new partnerships or channel launches require problem-solving, iteration, and sustained follow-through.

We are proud to be an EEO/AA employer. Applicants for employment are considered without regard to race, creed, color, religion, sex, sexual orientation, marital status, national origin, age, disability, or veteran status.