Fallow Collective Managing Director (Rooted Field Services) Remote · Full time Company website

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Fallow Collective is a hospitality-driven ecosystem building and growing purpose-driven brands across beverage alcohol and hospitality-adjacent CPG. We exist at the intersection of commerce and purpose, where disciplined strategy meets meaningful experience, and where doing right by people and doing well in business are treated as the same goal. We were built on a belief that emerging brands deserve more than advice. They deserve an ecosystem, one that can take a brand from strategy to shelf, from first account to national scale, and from a good product to an experience people remember. Rather than launch a single company, we built a family of connected ventures, each led by its own operators, that together cover the full arc of how a brand grows in our industry. What one entity sets in motion, another carries forward, so founders gain senior leadership, real execution, and lasting relationships without assembling it all themselves. A common thread runs through everything we do: bringing hospitality back to retail. Whether we are opening doors at the corporate level, executing in the field, designing an activation, or pouring a thoughtful drink, we lead with hospitality, intention, and genuine care for the people on every side of the transaction. We hold ourselves to thoughtful growth and financial discipline, and we invest in leadership development so the people who build with us grow as much as the brands we serve. At Fallow Collective, we don't just build businesses. We design ecosystems that empower founders, support operators in the field, and deliver experiences grounded in hospitality, inclusivity, and intentional design. Through the Fallow Foundation, our nonprofit dedicated to food access and education, we extend that same purpose beyond commerce to the communities we are part of. Rooted in purpose. Built to grow.

TITLE: Managing Director | Rooted Field Services

EMPLOYMENT TYPE: Full-Time, W2

LOCATION: Remote, with travel as needed

OVERVIEW

Rooted Field Services is looking for an owner-operator, not an executive hire. The Managing Director runs the agency: full ownership of the P&L, leadership of the category Division Leads and the Field Sales Representative organization, and accountability for the execution standard across every engagement. Compensation is structured as a true partner: a base salary plus commission on the gross revenue of the entire agency, across every client and every market, plus a meaningful equity stake in Rooted Field Services.

ABOUT FALLOW COLLECTIVE

Fallow Collective is a hospitality-driven ecosystem building and growing purpose-driven brands across beverage alcohol and hospitality-adjacent CPG. We exist at the intersection of commerce and purpose, where disciplined strategy meets meaningful experience, and where doing right by people and doing well in business are treated as the same goal.

We were built on a belief that emerging brands deserve more than advice. They deserve an ecosystem, one that can take a brand from strategy to shelf, from first account to national scale, and from a good product to an experience people remember. Rather than launch a single company, we built a family of connected ventures, each led by its own operators, that together cover the full arc of how a brand grows in our industry. What one entity sets in motion, another carries forward, so founders gain senior leadership, real execution, and lasting relationships without assembling it all themselves.

A common thread runs through everything we do: bringing hospitality back to retail. Whether we are opening doors at the corporate level, executing in the field, designing an activation, or pouring a thoughtful drink, we lead with hospitality, intention, and genuine care for the people on every side of the transaction. We hold ourselves to thoughtful growth and financial discipline, and we invest in leadership development so the people who build with us grow as much as the brands we serve.

At Fallow Collective, we don't just launch businesses. We design ecosystems that empower founders, support operators in the field, and deliver experiences grounded in hospitality, inclusivity, and intentional design. Through the Fallow Foundation, our nonprofit dedicated to food access and education, we extend that same purpose beyond commerce to the communities we are part of.

Rooted in purpose. Built to grow.

ABOUT ROOTED FIELD SERVICES

Rooted Field Services is Fallow Collective's field execution and sales agency for purpose-driven brands in beverage alcohol and regulated CPG, focused on the off-premise retail channel across grocery, convenience, and mass. We exist for brands that need senior commercial leadership and real in-market execution but aren't ready to carry a full in-house team, and we deliver both under one roof.

The agency works through two connected pillars. The first is fractional executive leadership: seasoned operators serving as fractional commercial, strategy, and advisory leadership who set go-to-market strategy, build distributor and buyer relationships, and guide brands through each stage of growth. The second is a category-specialized field force that carries that strategy into market, opening accounts, executing at shelf across grocery, convenience, and mass, and turning plans into placements and real sell-through. Rooted Field Services is organized into category divisions, each led by an operator with deep relationships in their space, so every brand is matched with people who already know its buyers, its category, and its regulatory terrain.

The result is disciplined, senior-level growth without the overhead, helping founders scale with integrity and intention.

Grounded execution. Real results.

THE OPPORTUNITY

Where each Division Lead builds a category, the Managing Director builds the agency. You will lead a team of accomplished category operators across the agency's three Divisions, THC, Functional, and RTDs, lead the field organization, hold the operating cadence, protect the brand promise with every client, and own the agency's revenue, margin, and growth trajectory. Every client signed and every market opened grows your earnings and your equity value.

You will not build alone. The full operating infrastructure of Fallow Collective is in place: payroll, contracts, CRM, finance, marketing and content support, events and activation, and active business development feeding the agency pipeline.

WHAT YOU WILL DO

• Own the Rooted Field Services P&L: revenue, margin, and growth across the full client roster
• Lead the Division Leads: recruiting, onboarding, performance, and category strategy alignment
• Lead the field organization: recruiting, deployment, and performance of Field Sales Representatives across markets
• Run the agency operating cadence: pipeline, KPI, and client health reviews
• Hold the client experience standard from contract through renewal
• Own pricing discipline, engagement scoping, and contract approvals
• Represent Rooted Field Services as its senior commercial leader with clients, distributors, retailers, and the industry
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WHO WE ARE LOOKING FOR

• Fifteen or more years of commercial leadership in CPG retail, including meaningful time leading field teams and owning a P&L
• A track record of building or scaling a sales organization, agency, or commercial function
• Demonstrated ability to lead senior leaders and distributed field teams with KPI accountability
• Deep familiarity with convenience, grocery, mass, and alternative retail channels and emerging brand growth
• Operating discipline across cadence, KPIs, margin, and accountability
• Entrepreneurial conviction; comfortable with compensation weighted toward commission tied to the revenue of the whole agency, with equity as the long-term upside
• Hospitality-minded leader who sets the service standard from the top
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COMPENSATION SUMMARY

Full-Time W2 with a small base salary, commission, and a meaningful equity stake in Rooted Field Services. The Managing Director earns a $40,000 base salary plus commission on the gross revenue of the entire agency, across all clients and service lines, up to an annual commission cap of $250,000. Beyond the cap, the upside of agency growth accrues through your equity stake. Standard benefits package included.

Illustrative earning trajectory:

• Year 1 (build phase): approximately $85,000 to $105,000 in commission, plus base
• Year 2 and beyond (scaling agency): $250,000 in commission (annual cap), plus base, with continued agency growth building equity value

Benefits include health insurance with 75 percent of premium covered, three weeks of paid vacation, seven recognized holidays plus year-end company closure, monthly phone and internet allowances, and pre-approved travel reimbursement.

A complete compensation package description, equity terms, and full job description are shared during the interview process.

Fallow Collective is an equal opportunity organization. We are committed to building a leadership bench that reflects the diversity of the categories and communities we serve.