Fallow Collective Managing Director (Orchard) 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 | Orchard Employment Type: Full-Time, W2 Location: Remote, with travel as needed

OVERVIEW Orchard is looking for an owner-operator, not an executive hire. The Managing Director runs the agency: full ownership of the P&L, the account book, the buyer relationships, and the account-management standard across on-premise and off-premise. Compensation is structured as a true partner: a base salary plus commission on the agency's gross revenue that converts to guaranteed salary as the business scales, plus a meaningful equity stake in Orchard.

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 ORCHARD Orchard is Fallow Collective's national-accounts agency, opening and managing chain accounts across on-premise and off-premise at scale. When a brand books Orchard, it gets senior buyer relationships, disciplined account management, and a path from first chain placement to national distribution. Orchard represents brands to the accounts that move volume, with the relationships and rigor to win the business and keep it. It's national scale earned through real relationships, not cold outreach. The result is durable chain distribution that compounds, helping purpose-driven brands grow through account leadership that buyers trust. National scale, real relationships.

THE OPPORTUNITY Where most sales agencies chase placements, Orchard builds account relationships that last. You will build the account book, own the buyer relationships and account-management standard, lead the account team, hold the operating cadence, and own the agency's revenue, margin, and growth trajectory, with built-in demand flowing from sister Collective agencies. Every account opened and every brand signed 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 support, and sister entities in field execution, activation, and commercial sales feeding the pipeline.

WHO WE ARE LOOKING FOR We are looking for an owner-operator: a senior national-accounts or key-accounts leader who wants to run a business, not hold a title. The ideal Managing Director has:

• Ten or more years of leadership managing chain buyer relationships on-premise or off-premise, including meaningful time selling and owning a P&L
• A track record of opening and scaling national or regional chain accounts
• Deep familiarity with the U.S. three-tier system and the realities of chain-account management
• Operating discipline: comfortable running pipeline, account plans, margin, and accountability at scale
• Entrepreneurial conviction: comfortable with compensation weighted toward commission tied to the gross revenue of the whole agency, converting to salary as it scales, with equity as the long-term upside

COMPENSATION Full-Time W2, structured as a true partner: a base salary plus commission on the agency's gross revenue, converting to guaranteed salary as the business scales, plus a meaningful equity stake in Orchard. As the agency's trailing-twelve-month gross revenue grows, the base salary steps up and the commission rate steps down, with base salary that ratchets up only and never decreases. Total cash compensation is capped at $250,000; beyond the cap, the upside of growth accrues through your equity stake. Benefits include health, vision, and dental insurance with 75 percent of premium covered; a 401(k) with a 3.5 percent company match after one year of service; three weeks of paid vacation; seven recognized holidays plus year-end company closure; and business expenses. A complete compensation package description, equity terms, and full job description are shared during the interview process.

HIRING PROCESS The hiring process is run directly by the Founder. Candidates can expect an initial conversation, a working session on the Orchard business model and growth plan, and a final discussion of terms.

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.