Director of DSD Sales (Remote)

Position Summary

The Director of DSD Sales is a hands-on, individual contributor responsible for driving profitable growth and scaling the Wholesale Distributor (DSD), Direct to Retail (DTR), and Broadliner (BL) networks across assigned regions.

Reporting to the COO, this remote role owns distributor performance, in-market execution, and route-to-market strategy, ensuring strong alignment, accountability, and consistent growth. This leader operates as both a strategic architect and field-focused operator, staying close to distributor relationships while building structure, driving execution, and delivering results.

Key Responsibilities

· Own and lead sales strategy, execution, and revenue performance across assigned Wholesale Distributor, Direct to Retail, and Broadliner channels

· Translate sales and enterprise strategy into actionable plans and initiatives, delivering against revenue and growth targets

· Develop, execute, and continuously refine sales plans across assigned accounts and regions

· Drive business development through new account opportunities, expanded distribution, and consistent follow-up

· Identify expansion opportunities and optimize route-to-market efficiency across distributors and partners

· Manage and grow relationships with distributors, broker partners, and key regional accounts

· Set clear expectations for execution, performance, and brand standards across the network

· Ensure strong in-market execution at the shelf, including placement, pricing, and promotions

· Partner with distributors to drive velocity, distribution gains, and overall brand presence

· Lead negotiations on pricing, contracts, and program terms aligned with margin and channel strategy

· Represent assigned channels in commercial planning, forecasting, and performance management discussions

· Build structure across sales channels, including reporting, forecasting, and performance tracking

· Monitor performance, assess results, and adjust strategies to drive continuous improvement

· Partner cross-functionally with Customer Service, Logistics, Supply Chain, Marketing, and Finance to ensure seamless execution

· Align promotional strategy and brand activation with Marketing to support growth

· Support issue resolution and maintain a high level of responsiveness across accounts and partners

· Stay closely connected to field activity, market dynamics, and competitive landscape

· Contribute to overall sales leadership, strategy development, and organizational alignment

Qualifications

· 8–10+ years of progressive experience in Wholesale Distribution, Direct to Retail, and Broadliner or related sales within a CPG, food, or beverage environment

· Proven success driving channel growth and delivering commercial results

· Experience managing distributor networks and broker-supported selling organizations

· Strong understanding of route-to-market strategy and in-market execution

· Demonstrated ability to influence cross-functional teams and external partners

· Strong track record of developing and executing sales strategies across regions or channels

· Excellent communication, analytical, and negotiation skills

· Advanced relationship-building and stakeholder management capabilities

· Highly organized, data-driven, and execution-focused

· Hands-on leadership style with strong operational awareness

What Success Looks Like

• High-performing, accountable distributor network
• Improved in-market execution and brand visibility
• Clear performance tracking and distributor alignment
• Consistent growth across regions and partners

Benefits

· Base salary range: $120,000–$135,000 annually, based on experience and geographic location.

· Bonus: Eligible for an annual discretionary bonus of up to 20% of base salary (based on company and individual performance).

· 100% employer-paid Medical, Dental, Vision, Disability, and Life Insurance for team members.

· 401(k) Retirement Plan with employer discretionary matching $1 for $1 up to 3% of annual earnings

· Paid Time Off (PTO) Vacation & Sick Leave

· Paid Holidays (11 Days)

· Paid Parental Leave

· Paid Day Off for Your Birthday

· Monthly Phone/Internet & Wellness Stipend