Director, Sales & Distribution

Summary

Join Botanic Tonics as the Director of Sales & Distribution and lead regional sales execution and distributor network performance across the West Region. This crucial role drives revenue growth by effectively deploying, managing, and holding accountable our Direct Store Distribution (DSD) partners. You will support strategic market expansion, monitor sales performance, and serve as a key resource and partner to distributors. Success demands strong operational discipline, relationship-building skills, and a sharp focus on achieving sales goals. The position involves managing relationships with DSDs, leading onboarding for new partnerships, and serving as a primary problem-solver for distributor issues. You will also build relationships with key retail accounts and channel partners, ensuring professional representation across all regional touchpoints.

Requirements

• Bachelor’s degree in Business, Marketing, or a related field (Master’s degree preferred)
• 7+ years of sales and distributor management experience, preferably within CPG and DSD models
• Must have deep knowledge of the C-Store Channel
• Proven track record of driving sales results through distributor or field team leadership
• Strong understanding of regional retail dynamics, especially in convenience, gas, and independent channels
• Exceptional communication, coaching, and problem-solving skills
• Technically proficient: Microsoft Office, Google Suite, CRM tools, Slack, and sales enablement platforms
• Must thrive in a fast-paced, high-growth environment with hands-on execution
• Ability to travel frequently and work independently while managing a large geographic region

Responsibilities

• Execute the regional sales strategy, ensuring alignment with overall company objectives
• Identify new account opportunities and geographic growth potential within the assigned region
• Analyze regional sales trends and competitive activity to inform strategic decisions and tactical execution
• Monitor and report on progress toward sales targets, making real-time adjustments to improve performance
• Manage relationships with existing DSDs, providing coaching, performance oversight, and support to ensure targets are met
• Evaluate distributor performance regularly; take corrective action including contract termination or expansion as necessary
• Lead onboarding for new distributor partnerships, with a focus on high-potential markets
• Serve as a primary problem-solver for distributor issues, escalating cross-functional needs to appropriate stakeholders
• Drive compliance with DSD standards and best practices to ensure efficient execution and minimal product or revenue loss
• Ensure strong territory management and route optimization across the region
• Support sales forecasting processes with reliable, data-informed inputs
• Build and maintain strong relationships with key retail accounts and channel partners
• Support DSDs in pursuing and securing new retail accounts
• Ensure that the company is represented with professionalism and consistency across all regional touchpoints
• Partner closely with Sales, Marketing, and Operations teams to align on strategy and resolve field-level issues
• Actively participate in national and regional sales meetings and contribute to cross-functional initiatives
• Share field insights regularly to inform strategic planning and innovation