Senior Director, Distribution

Job description

Accountabilities: Own the national distribution strategy and lead the expansion, development, and performance of the DSD network across major markets. Lead new distributor implementations from contract signing through setup, kickoff, product education, first shipments, and ongoing performance management. Establish quantified volume, distribution, and market execution goals by market, customer type, channel, and SKU. Drive depth and breadth of distribution across existing accounts and untapped “white space” opportunities, particularly independent retailers and convenience stores. Develop market-specific action plans based on direct assessment of local opportunities, competitive dynamics, distributor capabilities, and retail execution. Lead distributor teams toward measurable goals by establishing clear priorities, providing ongoing education, and supporting sales representatives with practical strategies for in-store success. Build and maintain strong relationships with distributor general managers, sales leaders, directors, and other key stakeholders. Oversee relationships with national natural-channel distributors and other third-party distribution partners, including UNFI and KeHE. Establish reporting, forecasting, communication, and business review routines that provide visibility into distributor performance and enable timely course correction. Diagnose month-to-month business performance, identify growth barriers, and develop targeted action plans to improve results. Establish senior-level partnerships with distributors that move relationships beyond transactional order fulfillment toward strategic, volume-driving collaboration. Lead quarterly business reviews and executive-level engagement with distribution partners. Develop the annual distribution business plan, including national volume targets, distribution objectives, investment requirements, staffing needs, and strategic initiatives. Lead monthly executive business reviews and facilitate market- and distributor-level performance reviews. Partner closely with Key Accounts to identify opportunities to leverage distribution capabilities and increase velocity in existing customer accounts. Identify, negotiate, and implement distribution partnerships for emerging channels such as foodservice, quick-service restaurants, office/workplace, and travel. Ensure channel-specific distribution strategies support the broader route-to-market strategy while avoiding conflicts with the DSD network. Build and develop a high-performing team of regional distribution managers and other distribution leaders as the network expands. Collaborate across the organization to rapidly resolve operational challenges, align resources, and accelerate commercial execution. Requirements: Proven track record of success managing distribution networks, particularly direct store delivery (DSD) across major markets. Demonstrated experience developing and executing market growth strategies within the beverage industry, preferably in a high-growth early- to mid-stage company. Strong understanding of distributor management, retail execution, route-to-market strategy, and channel development. Proven people leadership experience, including setting priorities, establishing accountability, problem-solving, onboarding, coaching, and performance management. Experience working with syndicated data and reporting platforms to monitor market and channel performance. Demonstrated competency in annual business planning, budget oversight, strategic initiative development, and commercial investment decisions. Strong analytical capabilities and experience using data to assess performance, establish KPIs, build scorecards, and measure business impact. Excellent cross-functional leadership skills and the ability to align teams around ambitious commercial objectives. Strong relationship-building, negotiation, influencing, and stakeholder-management capabilities. Excellent verbal, written, and presentation skills, with the ability to communicate effectively at both operational and executive levels. Highly organized and execution-oriented, with the ability to balance strategic planning with hands-on market engagement. Comfortable operating in a fast-paced environment where priorities evolve and rapid action is required. Willingness and ability to travel up to 40% for customer meetings, market visits, and company activities. Must be authorized to work in the United States. Ability to occasionally lift and/or move up to 30 pounds and meet the physical requirements associated with market and office activities. Benefits: Competitive base salary of $190,000–$210,000 USD. Discretionary bonus opportunity. Equity/stock options. Comprehensive medical insurance options. Dental and vision coverage. Group life insurance. Short-term and long-term disability insurance. Flexible Spending Accounts, including medical, dependent care, and limited-use options. Health Savings Account. Accident, critical illness, and hospital indemnity insurance. Legal insurance. Travel assistance. Employee Assistance Program. Pet insurance. Traditional and Roth 401(k) plans. Vacation, personal/sick days, and paid holidays. Professional development contributions. Collaborative, people-focused work environment. Opportunities for career growth, learning, and leadership development. Employee access to company products. How Jobgether works: We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team. We appreciate your interest and wish you the best! Why Apply Through Jobgether? Data Privacy Notice: By submitting your application, you acknowledge that Jobgether will process your personal data to evaluate your candidacy and share relevant information with the hiring employer. This processing is based on legitimate interest and pre-contractual measures under applicable data protection laws (including GDPR). You may exercise your rights (access, rectification, erasure, objection) at any time. #LI-CL1 This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Director, Distribution based in the United States. This is a senior commercial leadership role responsible for building and scaling a high-performing national distribution network.You will own the strategy and execution of direct store delivery (DSD) expansion while strengthening relationships with national and channel-specific distribution partners.The role has a direct impact on revenue, volume growth, market expansion, retail execution, and long-term route-to-market capabilities.You will lead distributor implementations from contract completion through first shipments, establish performance routines, and drive accountability across markets.The position combines strategic planning, commercial analytics, relationship management, people leadership, and hands-on market execution.You will work cross-functionally with Sales, Key Accounts, Marketing, Finance, Operations, and other teams to turn distribution opportunities into measurable growth.This is an opportunity to build the infrastructure and partnerships needed to support the continued expansion of a high-growth consumer brand.