Senior Director, Distribution

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.