Sales Manager, Distribution

This is a fully remote position, open to applicants in Pennsylvania.

📋 Description

• Oversee relationships with designated distributor partners, serving as the main point of contact for planning, performance, and resolution of issues.

• Discover, target, and finalize new customer and distributor opportunities.

• Cultivate relationships and create commercial strategies that enhance BRCC’s market presence and foster profitable revenue growth.

• Manage distributor agreements and set expectations regarding pricing, inventory, service levels, reporting, and market execution.

• Track revenue, distribution, velocity, inventory, out-of-stock situations, profitability, and other vital performance metrics.

• Recognize distribution gaps, underserved markets, and potential route-to-market opportunities.

• Collaborate with Sales on customer strategies, product launches, promotional initiatives, and distribution objectives.

• Conduct regular distributor business reviews, maintain performance scorecards, and implement corrective measures as needed.

• Assist in forecasting, budgeting, and financial planning by analyzing distributor margins, fees, trade investments, and cost-to-serve.

• Work together with Supply Chain, Demand Planning, Finance, Customer Service, Marketing, and Sales Operations to tackle execution and fulfillment challenges.

• Lead negotiations with distributors and assist in the formulation of commercial agreements.

• Keep forecasts, account activities, opportunities, and performance updates current in BRCC’s CRM and reporting systems.

• Travel at least 50% within the assigned territory for market visits, store inspections, and distributor meetings.

⛳️ Requirements

• Minimum of five years’ experience in sales, distribution, route-to-market, account management, or a similar commercial role.

• Background in working with distributors, wholesalers, brokers, or multi-tier distribution systems.

• Experience in CPG, food and beverage, coffee, energy, convenience, grocery, or other related sectors is highly desirable.

• Proven track record in managing distributor performance and establishing effective long-term partnerships.

• Familiarity with negotiating and executing commercial contracts or distributor agreements.

• Working knowledge of customer P&Ls, distributor economics, pricing, margins, trade spending, and cost-to-serve.

• Experience in utilizing data to pinpoint distribution gaps, assess performance, and formulate commercial recommendations.

• Bachelor’s degree in Business, Sales, Supply Chain, Finance, or a related discipline is preferred.

• Ideal candidates should reside in Pennsylvania and be willing to travel within the specified territory.

• Capacity to work extended hours, including weekends and nights for events as necessary.

• Ability to fulfill physical demands including standing, sitting, talking, hearing, using a computer and telephone keyboard, reaching, stooping, kneeling, light to moderate lifting, and prolonged computer usage.

• Capacity to endure the stresses associated with travel.

• Consistent, reliable attendance is required.

• Ability to work within a confined space.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health benefits including medical, dental, and vision coverage.

• Opportunities for professional development and career advancement.

• Flexible work arrangements and a supportive work environment.