Diversified Botanics
Director of Distributor & Specialty Channel
USA · Director
No sponsorship$25k-$40kDetected 6 days ago
SalesCadence5G/LTELeadershipMentoring
About the role
- This role sits at the center of our existing revenue engine.
- The CEO is currently managing 10+ weekly distributor relationships personally.
- Your first job is to take that calendar and never give it back.
Responsibilities
- Own all distributor relationships outside the top-5 national wholesale tier - approximately 15-25 regional distributors today, growing through Year 1-2 expansion
- Drive systematic expansion within the existing book through trade marketing investment, SKU breadth expansion, account-level depletion analysis, and quarterly business reviews
- Lead 4-6 Regional Sales Managers: weekly one-on-ones, ride-alongs, quarterly territory reviews, hiring and termination authority subject to CRO approval
- Functionally lead an Inside Sales pod of 3-5 reps supporting the long tail of independent accounts
- own the in-quarter promotional calendar
- Lead distributor agreement reform: EDI 852 rollout, MAP enforcement, return/swap/buyback term standardization
- We move quickly, maintain high standards, and expect teams to operate with urgency, transparency, and respect for the work.
- You will take ownership of a $30M distributor book, professionalize it, and build the team and systems to compound it at 25-40% annually.
- You will also open adjacent regional convenience distributors and own direct smoke shop chain relationships.
- You will not inherit a built organization - you will build one while running the business inside it.
Requirements
- 10+ years in wholesale CPG with a multi-state distributor book
- 4+ years in regional or national sales leadership
- 10-15 years in wholesale CPG, with the last 4-6 in regional or national sales leadership at brands that ran distributor-led wholesale motions.
- You have managed a multi-state book of 15-40 wholesale relationships and driven same-account YoY growth above 25% across a book over multiple years.
Nice to have
- Direct experience in alt-tobacco, vape, kratom-adjacent, or supplement wholesale channels
- Track record of opening regional convenience distributors, not just managing existing accounts
- Experience owning smoke shop or specialty retail chain relationships directly, not via broker
- EDI 852 or similar depletion data rollout experience
- $150/month in Diversified Botanics products plus 50% employee discount thereafter
- Free meals, drinks, and company celebrations
- 401(k) with 100% match on the first 2% and 50% match on the next 4%
- AI Proficiency & Innovation
Compensation
- Open 4-8 new regional convenience distributors per year (examples: regional Royal Distributing, Eby-Brown regional units, Liberty USA, S. Abraham, Lipari, Vistar)
- Be physically in front of each distributor at least once per quarter - 100+ distributor visits per year
Benefits
- Stay in front of distributor health problems 6-12 months before the data catches up
- Own the distributor health dashboard: days-on-hand, depletion velocity, reorder cadence, retention, expansion, and MAP compliance - reviewed weekly
Visa & Work Authorization
- Applicants must be authorized to work in the U.S. Reasonable accommodations are available throughout the hiring process upon request.
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This listing is sourced directly from Diversified Botanics's careers page and normalized into a canonical job model.