Director, Sales & Distribution

At Botanic Tonics, we know our world is fast, noisy and distracting. It can easily leave us feeling tied up, strung out and not ourselves. Maybe you think the more supercharged you are, the better you’ll be. Maybe escape is the only way for you to truly feel free. We’re not judging — we just have a different point of view. Because we’re not a fuel for keeping pace with the rat-race of every day. We’re not an elixir that transports you through the clouds to a tranquil place. We’re kava products with blends of other naturally active ingredients, designed to bring you down to earth and into the present, so you can make the most of every moment. Why waste effort trying to quiet the noise when you can tune into it, to hear the one voice that matters? We believe choosing to engage with the here and now is more fulfilling. It makes us feel good, enriches our lives, and brings out our best selves. Be Present. Be You. When you can truly be there, you feel free.

Overview

The Director of Sales & Distribution is responsible for leading regional sales execution and distributor network performance across the West Region. This role is essential to driving revenue growth through the effective deployment, management, and accountability of our Direct Store Distribution (DSD) partners. The Director will support strategic market expansion, monitor sales performance, and serve as a key resource and partner to distributors in the field. Success in this role requires strong operational discipline, relationship-building expertise, and a sharp focus on delivering against sales goals.

Key Responsibilities

Regional Sales Leadership

• 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.

DSD Partner Oversight

• 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.

Operational Execution

• 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.

Client & Stakeholder Relationships

• 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.

Collaboration & Communication

• 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.

Qualifications

• 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.