Diversified Botanics
Sales
DirectorofDistributor&SpecialtyChannel
“Director of Distributor & Specialty Channel at Diversified Botanics. Skills: Distributor management, Channel sales, Revenue growth, Team leadership. Own distributor relationships. Drive systematic expansion”
What You'll Achieve.
Compound $30M distributor book; Grow book 25-40% annually; Open 4-8 new distributors/year; Improve distributor health metrics; Enforce MAP compliance; Standardize agreement terms
Industry & Context.
Depletion analysis; Distributor health analysis; Problem identification
100+ distributor visits/year, Physically in front of distributors
What They're Looking For.
Must Have
10+ years wholesale CPG, multi-state distributor book, 4+ years sales leadership, same-account growth > 25% YoY, fluency in distributor health metrics, experience managing sales team
Nice to Have
direct experience alt-tobacco, direct experience vape, direct experience kratom-adjacent, direct experience supplement wholesale, track record opening regional distributors, experience owning smoke shop chains, experience owning specialty retail chains, EDI 852 rollout experience, structured quarterly business reviews
What You'll Do.
Own distributor relationships
Drive systematic expansion
Invest in trade marketing
Analyze account depletion
Conduct quarterly business reviews
Open new regional distributors
Own direct smoke shop relationships
Own specialty chain relationships
Lead Regional Sales Managers
Conduct weekly one-on-ones
Conduct quarterly territory reviews
Manage hiring and termination
Functionally lead Inside Sales pod
Support independent accounts
Own distributor health dashboard
Allocate trade dollars
Own in-quarter promotional calendar
Lead distributor agreement reform
Standardize return terms
Standardize swapuyback terms
Visit distributors quarterly
Visit 100+ distributors annually
How You'll Work.
Team & Collaboration
Lead Regional Sales Managers; Lead Inside Sales pod; Coordinate with CRO
Communication Scope
Executive presentations; Direct communication
Process & Methodology
EDI 852 rollout
Applying for this Director of Distributor & Specialty Channel role?
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