Director of Key Accounts & Distribution - West

Location:

Must be located within PST zone - California, Oregon, or Washington (remote)

Travel: ~50% including overnight, distributor reviews, customer meetings, and company events

Reports to:

VP of Distribution

The Director of Distribution & Key Accounts – West owns distributor partnerships, key account relationships, and commercial execution across the Western region. This is the primary business leader for the region, responsible for sales growth, distribution expansion, market share, and profitability.

The Director will work cross-functionally with Marketing, Operations, Finance, and Leadership to hit revenue targets.

• Lead all distributor relationships within the territory, ensuring alignment with company objectives and clear performance expectations.
• Conduct regular business reviews to evaluate performance, identify opportunities, and develop action plans that drive growth.
• Monitor market conditions, competitive activity, and retailer performance to capture distribution and revenue opportunities.
• Ensure successful execution of sales programs, promotions, new item launches, and merchandising standards.

• Develop and execute strategic business plans for regional and national key accounts in the territory.
• Negotiate and secure distribution gains, promotional opportunities, displays, and incremental placements.
• Achieve volume, revenue, and market share objectives across assigned accounts.
• Identify and pursue new business opportunities that support long-term growth.

• Build annual business plans and sales strategies aligned with company objectives.
• Use data and market insights to drive decisions, analyze trends, and maximize ROI.

• Lead, coach, and develop field sales personnel and third-party sales teams.
• Set performance goals, provide regular feedback, and foster a culture of accountability and continuous improvement.

• 5+ years of progressive sales leadership in CPG; beverage industry experience strongly preferred.
• Proven track record of sales growth through distributor management and key account development.
• Experience working for both suppliers and distributors preferred.
• Strong strategic planning, negotiation, and analytical skills.
• Excellent communication, presentation, and cross-functional influence.
• Proficiency in Google Suite, Excel, PowerPoint, and business reporting tools.
• Valid driver’s license; ability to travel extensively throughout the territory.

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