Director, Physical Sales

Director of Physical Sales (Distribution)

General Manager, RND

New York, NY (In-office, 5 days a week)

Roc Nation Distribution is seeking a Director of Physical Sales to lead and grow the physical product business across our distributed roster. This role owns the day-to-day strategy and execution of physical sales — spanning CD, vinyl, special editions, and collectible formats — through national retail accounts, independent retailers, and direct-to-consumer channels.

The ideal candidate brings deep relationships across the retail landscape, a sharp understanding of supply chain and inventory planning, and the commercial instincts to identify format opportunities that drive incremental revenue and deepen fan engagement.

• Own and execute the physical sales strategy for Roc Nation Distribution’s roster, driving revenue growth across all physical formats (CD, vinyl, cassette, box sets, deluxe editions, and other collectible configurations)
• Build and manage relationships with key national retail accounts (Target, Walmart, Amazon Physical, Barnes & Noble, etc.), independent music retailers, and specialty outlets to secure premium placement, exclusives, and co-marketing opportunities
• Develop and present sell-in strategies for priority releases, including pricing recommendations, format configurations, retail exclusives, and promotional programs tailored to each account
• Collaborate with distributed labels, artist management, and the creative team to identify and develop compelling physical product offerings — limited editions, colored vinyl, bundled merchandise, fan-focused packaging — that maximize consumer demand and collectibility
• Manage sales forecasting, inventory planning, and replenishment in coordination with supply chain and operations partners to ensure on-time delivery and optimal stock levels while minimizing overruns and returns
• Monitor and analyze physical sales data (Luminate, retailer POS, internal dashboards) to track performance against targets, identify trends, and inform strategic decisions on future releases and reorders
• Partner with the marketing team to align physical release campaigns with broader promotional efforts, ensuring retail-facing assets, point-of-sale materials, and release timing are coordinated across channels
• Work closely with the Director of Streaming & Playlist Strategy and the wider commercial team to ensure physical and digital release strategies complement each other and maximize overall chart impact
• Oversee the direct-to-consumer (D2C) physical sales channel in partnership with e-commerce and artist management teams, developing exclusive product offerings and pre-order strategies that drive early sales and fan engagement
• Track the evolving physical media landscape and bring forward-thinking ideas to leadership on how to capitalize on emerging opportunities
• Create and distribute regular sales reports and recaps for internal stakeholders and distributed label partners, highlighting retail wins, sell-through rates, and upcoming opportunities
• Identify and cultivate relationships with new retail and distribution partners, including international outlets and non-traditional channels (pop-up shops, tour merch integrations, lifestyle retailers), to expand the reach of Roc Nation Distribution’s physical catalog
• Other duties, as assigned

• 5+ years of music industry experience with a focus on physical sales, retail account management, or commercial product strategy
• Established relationships with major national retail accounts and independent music retailers
• Strong understanding of physical supply chain logistics, including manufacturing timelines, inventory planning, and distribution workflows.
• Prof…