Sales & Distribution Manager

Mission Statement

We are Black Rifle Coffee Company, a veteran-founded company serving premium, fresh-roasted coffee to people who love America. We have a love for coffee, dogs, the outdoors, America, and most importantly, our customers! We are more than a product and more than a company; we are a culture. A culture full of motivated people who roll up their sleeves and get the job done with integrity, love, innovation, and radical transparency.

Join us as we take action on our commitment to provide quality coffee and give back to the veteran and first responder communities and those who support it.

The Sales and Distribution Manager is responsible for strengthening BRCC’s distributor network and driving profitable growth across assigned customers, markets, and channels in the northeast territory. This role serves as a key connection between BRCC, distributor partners, and internal Sales teams to improve product availability, market coverage, inventory flow, and execution. The ideal candidate understands both the commercial and operational sides of distribution and can translate sales priorities into clear distributor expectations, measurable performance goals, and actionable market plans.

• Manage relationships with assigned distributor partners, serving as the primary contact for planning, performance, and issue resolution.
• Identify, prospect, and secure new customer and distributor opportunities, developing relationships and commercial plans that expand BRCC’s market presence and drive profitable revenue growth.
• Administer distributor agreements and establish clear expectations for pricing, inventory, service levels, reporting, and market execution.
• Monitor revenue, distribution, velocity, inventory, out-of-stocks, profitability, and other key performance indicators.
• Identify distribution gaps, underserved markets, and route-to-market opportunities that support profitable growth.
• Partner with Sales to align distributor capabilities with customer plans, product launches, promotional programs, and distribution goals.
• Lead recurring distributor business reviews, maintain performance scorecards, and establish corrective actions when expectations are not met.
• Support forecasting, budgeting, and financial planning by evaluating distributor margins, fees, trade investments, and cost-to-serve.
• Collaborate with Supply Chain, Demand Planning, Finance, Customer Service, Marketing, and Sales Operations to resolve execution and fulfillment challenges.
• Lead distributor negotiations and support the development, renewal, and execution of commercial agreements.
• Maintain accurate forecasts, account activity, opportunities, and performance updates within BRCC’s CRM and reporting systems.
• Travel at least 50% in designated territory for market rides, store visits, and distributor meetings.

• Five or more years of experience in sales, distribution, route-to-market, account management, or a related commercial function.
• Experience working with distributors, wholesalers, brokers, or multi-tier distribution networks.
• CPG, food and beverage, coffee, energy, convenience, grocery, or related channel experience strongly preferred.
• Demonstrated experience managing distributor performance and building productive long-term partnerships.
• Experience negotiating and executing commercial contracts or distributor agreements.
• Working knowledge of customer P&Ls, distributor economics, pricing, margins, trade spend, and cost-to-serve.
• Experience using data to identify distribution gaps, evaluate performance, and develop commercial recommendations.
• Bachelor’s degree in Business, Sales, Supply Chain, Finance, or a related field preferred.