Director of Sales & Distribution - West Region

Salary: $160K - $175K Employment Type: Full-Time Location Type: Remote

Position Overview

Botanic Tonics offers a unique perspective on well-being, focusing on grounding individuals in the present moment through kava products. We are seeking a dynamic Director of Sales & Distribution to lead regional sales execution and distributor network performance across the West Region. This role is crucial for driving revenue growth by effectively deploying, managing, and holding our Direct Store Distribution (DSD) partners accountable. The Director will be instrumental in supporting strategic market expansion, monitoring sales performance, and acting as a key resource and partner to our field distributors. Success hinges on strong operational discipline, exceptional relationship-building skills, and a relentless focus on achieving 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.

About Botanic Tonics

At Botanic Tonics, we understand that the modern world can be overwhelming. We offer kava products blended with natural ingredients designed to ground you in the present moment, enabling you to engage fully with life. Our philosophy is about tuning into your inner voice rather than escaping the noise. We believe that being present enriches lives and brings out our best selves. Be Present. Be You. When you can truly be there, you feel free.