Director of Sales | DSD West

Core Responsibilities: 1. Leadership & Ownership Lead, coach, and inspire DSD partners and internal teams to consistently deliver best-in-class execution. Establish clear objectives, accountability routines, and weekly performance rhythms. Build a high-trust culture rooted in transparency, data, and results. Serve as the senior point of contact for all West-Region DSD escalations, opportunities, and leadership-level conversations. 2. DSD Sales Strategy & JBP Development Lead the creation and execution of annual Joint Business Plans (JBPs) with each DSD partner, including: distribution build-out velocity expectations display targets retail standards promotional calendars risk & opportunity tracking Develop strategic plans by territory, state, and partner to maximize distribution, revenue, and profitability. Align with DSD ownership's capabilities, warehouse practices, and retail coverage models to optimize growth. 3. Retail Execution & Field Performance Ensure flawless execution across all retail outlets supported by DSD partners. Set and enforce the “SPYLT Standards of Excellence” for retail: distribution facings cold placement display execution POS compliance promotional accuracy Conduct ride-alongs, market visits, and account-level audits to ensure DSD teams meet expectations. 4. Relationship Management & Senior-Level Wiring Build and maintain strong senior-level relationships with DSD GMs, Sales VPs, Ops leaders, and Retail Directors. Wire directly into Regional Retailers influencing the East (e.g., Publix, Kroger Divisions, Albertsons Companies, Ahold, Wakefern, etc.). Resolve issues proactively, from credit/payment challenges to replenishment disruptions. Serve as a strategic advisor to bottlers on the growth of SPYLT and the protein category within their portfolios. 5. Data, Forecasting & Business Analytics Leverage VIP/Karma, SPINS, 84.51, and Aisle AI** to inform decisions and improve operational precision. Own forecasting for each DSD partner: revenue shipments and share of visual inventory days of supply promotional lifts seasonal planning Build and execute weekly/monthly dashboards and OKRs to track performance and identify risk/opportunity pockets. 6. Team Development & Cross-Functional Collaboration Recruit, develop, and mentor SPYLT field team members (Regional Sales Managers, Area Sales Managers). Collaborate tightly with SPYLT Retail Team, Marketing, Operations, Finance, and Data/AI teams to align plans and execution. Lead recurring cross-functional business reviews covering DSD performance, forecasting, and strategic priorities. 7. Customer/Partner Focus Deeply understand each DSD partner’s market, operational capabilities, consumer base, and competitive set. Deliver exceptional responsiveness, follow-up, and service. Build loyalty through reliability, clarity, and proactive problem-solving. 8. Adaptability & High-Velocity Execution Adjust strategy quickly to shifts in retail demand, category trends, or DSD partner performance. Model resilience, urgency, and solution-oriented thinking. Champion continuous improvement and innovation across the division.

Experience & Education: Bachelor’s Degree in Business, Sales, Marketing — or 5–7+ years of senior-level DSD leadership experience (non-alcohol beverage preferred). Proven track record leading high-performing DSD organizations. Experience scaling emerging beverage brands strongly preferred.

Core Competencies: DSD leadership excellence with deep operational understanding. Senior-level customer wiring and negotiation capability. Strong financial, analytical, and forecasting acumen. Expert in planning, routing, coverage models, and DSD retail execution. Proficiency in VIP/Karma, Google Suite, CRM platforms, data systems, and retail measurement tools. Exceptional verbal, written, and executive-level communication skills. Ability to lead both internally and externally with clarity and authority. Physical & Additional Requirements Ability to lift up to 50 lbs and perform basic physical tasks related to retail/field visits. Willingness to travel extensively across the East Region (40–60%). Professional certifications in sales leadership a plus. Strong, verifiable professional references required.

Benefits: Competitive salary Health insurance Paid time off Opportunity to build and scale one of the fastest-growing beverage brands in America We are an equal opportunity employer and do not discriminate on the basis of race, color, religion, sex, national origin, age, disability or any other protected characteristic under applicable law.