Sales & Distribution Manager

Ideal candidates will reside in Pennsylvania to travel within designated northeast territory.

Key Responsibilities: 

• 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.  

Education and Skill Requirements 

• 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.  

Position Type/Expected Hours of Work/Physical Requirements 

This is a full-time position and may require long hours and may require weekend and nights work per events. 

• Travel Requirements: 50%  

• While performing the duties of this job, the employee is regularly required to, stand, sit; talk, hear, and use hands and fingers to operate a computer and telephone keyboard reach, stoop kneel to install computer equipment. 

• Specific vision abilities required by this job include close vision requirements due to computer work. 

• Light to moderate lifting is required. 

• Ability to uphold the stress of traveling. 

• Regular, predictable attendance is required; including quarter-driven hours as business demands dictate. 

• Moderate noise (i.e. business office with computers, phone, and printers, light traffic). 

• Ability to work in a confined area. 

• Ability to sit at a computer terminal for an extended period of time. 

Other Duties  

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.