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Director of Distributor & Specialty Channel

Diversified Botanics
Remote

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Job Details

Full-time
$155,000 - $295,000 a year

Benefits

Tuition reimbursement
401(k) matching
Employee discount
Gym membership
Professional development assistance

Qualifications

Sales analysis
Managing sales strategy or development teams
Account development
Sales team management
Sales data analysis
Sales revenue analysis
Sales leadership

Full Job Description

Diversified Botanics is a high-accountability, execution-driven environment built for people who value ownership, operational discipline, and measurable impact. We move quickly, maintain high standards, and expect teams to operate with urgency, transparency, and respect for the work.

This is a company for people who take pride in precision, communicate directly, adapt quickly, and understand that long-term credibility is built through consistency—not shortcuts.

Note to Recruitment Agencies

Diversified Botanics does not engage external recruiting agencies. All candidates must apply directly.

About This Role

This role sits at the center of our existing revenue engine. You will take ownership of a $30M distributor book, professionalize it, and build the team and systems to compound it at 25–40% annually. You will also open adjacent regional convenience distributors and own direct smoke shop chain relationships.

You will not inherit a built organization — you will build one while running the business inside it. The CEO is currently managing 10+ weekly distributor relationships personally. Your first job is to take that calendar and never give it back.

What You'll Do

Own all distributor relationships outside the top-5 national wholesale tier — approximately 15–25 regional distributors today, growing through Year 1–2 expansion
Drive systematic expansion within the existing book through trade marketing investment, SKU breadth expansion, account-level depletion analysis, and quarterly business reviews
Open 4–8 new regional convenience distributors per year (examples: regional Royal Distributing, Eby-Brown regional units, Liberty USA, S. Abraham, Lipari, Vistar)
Own direct smoke shop and specialty chain relationships — regional and national chains of smoke shops, vape shops, head shops, and kava bars (e.g., Smoker's Outlet, Tobacco Stop, Smokers Plus, Up-N-Smoke, Cigar World, regional consolidators)
Lead 4–6 Regional Sales Managers: weekly one-on-ones, ride-alongs, quarterly territory reviews, hiring and termination authority subject to CRO approval
Functionally lead an Inside Sales pod of 3–5 reps supporting the long tail of independent accounts
Own the distributor health dashboard: days-on-hand, depletion velocity, reorder cadence, retention, expansion, and MAP compliance — reviewed weekly
Allocate trade dollars across the distributor book under CRO-approved budget; own the in-quarter promotional calendar
Lead distributor agreement reform: EDI 852 rollout, MAP enforcement, return/swap/buyback term standardization
Be physically in front of each distributor at least once per quarter — 100+ distributor visits per year

You'll Thrive Here If You

Can tell a specific story of taking a distributor from a low baseline to 5x revenue over a defined period through deliberate, repeatable actions
Operate with autonomy and exercise independent judgment across a large multi-state book
Stay in front of distributor health problems 6–12 months before the data catches up
Build and develop RSM talent through ride-along discipline and close coaching
Farm accounts with the same energy you use to open them — this role rewards growers, not just hunters
Are comfortable enforcing MAP compliance, QBR cadence, and agreement terms across a full distributor book

You May Struggle Here If You

Have built your experience primarily through broker-mediated channels
Come from a DSD physical-execution background and expect to recreate that model
Emphasize opening accounts without an equal track record of growing them
Cannot speak fluently to days-on-hand, depletion velocity, and reorder cadence as live operating metrics you have personally managed
Want to bring a pre-packaged team rather than build one

What You Bring

10–15 years in wholesale CPG, with the last 4–6 in regional or national sales leadership at brands that ran distributor-led wholesale motions. You have managed a multi-state book of 15–40 wholesale relationships and driven same-account YoY growth above 25% across a book over multiple years.

Minimum Qualifications

10+ years in wholesale CPG with a multi-state distributor book
4+ years in regional or national sales leadership
Demonstrated same-account growth above 25% YoY across a book over multiple years
Fluency in distributor health metrics: days-on-hand, depletion velocity, reorder cadence, MAP compliance
Experience managing or building a field sales team

Preferred Qualifications

Direct experience in alt-tobacco, vape, kratom-adjacent, or supplement wholesale channels
Track record of opening regional convenience distributors, not just managing existing accounts
Experience owning smoke shop or specialty retail chain relationships directly, not via broker
EDI 852 or similar depletion data rollout experience
History of running structured quarterly business reviews with wholesale partners

Benefits & Compensation

We invest in our team with benefits designed to support sustained performance, long-term growth, and personal well-being.

100% company-paid health premiums for employees and families
Mental wellness and employee support resources
Fitness reimbursement up to $1,000/year
Tuition reimbursement up to $5,250/year
Professional development reimbursement up to $5,000/year
$150/month in Diversified Botanics products plus 50% employee discount thereafter
Free meals, drinks, and company celebrations
Discretionary quarterly bonus program
401(k) with 100% match on the first 2% and 50% match on the next 4%

AI Proficiency & Innovation

AI literacy is considered a core professional capability at Diversified Botanics. Team members are expected to actively explore and apply AI tools to improve execution, decision-making, and operational effectiveness.

EEO Statement

Diversified Botanics is an equal opportunity employer committed to building a high-performance, inclusive workplace where excellence is recognized and rewarded.

Work Eligibility & Accommodations

Applicants must be authorized to work in the U.S. Reasonable accommodations are available throughout the hiring process upon request.

Ready to Contribute at a Higher Standard?

Apply to join a team where execution matters, accountability is visible, and consistent effort earns real respect.

Compensation Range: $155K - $295K

Quick Apply

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