About the job
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.
Job Summary
The Director of Sales & Distribution is responsible for leading BRCC’s field sales strategy, distributor engagement, and in-store execution across key markets. Reporting to the Sr. Director of Sales & Distribution, this role will manage a team of Territory Sales & Distribution Managers and play a critical role in driving brand presence, account growth, and retail velocity through strong field leadership and operational execution.
This role requires a strategic leader who can build distributor partnerships, develop high-performing field teams, and translate national priorities into market-level action. The ideal candidate brings a mix of commercial acumen, field execution experience, and a passion for mentoring others — all while representing BRCC’s values and mission in the market.
Job Details
You must be currently located in one of the following Markets:
South- Nashville, TN
Central- Dallas, TX
West- Las Vegas, NV
Key Responsibilities
Field Sales Leadership & Strategy
- Lead the execution of BRCC’s retail strategy across multiple geographies and priority markets.
- Drive growth by developing field plans that align with national goals and local market dynamics.
- Work closely with the Sr. Director of Sales & Distribution to shape coverage models and expansion priorities.
Distributor Engagement & Performance Management
- Serve as the senior point of contact for distributor leadership across assigned regions.
- Establish clear KPIs and accountability measures to ensure best-in-class in-store execution.
- Lead joint business reviews and field planning sessions with distributor partners.
Retail Execution Oversight
Support and coach Territory Sales & Distribution Managers to ensure executional excellence.
Monitor field activities, merchandising, and compliance with promotional programs.
Champion BRCC’s presence in retail by ensuring consistent brand representation and availability.
Field Team Management & Development
Hire, train, and manage a team of Territory Sales & Distribution Managers.
Provide regular coaching and development to build future field leaders.
Support the integration of SkillBridge interns, providing mentorship and professional guidance.
Cross-functional Collaboration
Work with Trade Marketing, Supply Chain, and RTM teams to ensure smooth product flow and program execution.
Partner with Sales and Brand teams to bring national campaigns to life at the store level.
Insights & Reporting
Analyze field data and retail trends to identify execution gaps and growth opportunities.
Share insights and recommendations with Sales leadership to inform strategic decisions.
Education And Skill Requirements
- 8+ years in field sales, distributor management, or account management within CPG or beverage industry.
- Experience working with DSD or warehouse distribution partners strongly preferred.
- Strong interpersonal and communication skills with a track record of building lasting customer relationships.
- Data-driven approach with experience using sales tools and CRM platforms.
- Highly organized with the ability to manage multiple priorities across a geographic region.
- Comfortable working independently and traveling frequently (up to 70% within territory).
- Passion for BRCC’s mission and alignment with our core values.
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: 70% travel within territory.
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.
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