Director, DSD & Independent Operator (IO) Sales Operation
About The Position
The Director, DSD & Independent Operator (IO) Sales Operations is responsible for driving profitable growth and operational excellence across the company’s Direct Store Delivery (DSD) and Independent Operator network. This leader will provide strategic oversight of route-to-market execution, develop scalable sales strategies, and lead through others to ensure consistent growth and performance across markets. This role partners closely with leaders across National Brands, Convenience, and Private Label Sales to ensure coordinated execution, strong market presence, and alignment with the company’s broader growth strategy. The Director will focus on strengthening the DSD/IO network, improving sales performance, expanding distribution, and protecting and enhancing the company’s brand and culture while delivering measurable results.
Requirements
- Bachelor’s degree in Business, Marketing, or related field preferred.
- 7+ years of progressive sales leadership experience, ideally within food or consumer packaged goods.
- Experience leading DSD networks, route sales operations, or independent distributor systems.
- Proven ability to drive revenue growth through strategic planning and team leadership.
- Strong analytical, communication, and relationship-building skills.
- Demonstrated ability to lead cross-functional initiatives and influence stakeholders across the organization.
Responsibilities
- Develop and execute the strategy for the Direct Store Delivery (DSD) and Independent Operator (IO) network to drive revenue growth, market expansion, and improved route productivity.
- Identify opportunities to increase distribution, strengthen retail presence, and enhance overall market performance.
- Partner with National Brands, Convenience, and Private Label sales leaders to align go-to-market strategies across channels.
- Monitor market trends, competitive activity, and customer insights to inform strategic decisions.
- Lead and support the DSD and IO network to ensure consistent execution of sales strategies, promotional programs, and brand standards.
- Establish clear performance expectations and metrics that drive safety, accountability and continuous improvement.
- Support the recruitment, onboarding, and development of high-performing Independent Operators and route sales teams.
- Ensure effective execution of pricing strategies, promotions, and merchandising initiatives across all DSD markets.
- Partner cross-functionally with Sales, Marketing, Production, and Supply Chain to support demand planning and operational alignment.
- Monitor sales performance, route productivity, and distribution metrics to identify opportunities for improvement and growth.
- Build and maintain strong relationships with key regional retailers and distribution partners.
- Support new business development and market expansion initiatives.
- Participate in customer meetings and industry events to strengthen partnerships and identify growth opportunities.
- Lead in alignment with company values, reinforcing a culture of integrity, ownership, and accountability.
- Ensure the DSD network represents the brand through strong merchandising, customer service, and execution in the marketplace.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Number of Employees
11-50 employees
