Director of Distributor & Specialty Channel

Diversified Botanics • Remote, USA

1d • $155,000 - $295,000 • Onsite

About The Position

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.

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.

Requirements

• 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
• 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.
• Applicants must be authorized to work in the U.S.

Nice To Haves

• 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
• 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
• 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

Responsibilities

• 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

Benefits

• 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%

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed