Director, Physical Sales

Roc Nation • New York, NY

26d • Onsite

About The Position

Roc Nation Distribution is seeking a Director of Physical Sales to lead and grow the physical product business across its distributed roster. The position owns the day-to-day strategy and execution of physical sales across CDs, vinyl, special editions, and collectible formats through national retail accounts, independent retailers, and direct-to-consumer channels. The role calls for strong retail relationships, supply-chain and inventory-planning knowledge, and the commercial judgment to identify format opportunities that increase revenue and fan engagement.

The Director develops sales strategies and retail programs for priority releases, manages account relationships, forecasts and inventory, analyzes sales performance, and coordinates with labels, artist management, creative, marketing, e-commerce, operations, and commercial teams. The role also oversees D2C physical sales, develops new retail and distribution partnerships, and reports sales outcomes and opportunities to internal stakeholders and label partners. The position is based in New York, NY, and is in-office five days per week.

Requirements

• At least 5 years of music industry experience focused on physical sales, retail account management, or commercial product strategy.
• Established relationships with major national retail accounts and independent music retailers.
• Strong understanding of physical supply-chain logistics, including manufacturing timelines, inventory planning, and distribution workflows.
• Proficiency with sales reporting and data tools such as Luminate, retailer portals, and internal dashboards.
• Experience developing and executing retail-facing promotional programs, exclusives, and special-edition product strategies.
• Deep passion for physical music formats and understanding of collector culture, fan engagement, and the evolving vinyl and CD marketplace.
• Ability to champion the Roc Nation Distribution roster across departments including A&R, Digital, Finance, Legal, Marketing, Promotion, and Commercial.
• Strong analytical and financial skills, including the ability to manage forecasts, understand P&L implications of format decisions, and optimize margins.
• Excellent interpersonal, negotiation, and communication skills, with a collaborative, partner-first mindset and the ability to establish rapport quickly.
• Tech-savvy and adaptable, with comfort navigating legacy retail processes and emerging e-commerce and D2C platforms.
• U.S. employment authorization that does not require employer visa sponsorship.

Responsibilities

• Own and execute the physical sales strategy for Roc Nation Distribution's roster, driving revenue growth across CDs, vinyl, cassettes, box sets, deluxe editions, and other collectible configurations.
• Build and manage relationships with national retail accounts, independent music retailers, and specialty outlets to secure premium placement, exclusives, and co-marketing opportunities.
• Develop and present sell-in strategies for priority releases, including pricing recommendations, format configurations, retail exclusives, and account-specific promotional programs.
• Collaborate with distributed labels, artist management, and creative teams to develop physical offerings that maximize consumer demand and collectibility.
• Manage sales forecasting, inventory planning, and replenishment with supply-chain and operations partners to support timely delivery and optimal stock levels while minimizing overruns and returns.
• Monitor and analyze physical sales data using Luminate, retailer POS, and internal dashboards to track targets, identify trends, and inform release and reorder decisions.
• Partner with marketing to coordinate physical release campaigns, retail-facing assets, point-of-sale materials, and release timing with broader promotional efforts.
• Coordinate with the Director of Streaming & Playlist Strategy and the wider commercial team so physical and digital release strategies complement one another and maximize chart impact.
• Oversee the direct-to-consumer physical sales channel with e-commerce and artist management teams, developing exclusive products and pre-order strategies.
• Track changes in the physical media landscape and present ideas to leadership for capitalizing on emerging opportunities.
• Create and distribute regular sales reports and recaps for internal stakeholders and distributed label partners, including retail wins, sell-through rates, and upcoming opportunities.
• Identify and develop new retail and distribution partnerships, including international outlets and non-traditional channels such as pop-up shops, tour merchandise integrations, and lifestyle retailers.
• Perform other duties as assigned.

Benefits

• Medical, vision, dental, and mental health benefits for employees and their families.
• Access to a health care concierge and Flexible Spending Accounts or Health Savings Accounts.
• Free concert tickets.
• Paid time off, including paid holidays, sick time, and floating days.
• Career and skill development programs through School of Live.
• 401(k) program with company match.

What This Job Offers

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