Director, Physical Sales
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. This role 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 is based in New York, NY, in-office five days per week, and reports to the General Manager, RND. The ideal candidate brings strong retail relationships, understanding of supply chain and inventory planning, and commercial judgment to identify format opportunities that drive incremental revenue and deepen fan engagement. The position works with distributed labels, artist management, creative, marketing, supply chain, operations, e-commerce, and commercial partners to develop product offerings, coordinate campaigns, manage sales performance, and grow the physical catalog across retail and direct channels.
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, including Luminate, retailer portals, and internal dashboards.
- Experience developing and executing retail-facing promotional programs, exclusives, and special-edition product strategies.
- Strong analytical and financial acumen, including the ability to manage forecasts, assess P&L implications of format decisions, and optimize margins.
- Excellent interpersonal, negotiation, and communication skills, with a collaborative, partner-first mindset and ability to establish rapport quickly.
- Tech-savvy and adaptable, with comfort navigating legacy retail processes and emerging e-commerce and D2C platforms.
- Ability to champion Roc Nation Distribution’s roster across A&R, Digital, Finance, Legal, Marketing, Promotion, and Commercial departments.
- Applicants for employment in the U.S. must possess work authorization that does not require employer visa sponsorship.
Nice To Haves
- Deep passion for physical music formats and understanding of collector culture, fan engagement, and the evolving vinyl and CD marketplace.
Responsibilities
- Own and execute the physical sales strategy for Roc Nation Distribution’s roster, driving revenue across CDs, vinyl, cassettes, box sets, deluxe editions, and other collectible formats.
- 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 the creative team to develop physical product offerings such as limited editions, colored vinyl, bundled merchandise, and fan-focused packaging.
- Manage sales forecasting, inventory planning, and replenishment with supply chain and operations partners to support on-time 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 performance, identify trends, and inform release and reorder decisions.
- Partner with marketing to align physical release campaigns with broader promotional efforts and coordinate retail assets, point-of-sale materials, and release timing across channels.
- Work with the Director of Streaming & Playlist Strategy and the wider commercial team to align physical and digital release strategies and maximize chart impact.
- Oversee the direct-to-consumer physical sales channel with e-commerce and artist management teams, developing exclusive offerings and pre-order strategies.
- Track changes in the physical media landscape and bring 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.
- Develop relationships with new retail and distribution partners, 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.
- Generous 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.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
