Director of Sales - Value & Drug
About The Position
The Director of Value & Drug will lead strategy, growth, and execution across key value and drug retail partners, with a primary focus on Dollar General and Family Dollar. This is a highly strategic and externally facing role requiring a “plug and play” leader with direct, hands-on experience managing these accounts and navigating their systems, processes, and expectations. This individual will own senior-level customer relationships, drive revenue growth, and elevate BRCC’s presence across the Value Channel by expanding distribution, optimizing assortment, and delivering best-in-class execution. The ideal candidate brings a proven track record of driving growth, influencing customer decision-makers, and translating data into compelling, executive-level narratives.
Requirements
- Direct, hands-on experience managing Dollar General is required (Family Dollar also strongly preferred)
- Proven ability to operate as a “plug and play” leader, with deep familiarity of customer systems, processes, and expectations
- 7+ years of experience in CPG sales, key account management, or retail leadership, with a focus on value or discount channels
- Demonstrated track record of driving revenue growth, expanding distribution, and increasing account influence
- Strong analytical capabilities with the ability to synthesize data into actionable insights and executive-level presentations
- Exceptional communication and presentation skills, with comfort engaging senior customer stakeholders
- High level of professionalism and ability to represent BRCC externally with credibility and confidence
- Proficiency in Microsoft Excel and PowerPoint; experience with retailer-specific systems and syndicated data tools preferred
- Bachelor’s degree in Business, Marketing, or related field preferred
Responsibilities
- Own and lead relationships with key value and drug retail partners, including Dollar General and Family Dollar
- Develop and execute comprehensive joint business plans that drive distribution gains, assortment optimization, and revenue growth
- Identify opportunities to expand BRCC’s footprint and influence within assigned accounts
- Serve as the senior strategic lead responsible for delivering against channel growth targets
- Act as a trusted advisor to customer leadership, including merchants and senior stakeholders
- Lead regular (monthly or semi-monthly) business reviews, delivering data-driven insights and strategic recommendations
- Build and present compelling selling stories and category narratives tailored to each customer
- Represent BRCC at key customer meetings, line reviews, and industry events
- Analyze and interpret sales data, distribution metrics, pricing, and promotional performance to identify actionable insights
- Translate complex data into clear, executive-level narratives that influence decision-making
- Oversee forecasting, planning, and account performance tracking to ensure alignment with financial targets
- Partner with Finance to manage deductions, chargebacks, and overall account health
- Partner cross-functionally with Marketing, Supply Chain, Operations, and Finance to ensure seamless execution of customer initiatives while maintaining Blake Rifle's mission & brand strategies
- Lead internal alignment around account priorities, ensuring teams are equipped to deliver against customer expectations
- Drive accountability across functions to support successful product launches, promotions, and in-store execution
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What This Job Offers
Job Type
Full-time
Career Level
Director
