Director of Sales - Mass, Club, & Specialty

**Must be currently located in Nashville, TN or Bentonville, AR**

Key Responsibilities: 

• Performance Delivery: Establish and execute annual commercial plans across Mass, Club, and Specialty retail partners to deliver net revenue growth, distribution gains, and market share objectives. Continuously assess in-market performance and identify levers to drive velocity and maximize merchandising ROI. 

• Customer Development: Translate BRCC’s brand and product opportunity into retailer-specific growth strategies by aligning with each customer’s unique business objectives. Lead top-to-top relationships with key buyers and retail stakeholders, ensuring customer satisfaction and mutual success through Joint Business Plans and seamless execution. 

• Vision & Planning: Convert internal channel and brand strategies into actionable Joint Business Plans with customers. Define a multi-year vision for growth across the portfolio, supported by clear milestones, and cross-functional ownership. 

• Demand Planning: Collaborate closely with Supply Chain and Demand Planning to deliver accurate forecasts for existing business and new product launches. Provide timely inputs on replenishment trends, promotional lifts, innovation sell-in, and competitive dynamics to drive supply alignment and service levels. 

• Fiscal Management: Track and manage trade and promotional spend across assigned customers, ensuring alignment with budget and strategic investment guardrails. Partner with Sales Strategy and Finance to evaluate ROI on trade, refine pricing and pack architecture, and optimize mix for margin growth. 

• Gap Closing: Proactively identify risks or gaps to plan—including volume shortfalls, distribution voids, or underperforming SKUs—and develop actionable plans to close them. Act quickly and decisively to keep the business on track. 

• Cross-Functional Leadership: Serve as the voice of the customer in cross-functional forums, collaborating with Marketing, Finance, Demand Planning, and Operations to align on launch plans, promotional strategy, and in-market activation. Provide leadership with a clear, data-backed view of the business, highlighting performance drivers, risks, and future growth opportunities. 

• Talent Development: Support the broader FDM Sales Team by mentoring junior team members, sharing best practices, and helping build a high-performance sales culture rooted in accountability and continuous improvement. 

• Contributing to a High-Performing Team: Actively embody BRCC Core Values while driving a culture of ownership and innovation. Bring forward creative ways to sell, merchandise, and market BRCC products in dynamic and often complex retail environments. Thrive in a fast-paced, high-autonomy environment with a strong sense of accountability. 

Education and Skill Requirements 

• Bachelors Degree in business, Marketing, or a related field preferred. 

• In lieu of a degree, 10+ years of progressively responsible sales experience in the CPG industry will be considered. 

• Minimum of 8 years of direct customer-facing sales experience in national retail, with at least 4 years managing high-volume accounts in Mass, Club, or Specialty channels. 

• Deep knowledge of the retail landscape, particularly within coffee, beverage, or consumables 

• Proven track record of delivering sales growth through strong execution, collaboration, and strategic planning. 

• Proficient in syndicated data analysis and retailer-specific data tools. 

• Highly organized with excellent communication and presentation skills. 

• Comfortable working in a high-autonomy, high-accountability environment. 

• Strong analytical mindset with the ability to translate numbers into action.