Sales & Distribution Manager

BLACK RIFLE COFFEE COMPANY; Pennsylvania; Hybrid; USD 110,000 - 160,000; Full time

Job summary

Black Rifle Coffee Company, a veteran-founded brand, is seeking a Sales and Distribution Manager to strengthen the distributor network and drive profitable growth across the northeast region.

The role links BRCC with distributor partners and internal Sales teams to improve product availability, market coverage, inventory flow, and execution, translating priorities into clear plans and measurable goals. Travel up to 50% is expected.

Qualifications

• Five or more years of experience in sales, distribution, route-to-market, account management, or a related commercial function.
• Experience working with distributors, wholesalers, brokers, or multi-tier distribution networks.
• CPG, food and beverage, coffee, energy, convenience, grocery, or related channel experience strongly preferred.
• Demonstrated experience managing distributor performance and building productive long-term partnerships.
• Experience negotiating and executing commercial contracts or distributor agreements.
• Working knowledge of customer P&Ls, distributor economics, pricing, margins, trade spend, and cost-to-serve.
• Experience using data to identify distribution gaps, evaluate performance, and develop commercial recommendations.
• Bachelor’s degree in Business, Sales, Supply Chain, Finance, or a related field preferred.

Responsibilities

• Manage relationships with assigned distributor partners, serving as the primary contact for planning, performance, and issue resolution.
• Identify, prospect, and secure new customer and distributor opportunities, developing relationships and commercial plans that expand BRCC’s market presence and drive profitable revenue growth.
• Administer distributor agreements and establish clear expectations for pricing, inventory, service levels, reporting, and market execution.
• Monitor revenue, distribution, velocity, inventory, out-of-stocks, profitability, and other key performance indicators.
• Identify distribution gaps, underserved markets, and route-to-market opportunities that support profitable growth.
• Partner with Sales to align distributor capabilities with customer plans, product launches, promotional programs, and distribution goals.
• Lead recurring distributor business reviews, maintain performance scorecards, and establish corrective actions when expectations are not met.
• Support forecasting, budgeting, and financial planning by evaluating distributor margins, fees, trade investments, and cost-to-serve.
• Collaborate with Supply Chain, Demand Planning, Finance, Customer Service, Marketing, and Sales Operations to resolve execution and fulfillment challenges.
• Lead distributor negotiations and support the development, renewal, and execution of commercial agreements.
• Maintain accurate forecasts, account activity, opportunities, and performance updates within BRCC’s CRM and reporting systems.
• Travel at least 50% in designated territory for market rides, store visits, and distributor meetings.

Skills

Distributor management

Sales strategy

Channel development

Contract negotiation

Data analysis

Education

Bachelor’s degree in Business

Sales or Supply Chain

Job description

Mission Statement

We are Black Rifle Coffee Company, a veteran-founded company serving premium, fresh-roasted coffee to people who love America. We have a love for coffee, dogs, the outdoors, America, and most importantly, our customers! We are more than a product and more than a company; we are a culture. A culture full of motivated people who roll up their sleeves and get the job done with integrity, love, innovation, and radical transparency. Join us as we take action on our commitment to provide quality coffee and give back to the veteran and first responder communities and those who support it.

Job Summary

The Sales and Distribution Manager is responsible for strengthening BRCC’s distributor network and driving profitable growth across assigned customers, markets, and channels in the northeast territory. This role serves as a key connection between BRCC, distributor partners, and internal Sales teams to improve product availability, market coverage, inventory flow, and execution. The ideal candidate understands both the commercial and operational sides of distribution and can translate sales priorities into clear distributor expectations, measurable performance goals, and actionable market plans.

Job Details

Key Responsibilities

• Manage relationships with assigned distributor partners, serving as the primary contact for planning, performance, and issue resolution.
• Identify, prospect, and secure new customer and distributor opportunities, developing relationships and commercial plans that expand BRCC’s market presence and drive profitable revenue growth.
• Administer distributor agreements and establish clear expectations for pricing, inventory, service levels, reporting, and market execution.
• Monitor revenue, distribution, velocity, inventory, out-of-stocks, profitability, and other key performance indicators.
• Identify distribution gaps, underserved markets, and route-to-market opportunities that support profitable growth.
• Partner with Sales to align distributor capabilities with customer plans, product launches, promotional programs, and distribution goals.
• Lead recurring distributor business reviews, maintain performance scorecards, and establish corrective actions when expectations are not met.
• Support forecasting, budgeting, and financial planning by evaluating distributor margins, fees, trade investments, and cost-to-serve.
• Collaborate with Supply Chain, Demand Planning, Finance, Customer Service, Marketing, and Sales Operations to resolve execution and fulfillment challenges.
• Lead distributor negotiations and support the development, renewal, and execution of commercial agreements.
• Maintain accurate forecasts, account activity, opportunities, and performance updates within BRCC’s CRM and reporting systems.
• Travel at least 50% in designated territory for market rides, store visits, and distributor meetings.

Education and Skill Requirements

• Five or more years of experience in sales, distribution, route-to-market, account management, or a related commercial function.
• Experience working with distributors, wholesalers, brokers, or multi-tier distribution networks.
• CPG, food and beverage, coffee, energy, convenience, grocery, or related channel experience strongly preferred.
• Demonstrated experience managing distributor performance and building productive long-term partnerships.
• Experience negotiating and executing commercial contracts or distributor agreements.
• Working knowledge of customer P&Ls, distributor economics, pricing, margins, trade spend, and cost-to-serve.
• Experience using data to identify distribution gaps, evaluate performance, and develop commercial recommendations.
• Bachelor’s degree in Business, Sales, Supply Chain, Finance, or a related field preferred.

Position Type/Expected Hours of Work/Physical Requirements

This is a full-time position and may require long hours and may require weekend and nights work per events. Travel Requirements: 50% While performing the duties of this job, the employee is regularly required to, stand, sit; talk, hear, and use hands and fingers to operate a computer and telephone keyboard reach, stoop kneel to install computer equipment. Specific vision abilities required due to computer work. Light to moderate lifting is required. Ability to uphold the stress of traveling. Regular, predictable attendance is required; including quarter-driven hours as business demands dictate. Moderate noise (i.e. business office with computers, phone, and printers, light traffic). Ability to work in a confined area. Ability to sit at a computer terminal for an extended period of time.

Agency Disclaimer

Black Rifle Coffee Company does not accept unsolicited resumes from staffing agencies, search firms, or third parties. Any resume submitted in the absence of a signed agreement will become the property of Black Rifle Coffee Company, and no fee will be paid. Please do not contact our team regarding recruiting services.

We are Black Rifle Coffee Company, a veteran-founded company serving premium coffee to people who love America. We have a passion for coffee, the veteran community, dogs, the outdoors... in short, if it makes our country awesome, then we love it. Our customers always come first, because without them we would have nothing. They have our eternal gratitude for that. We sell awesome coffee and make goofy videos, but the beating heart of Black Rifle Coffee is really in giving back - it's about serving those who serve us. That means supporting the military, veteran, and first responder communities in the ways we know best. As far as the folks who work here, we value integrity, innovation, radical transparency, a crazy good work ethic, and a deep love for our country and each other.