Director of Distributor & Specialty Channel

Diversified Botanics is a high-accountability, execution-driven environment built for people who value ownership, operational discipline, and measurable impact. We move quickly, maintain high standards, and expect teams to operate with urgency, transparency, and respect for the work.

This is a company for people who take pride in precision, communicate directly, adapt quickly, and understand that long-term credibility is built through consistency—not shortcuts.

Diversified Botanics does not engage external recruiting agencies. All candidates must apply directly.

This role sits at the center of our existing revenue engine. You will take ownership of a $30M distributor book, professionalize it, and build the team and systems to compound it at 25–40% annually. You will also open adjacent regional convenience distributors and own direct smoke shop chain relationships.

You will not inherit a built organization — you will build one while running the business inside it. The CEO is currently managing 10+ weekly distributor relationships personally. Your first job is to take that calendar and never give it back.

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  Own all distributor relationships outside the top-5 national wholesale tier — approximately 15–25 regional distributors today, growing through Year 1–2 expansion

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  Drive systematic expansion within the existing book through trade marketing investment, SKU breadth expansion, account-level depletion analysis, and quarterly business reviews

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  Open 4–8 new regional convenience distributors per year (examples: regional Royal Distributing, Eby-Brown regional units, Liberty USA, S. Abraham, Lipari, Vistar)

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  Own direct smoke shop and specialty chain relationships — regional and national chains of smoke shops, vape shops, head shops, and kava bars (e.g., Smoker's Outlet, Tobacco Stop, Smokers Plus, Up-N-Smoke, Cigar World, regional consolidators)

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  Lead 4–6 Regional Sales Managers: weekly one-on-ones, ride-alongs, quarterly territory reviews, hiring and termination authority subject to CRO approval

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  Functionally lead an Inside Sales pod of 3–5 reps supporting the long tail of independent accounts

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  Own the distributor health dashboard: days-on-hand, depletion velocity, reorder cadence, retention, expansion, and MAP compliance — reviewed weekly

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  Allocate trade dollars across the distributor book under CRO-approved budget; own the in-quarter promotional calendar

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  Lead distributor agreement reform: EDI 852 rollout, MAP enforcement, return/swap/buyback term standardization

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  Be physically in front of each distributor at least once per quarter — 100+ distributor visits per year

• Can tell a specific story of taking a distributor from a low baseline to 5x revenue over a defined period through deliberate, repeatable actions

• Operate with autonomy and exercise independent judgment across a large multi-state book

• Stay in front of distributor health problems 6–12 months before the data catches up

• Build and develop RSM talent through ride-along discipline and close coaching

• Farm accounts with the same energy you use to open them — this role rewards growers, not just hunters

• Are comfortable enforcing MAP compliance, QBR cadence, and agreement terms across a full distributor book

• Have built your experience primarily through broker-mediated channels

• Come from a DSD physical-execution background and expect to recreate that model

• Emphasize opening accounts without an equal track record of growing them

• Cannot speak fluently to days-on-hand, depletion velocity, and reorder cadence as live operating metrics you have personally managed

• Want to bring a pre-packaged team rather than build one

10–15 years in wholesale CPG, with the last 4–6 in regional or national sales leadership at brands that ran distributor-led wholesale motions. You have managed a multi-state book of 15–40 wholesale relationships and driven same-account YoY growth above 25% across a book over multiple years.

• 10+ years in wholesale CPG with a multi-state distributor book

• 4+ years in regional or national sales leadership

• Demonstrated same-account growth above 25% YoY across a book over multiple years

• Fluency in distributor health metrics: days-on-hand, depletion velocity, reorder cadence, MAP compliance

• Experience managing or building a field sales team

• Direct experience in alt-tobacco, vape, kratom-adjacent, or supplement wholesale channels

• Track record of opening regional convenience distributors, not just managing existing accounts

• Experience owning smoke shop or specialty retail chain relationships directly, not via broker

• EDI 852 or similar depletion data rollout experience

• History of running structured quarterly business reviews with wholesale partners

AI literacy is considered a core professional capability at Diversified Botanics. Team members are expected to actively explore and apply AI tools to improve execution, decision-making, and operational effectiveness.

Diversified Botanics is an equal opportunity employer committed to building a high-performance, inclusive workplace where excellence is recognized and rewarded.

Applicants must be authorized to work in the U.S. Reasonable accommodations are available throughout the hiring process upon request.

Apply to join a team where execution matters, accountability is visible, and consistent effort earns real respect.