Regional Sales Manager - DSD & Market Expansion

Job Description

Job Description

Description:

Who We Are

At Pittston Co-Packers, we are a team of hardworking individuals driven by a shared purpose: delivering the highest quality beverages through innovation, precision, and pride in our craft. From our production lines to our support teams, we believe in keeping things simple, empowering each other to take ownership, and working together to achieve excellence.

We’re not just growing; we’re setting a new standard in beverage manufacturing. Our culture is built on trust, collaboration, and a strong commitment to doing things the right way. If you’re looking for a workplace where your contributions are valued, your ideas are welcomed, and your growth is supported, you’ll feel right at home with us.

Job Summary:

The Regional Sales Manager – DSD & Market Expansion is responsible for driving Eastroc USA's growth across assigned metropolitan markets by developing and managing Direct Store Delivery (DSD) distributor partnerships, expanding retail distribution, and executing market growth strategies. This role is accountable for distributor performance, retail execution, sales volume, market expansion, and customer development while ensuring consistent execution across convenience, grocery, independent retail, foodservice, fitness, and other mainstream channels. Success in this role requires strong field leadership, distributor management, data-driven decision-making, and the ability to convert new distribution opportunities into sustainable sales growth.

Key Responsibilities:

• Identify, recruit, onboard, and manage DSD and mainstream beverage distributors within assigned territories.
• Develop quarterly business plans, performance scorecards, and corrective action plans with distributor partners.
• Build and execute market expansion strategies across 8–10 priority metropolitan markets to increase productive distribution and retail penetration.
• Grow retail distribution across convenience stores, grocery retailers, independent retailers, foodservice, fitness centers, and other strategic channels.
• Conduct distributor ride-alongs, retail audits, market visits, sales meetings, blitz activities, and distributor training to improve execution standards.
• Ensure excellence in retail execution, including pricing, assortment, merchandising, product availability, display compliance, cold-box placement, and in-stock performance.
• Own regional sales performance, including case volume, net revenue, margin contribution, depletion trends, inventory health, and sales forecasting.
• Analyze distributor and market performance to identify growth opportunities and improve sales velocity, repeat purchases, and outlet productivity.
• Support regional and local customer development efforts by translating retail authorizations into effective store-level execution and expanded product assortment.
• Collaborate with Marketing, Operations, Demand Planning, Finance, and Key Account teams to support product launches, inventory planning, promotional activities, and market initiatives.
• Monitor distributor performance and proactively identify operational risks, execution gaps, and business opportunities.
• Prepare regular business reviews, sales reports, forecasts, and market performance updates for senior leadership.

Requirements:

Required Qualifications

• Bachelor's degree in Business, Marketing, Supply Chain, or a related field, or equivalent work experience.
• Minimum of five (5) years of beverage or consumer packaged goods (CPG) sales experience.
• At least three (3) years of experience working directly with DSD beverage distributors.
• Proven success developing beverage or consumer brands across convenience, grocery, independent retail, and foodservice channels.
• Strong knowledge of:
  • DSD distributor operations
  • Retail execution
  • Sales forecasting
  • Inventory management
  • Trade spending
  • Depletion reporting
  • Market performance analysis
• Demonstrated ability to manage multiple geographic markets simultaneously.
• Excellent communication, presentation, negotiation, and relationship management skills.
• Strong analytical and problem-solving abilities with proficiency in Microsoft Excel and sales reporting tools.
• Valid driver's license with the ability to travel extensively.

Preferred Qualifications

• Experience launching or expanding emerging beverage brands.
• Experience managing regional distributor networks.
• Experience using syndicated sales data, CRM systems, or distributor reporting platforms.
• Familiarity with convenience retail, grocery, and beverage route-to-market strategies.

Pittston Co-Packers is an Equal Opportunity Employer. We are committed to the principles of equal employment opportunity and affirmative action. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, or any other characteristic protected by applicable law.