Distributor Partner Manager (DPM)

Distributor Partner Manager

Location: Remote within the U.S. - candidates must currently reside in one of the following: TX, NJ, FL, IL (Chicago metro), TN, or MN.

As a Distributor Partner Manager at MOOD, you are a critical growth partner responsible for driving execution across our distribution network and bringing our premium THC, cannabis, and beverage portfolio to life in market. Your mission? Build high-performing distributor relationships, strengthen execution at retail, and turn distribution into a true competitive advantage.

You're not just managing partners - you're creating alignment, building momentum, and making sure our brand shows up powerfully across every market.

We're looking for a high-performing A-Player - someone who thrives in fast-paced environments, knows how to influence across teams, and can grow the business through strong distributor management, sharp commercial thinking, and disciplined in-market execution.
What You'll Do

Lead distributor business planning across your territory to ensure alignment with MOOD's priorities, sales goals, and market opportunities.

Own distributor performance, with accountability for volume growth, in-store execution, and market share across key channels including liquor stores, convenience, and other strategic retail accounts.

Build and maintain strong relationships with distributor leadership, field reps, and key cross-functional stakeholders.

Conduct regular business reviews, planning meetings, and market visits to assess performance, identify gaps, and develop action plans.

Analyze market, customer, and distributor performance data to generate insights and support in-market tactics.

Drive execution of pricing, promotions, trade programs, incentives, and retail initiatives with a strong understanding of ROI and long-term account health.

Manage point-of-sale materials and retail assets to support timely, effective in-store execution.

Train and influence distributor sales teams so they can confidently sell, position, and support the MOOD portfolio in market.

Support the rollout of regional and national key account programs by ensuring distributor alignment and strong execution at store level.

Partner closely with Key Account Managers and internal teams to align on priorities, solve market issues, and maximize retail opportunities.

Bring MOOD's retail marketing mix to life by leveraging distributor sales teams, local activations, and available brand assets.

Ensure distributor teams understand and consistently execute MOOD's brand standards, merchandising expectations, pricing strategy, and retail priorities.
What We're Looking For

3-5+ years of field sales, distributor management, or market development experience in THC, cannabis, beverage (CPG), alcohol, tobacco, or adjacent regulated categories.

Based in TX, NJ, FL, IL (Chicago metro area), TN, or MN and able to travel extensively within your territory.

Proven success managing distributors, DSD partners, or multi-market wholesale relationships with a track record of driving volume, distribution, and execution.

Strong understanding of THC, hemp, cannabis, and/or CPG route-to-market models, distributor structures, and local market dynamics.

Strong business acumen across key retail channels, especially liquor stores, convenience, and other high-volume independent and chain accounts.

Deep understanding of DSD pricing and margin models. This expertise is critical to ensuring distributor alignment, profitable growth, and commercially sound execution.

Experience using market, customer, and distributor performance data to identify opportunities and translate insights into action.

Ability to influence distributor decision-makers and develop distributor teams to sell effectively in the field.

Experience managing trade programming, retail assets, local activations, and distributor-driven account development.

Excellent communication, presentation, negotiation, and relationship-building skills.

Highly organized and capable of managing a fast-paced pipeline using Salesforce, Excel, Google Suite, and syndicated data tools.

Willing and able to travel extensively within the territory, up to 70%, including market visits, distributor ride-alongs, trade shows, and partner meetings.

Must be 21+ and hold a valid driver's license and personal vehicle.

Must hold or be eligible to obtain any state-required permits or licenses for selling hemp and cannabis products.

High standards for integrity, professionalism, and performance.
Bonus Points For

Experience launching new markets, onboarding new distribution partners, or managing broker networks.

Familiarity with pricing strategy, retail compliance, and channel-specific go-to-market planning.

Experience working across both distributor-managed and direct key account environments.
What We Offer

Competitive base salary plus uncapped commissions and team performance bonuses

Salary range: $65,000-$120,000 base, with up to $150K total comp potential

Monthly commission based on team performance

Annual incentives for budget compliance

Health, dental, and 401(k) benefits

Paid vacation, sick time, and birthday leave

Monthly travel, cell phone, and WiFi stipend

Remote work flexibility within your territory

Annual learning and development stipend

Deep product discounts and team offsites

A creative, inclusive culture driven by purpose and performance
Cultural Fit

Crusader, not Undertaker - You build, grow, and evolve the brand with passion.

Connects the Dots - You speak the language of sales, fulfillment, finance, brand, compliance, and everything in between.

Nimble - You move with speed, adaptability, and quality.

Obsessed with Excellence - You do not settle for average. You're here to be the best in the industry.