Regional DSD Wholesale Manager

Do you thrive in a fast-paced start-up environment and want to lead a high-performing team at one of the fastest-growing functional beverage companies in the U.S.? The Regional DSD Wholesale Manager will be responsible for building, managing, and expanding direct relationships with key wholesale partners across key U.S. regions. This role is focused on wholesale account acquisition and growth, not distributor management. The individual will assist with driving sales strategy, managing supplier relationships, and supporting execution through targeted travel and in-market engagement. This role is instrumental in scaling revenue by partnering with established wholesalers, optimizing account performance, and expanding market presence across priority regions.

Key Responsibilities

• Lead the strategic expansion and ongoing management of wholesale accounts across priority regions and nationally
• Develop and maintain strong relationships with specialty wholesalers, including but not limited to smoke shop, alternative retail, and adjacent specialty CPG channels
• Identify, onboard, and grow new wholesale partners aligned with company and revenue objectives
• Manage a broad base of wholesale partners and suppliers (experience working across 40+ accounts or suppliers preferred)
• Serve as the primary point of contact for wholesale partners, ensuring alignment, execution, and performance
• Collaborate with internal sales, operations, and marketing teams to support wholesale programs and product launches
• Drive wholesale growth through pricing strategy, promotions, and go-to-market initiatives
• Analyze account performance, sales trends, and inventory flow to identify growth opportunities
• Conduct targeted market visits to support partners, strengthen relationships, and drive adoption
• Ensure wholesale partners align with brand standards, merchandising expectations, and promotional plans
• Maintain accurate records of wholesale activity, pipeline, and performance within CRM and reporting tools
  
  

Candidate Requirements

• 5+ years of experience in wholesale sales or account management within specialty retail or CPG environments
• Background working with regional or national wholesalers (experience in smoke shop, alternative retail, beverage, wellness, or similar channels is strongly preferred)
• Proven ability to manage a large portfolio of wholesale partners or suppliers
• Strong understanding of wholesale pricing, trade programs, and account economics
• Track record of building long-term, high-performing wholesale relationships
• Highly organized, self-directed, and comfortable operating in a growth-stage environment
• Excellent communication, negotiation, and relationship-building skills
• Proficiency with CRM platforms, Excel, and sales reporting tools
• Regional preference for candidates with experience or established networks in the Pacific Northwest and the Rust Belt regions
  
  

Additional Qualifications

• Experience scaling wholesale sales in a high-growth or startup environment
• Established relationships across specialty wholesale or alternative retail channels
• Experience in the beverage industry or with functional/botanical drinks
• Background in regulated or highly competitive CPG categories