Regional Sales Manager – DSD & Market Expansion

Pittston Co-Packers is a team-driven company focused on delivering high-quality beverages through innovation and precision. The Regional Sales Manager – DSD & Market Expansion is responsible for managing distributor partnerships and executing market growth strategies across assigned metropolitan markets to drive sales and customer development.

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:

• 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
• 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