SALES MANAGER, DSD

DSD SALES MANAGER - EAST

The DSD Sales Manager oversees and optimizes the Direct Store Delivery (DSD) distributor network within an assigned territory to drive sales, improve route execution, and ensure consistent product availability at retail stores. This role develops plans for distributors, maintains strong partnerships with distributor leadership and their route teams, and supports retail execution through field visits and data-driven decision making. The position also ensures strong performance in logistics, inventory, route management, demand planning, and compliance with company standards within the assigned territory.

Your responsibilities will be:

• Develop strategies to improve distribution, expand product availability, and drive incremental sales through the distributor network.
• Actively identify and pursue new distributor opportunities where needed to close distribution voids and expand route coverage.
• Optimize DSD distribution operations, considering market trends, retail dynamics, and consumer preferences.
• Establish and maintain strong, collaborative relationships with distributor owners, managers, route supervisors, and route drivers to ensure alignment on sales execution and service expectations.
• Support the implementation of distributor agreements and performance expectations to maximize profitability, improve service levels, and ensure compliance with company requirements.
• Partner with distributors to develop route structures, improve coverage, and enhance delivery execution at retail.
• Accompany distributor route drivers periodically to understand business needs, observe route conditions, and ensure the distributor is meeting agreed delivery, rotation, and execution standards at retail.
• Conduct regular ride-alongs with distributor route teams to evaluate product rotation, inventory accuracy, display execution, pricing, and overall service quality, then share observations and recommendations with distributor management for follow-up.
• Ensure distributors consistently execute promotions, pricing programs, new item placements, and seasonal initiatives across the territory.
• Monitor service levels, delivery accuracy, and route frequency to ensure optimal retail support.
• Analyze regional sales data, route performance results, and retail trends to identify growth opportunities and areas for corrective action.
• Review performance by distributor, route, account, and SKU to identify gaps and create action plans.
• Provide regional market intelligence to internal teams to support business planning, category strategies, and regional initiatives.
• Monitor inventory levels at distributor warehouses to ensure accurate demand planning and prevent stockouts, overstocks, or product expirations.
• Review distributor orders and forecasts to ensure alignment with regional sales trends, promotions, and planning cycles.
• Oversee operational controls related to product rotation, freshness, returns, shrink, and delivery quality.
• Ensure compliance with food safety, product handling requirements, and company operational standards across the distributor network.
• Support continuous improvement efforts by identifying inefficiencies and implementing process enhancements in coordination with distributors.
• Support new product launches, promotional calendars, and inventory planning through coordinated communication with internal teams and distributor partners.
• Provide regular reporting, insights, and recommendations to leadership based on distributor performance and market dynamics.