Distributor Partner Manager

Role Overview

• 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

Requirements

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

Benefits

• Competitive base salary plus uncapped commissions and team performance bonuses
• 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