Director of Sales - Value & Drug
Job Description
Mission Statement:
We are Black Rifle Coffee Company, a veteran-founded company serving premium, fresh-roasted coffee to people who love America. We have a love for coffee, dogs, the outdoors, America, and most importantly, our customers! We are more than a product and more than a company; we are a culture. A culture full of motivated people who roll up their sleeves and get the job done with integrity, love, innovation, and radical transparency. Join us as we take action on our commitment to provide quality coffee and give back to the veteran and first responder communities and those who support it.
Job Summary
The Director of Value & Drug will lead strategy, growth, and execution across key value and drug retail partners, with a primary focus on Dollar General and Family Dollar. This is a highly strategic and externally facing role requiring a “plug and play” leader with direct, hands-on experience managing these accounts and navigating their systems, processes, and expectations.This individual will own senior-level customer relationships, drive revenue growth, and elevate BRCC’s presence across the Value Channel by expanding distribution, optimizing assortment, and delivering best-in-class execution. The ideal candidate brings a proven track record of driving growth, influencing customer decision-makers, and translating data into compelling, executive-level narratives.
Job Details
Key Responsibilities:
Account Leadership & Growth Strategy
Own and lead relationships with key value and drug retail partners, including Dollar General and Family Dollar
Develop and execute comprehensive joint business plans that drive distribution gains, assortment optimization, and revenue growth
Identify opportunities to expand BRCC’s footprint and influence within assigned accounts
Serve as the senior strategic lead responsible for delivering against channel growth targets
Customer Engagement & Executive Presence
Act as a trusted advisor to customer leadership, including merchants and senior stakeholders
Lead regular (monthly or semi-monthly) business reviews, delivering data-driven insights and strategic recommendations
Build and present compelling selling stories and category narratives tailored to each customer
Represent BRCC at key customer meetings, line reviews, and industry events
Performance Management & Analytics
Analyze and interpret sales data, distribution metrics, pricing, and promotional performance to identify actionable insights
Translate complex data into clear, executive-level narratives that influence decision-making
Oversee forecasting, planning, and account performance tracking to ensure alignment with financial targets
Partner with Finance to manage deductions, chargebacks, and overall account health
Execution & Cross-Functional Leadership
Partner cross-functionally with Marketing, Supply Chain, Operations, and Finance to ensure seamless execution of customer initiatives while maintaining Blake Rifle's mission & brand strategies
Lead internal alignment around account priorities, ensuring teams are equipped to deliver against customer expectations
Drive accountability across functions to support successful product launches, promotions, and in-store execution
Education and Skill Requirements
Direct, hands-on experience managing Dollar General is required (Family Dollar also strongly preferred)
Proven ability to operate as a “plug and play” leader, with deep familiarity of customer systems, processes, and expectations
7+ years of experience in CPG sales, key account management, or retail leadership, with a focus on value or discount channels
Demonstrated track record of driving revenue growth, expanding distribution, and increasing account influence
Strong analytical capabilities with the ability to synthesize data into actionable insights and executive-level presentations
Exceptional communication and presentation skills, with comfort engaging senior customer stakeholders
High level of professionalism and ability to represent BRCC externally with credibility and confidence
Proficiency in Microsoft Excel and PowerPoint; experience with retailer-specific systems and syndicated data tools preferred
Bachelor’s degree in Business, Marketing, or related field preferred
Position Type/Expected Hours of Work/Physical Requirements
This is a full-time position and may require long hours and may require weekend and nights work per events
While performing the duties of this job, the employee is regularly required to, stand, sit; talk, hear, and use hands and fingers to operate a computer and telephone keyboard reach, stoop kneel to install computer equipment
This role may require standing for extended periods, moving materials, and lifting items up to 40 lbs., with or without reasonable accommodation.
Specific vision abilities required by this job include close vision requirements due to computer work
Ability to uphold the stress of traveling
Regular, predictable attendance is required; including quarter-driven hours as business demands dictate.
Moderate noise (i.e. business office with computers, phone, and printers, light traffic).
Ability to work in a confined area.
Ability to sit at a computer terminal for an extended period of time.
Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
Agency Disclaimer:
Black Rifle Coffee Company does not accept unsolicited resumes from staffing agencies, search firms, or third parties. Any resume submitted in the absence of a signed agreement will become the property of Black Rifle Coffee Company, and no fee will be paid. Please do not contact our team regarding recruiting services.