Director of DSD Operations (Direct Store Delivery)
Location: Field-Based (Central to Eastern U.S. preferred)
Travel: Approximately 80% (national scope)
The Company
Our client is a privately held, vertically integrated consumer products organization with a multi-decade track record of success. The company operates across product development, manufacturing, and distribution, with a broad portfolio of 30,000+ SKUs spanning multiple established brands. Their products are distributed through leading national and regional retail partners.
A significant portion of revenue is driven by a Direct Store Delivery (DSD) network, which remains a critical and highly profitable channel. The organization is entering a pivotal growth phase and is investing in revitalizing and scaling this network as part of a broader strategic expansion.
The Mandate
We have been exclusively retained to identify a Director of DSD Operations to lead the transformation, optimization, and expansion of a national route-based distribution network.
This is a highly visible, field-intensive leadership role requiring a hands-on operator who can quickly assess current-state performance, implement structure, and drive both operational excellence and revenue growth. The successful candidate will partner closely with executive leadership to modernize the DSD model and unlock its full potential.
Key Responsibilities
Operational Leadership
- Assume full ownership of DSD network performance, structure, and scalability
- Lead and develop a small team of regional managers overseeing route-based operations
- Establish clear KPIs, accountability frameworks, and operating discipline
Field Execution & Route Optimization
- Conduct in-market evaluations to assess route efficiency and coverage
- Identify and implement improvements in route design, productivity, and execution
- Reinforce best-in-class merchandising and in-store practices
Commercial Impact
- Drive same-store sales growth and expand presence within existing accounts
- Identify new channel opportunities and support key customer relationships
- Embed a sales-oriented mindset within the operational framework
Network Transformation
- Lead initiatives to redesign the distribution model, including hub-and-spoke optimization
- Address structural challenges impacting driver retention and route economics
- Ensure long-term sustainability of compensation and operational models
Strategic Partnership
- Work closely with the CEO and leadership team to diagnose challenges and implement solutions
- Leverage data and field insights to inform decision-making and continuous improvement
- Align DSD strategy with broader organizational growth objectives
Candidate Profile
We are seeking a proven leader with deep experience in route-based distribution environments.
Required Experience & Attributes:
- 10–20+ years within DSD, route sales, or similar field-based distribution models
- Background in consumer packaged goods, beverage, snack, or comparable industries
- Demonstrated success leading both operational and sales functions
- Hands-on leadership style with a willingness to work directly in the field
- Strong understanding of route economics, merchandising, and execution standards
- Experience managing multi-region or national teams
- Strategic thinker with the ability to execute at a tactical level
- High resilience, energy, and a solutions-oriented mindset
- Ability to build credibility with both frontline teams and senior leadership
Why This Opportunity
- High-impact role with direct influence on a core revenue channel
- Opportunity to lead a meaningful transformation within an established business
- Strong foundation of tenured employees and existing infrastructure
- Entrepreneurial leadership environment with significant growth ambitions
Compensation
- A competitive compensation package will be offered, including base salary, performance-based incentives, benefits, and comprehensive travel support.
This search is being conducted on a confidential basis. Additional details will be provided to qualified candidates during initial discussions.
BrainWorks is a leading executive search firm that excels in delivering top-tier talent to drive sales and marketing success. Our Sales & Marketing Practice specializes in identifying high-performing professionals who can elevate your business outcomes.
From mid-level managers to C-suite executives, we partner with clients across industries to place leaders in key roles, including sales, marketing, business development, and product management.
BrainWorks prides itself on quality, speed, and results, powered by our proven process refined over 30 years. Partnering with BrainWorks means gaining a trusted ally who is passionate about your success. Visit us at brainworksinc.com.
#LI-MB1
#LI-Remote
Industry 1: Consumer Goods
Industry 2: Retail
Industry 3: Wholesale
Job ID: 58289384070
Category: Sales and Marketing
Location: Remote,