Director, Physical Sales

Job Summary:
Title: Director of Physical Sales (Distribution)
Reports to: General Manager, RND
Location: New York, NY (In-office, 5 days a week)
The Role:
Roc Nation Distribution is seeking a Director of Physical Sales to lead and grow the physical product business across our distributed roster. This role owns the day-to-day strategy and execution of physical sales — spanning CD, vinyl, special editions, and collectible formats — through national retail accounts, independent retailers, and direct-to-consumer channels.
The ideal candidate brings deep relationships across the retail landscape, a sharp understanding of supply chain and inventory planning, and the commercial instincts to identify format opportunities that drive incremental revenue and deepen fan engagement.
Responsibilities:
Own and execute the physical sales strategy for Roc Nation Distribution's roster, driving revenue growth across all physical formats (CD, vinyl, cassette, box sets, deluxe editions, and other collectible configurations)
Build and manage relationships with key national retail accounts (Target, Walmart, Amazon Physical, Barnes & Noble, etc.), independent music retailers, and specialty outlets to secure premium placement, exclusives, and co-marketing opportunities
Develop and present sell-in strategies for priority releases, including pricing recommendations, format configurations, retail exclusives, and promotional programs tailored to each account
Collaborate with distributed labels, artist management, and the creative team to identify and develop compelling physical product offerings — limited editions, colored vinyl, bundled merchandise, fan-focused packaging — that maximize consumer demand and collectibility
Manage sales forecasting, inventory planning, and replenishment in coordination with supply chain and operations partners to ensure on-time delivery and optimal stock levels while minimizing overruns and returns
Monitor and analyze physical sales data (Luminate, retailer POS, internal dashboards) to track performance against targets, identify trends, and inform strategic decisions on future releases and reorders
Partner with the marketing team to align physical release campaigns with broader promotional efforts, ensuring retail-facing assets, point-of-sale materials, and release timing are coordinated across channels
Work closely with the Director of Streaming & Playlist Strategy and the wider commercial team to ensure physical and digital release strategies complement each other and maximize overall chart impact
Oversee the direct-to-consumer (D2C) physical sales channel in partnership with e-commerce and artist management teams, developing exclusive product offerings and pre-order strategies that drive early sales and fan engagement
Track the evolving physical media landscape and bring forward-thinking ideas to leadership on how to capitalize on emerging opportunities
Create and distribute regular sales reports and recaps for internal stakeholders and distributed label partners, highlighting retail wins, sell-through rates, and upcoming opportunities
Identify and cultivate relationships with new retail and distribution partners, including international outlets and non-traditional channels (pop-up shops, tour merch integrations, lifestyle retailers), to expand the reach of Roc Nation Distribution's physical catalog
Other duties, as assigned
Qualifications:
5+ years of music industry experience with a focus on physical sales, retail account management, or commercial product strategy
Established relationships with major national retail accounts and independent music retailers
Strong understanding of physical supply chain logistics, including manufacturing timelines, inventory planning, and distribution workflows.
Proficiency with sales reporting and data tools (Luminate, retailer portals, internal dashboards)to track performance against targets, identify trends, and inform strategic decisions on future releases and reorders
Experience developing and executing retail-facing promotional programs, exclusives, and special edition product strategies
Deep passion for physical music formats and a keen understanding of collector culture, fan engagement, and the evolving vinyl/CD marketplace
Ability to champion Roc Nation Distribution's roster across multiple departments — including A&R, Digital, Finance, Legal, Marketing, Promotion, and Commercial — on a daily basis
Strong analytical and financial acumen, with the ability to manage forecasts, P&L implications of format decisions, and margin optimization
Excellent interpersonal, negotiation, and communication skills, with a collaborative, "partner first" mindset and the ability to establish quick rapport
Tech-savvy and adaptable, with comfort navigating both legacy retail processes and emerging e-commerce/D2C platforms
Applicants for employment in the U.S. must possess work authorization, which does not require sponsorship by the employer for a visa.
Benefits & Perks
HEALTH: Medical, vision, dental and mental health benefits for you and your family with access to a health care concierge and Flexible or Health Savings Accounts (FSA or HSA)
YOURSELF: Free concert tickets, generous paid time off including paid holidays, sick time and floating days
CAREER: Career and skill development programs with School of Live
WEALTH: 401(k) program with company match
Note – Roc Nation benefits and policies differ from Live Nation
EQUAL EMPLOYMENT OPPORTUNITY
We aspire to build teams that reflect and support the fans and artists we serve. Every day we aim to promote environments where everyone can be themselves, contribute fully, and thrive within our company and at our events. As a growing business we will encourage you to develop your professional and personal aspirations, enjoy new experiences, and learn from the talented people you will be working with.
Roc Nation strongly supports equal employment opportunity for all applicants regardless of age (40 and over), ancestry, color, religious creed (including religious dress and grooming practices), family and medical care leave or the denial of family and medical care leave, mental or physical disability (including HIV and AIDS), marital status, domestic partner status, medical condition (including cancer and genetic characteristics), genetic information, military and veteran status, political affiliation, national origin (including language use restrictions), citizenship, race, sex (including pregnancy, childbirth, breastfeeding and medical conditions related to pregnancy, childbirth or breastfeeding), gender, gender identity, and gender expression, sexual orientation, intersectionality, or any other basis protected by applicable federal, state or local law, rule, ordinance or regulation.
We will consider qualified applicants with criminal histories in a manner consistent with the requirements of the Los Angeles Fair Chance Ordinance, San Francisco Fair Chance Ordinance and the Cali