Director of 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 California Fair Chance Act and consistent with other similar and / or applicable laws in other areas.

We also afford equal employment opportunities to qualified individuals with a disability. For this reason, Roc Nation will make reasonable accommodations for the known physical or mental limitations of an otherwise qualified individual with a disability who is an applicant consistent with its legal obligations to do so, including reasonable accommodations related to pregnancy in accordance with applicable local, state and / or federal law. As part of its commitment to make reasonable accommodations, Roc Nation also wishes to participate in a timely, good faith, interactive process with a disabled applicant to determine effective reasonable accommodations, if any, which can be made in response to a request for accommodations. Applicants are invited to identify reasonable accommodations that can be made to assist them to perform the essential functions of the position they seek. Any applicant who requires an accommodation in order to perform the essential functions of the job should contact an HR Representative to request the opportunity to participate in a timely interactive process. Roc Nation will also provide reasonable religious accommodations on a case-by-case basis.

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The expected compensation for this position is:

$145,000.00 USD - $175,000.00 USD

** Pay is based on a number of factors including market location, qualifications, skills, and experience.

Live Nation Entertainment will never request payment or equipment purchases as part of the hiring process. Recruiters will only contact candidates from official Live Nation or affiliated brand email domains.

Live Nation Entertainment will never request payment or equipment purchases as part of the hiring process. Recruiters will only contact candidates from official Live Nation or affiliated brand email domains.