Director of Distribution

Director of Commercial Distribution

Location: Bangkok/Phuket, Thailand

Full-time, Hybrid-Remote with Nationwide Travel

Our client is an investor-backed international cannabis platform, bringing capital, operational experience, and long-term growth intent to the Thailand market. They are building direct, nationwide cannabis distribution across Thailand and are seeking a senior hands-on commercial leader to design, launch, and scale distribution in a highly fragmented, relationship-led retail market.

This is a high-autonomy leadership role with full ownership of commercial distribution and sales execution across Thailand. Purchasing, product access, and financing are already in place. The focus is on route-to-market execution, revenue growth, and building a local commercial team capable of scaling nationally.

This role is hands-on and market-facing, requiring on-the-ground leadership and direct engagement with retail partners across Thailand. It is not a warehouse, logistics, or back-office operations role. The opportunity offers long-term growth as the business and retail footprint continue to scale.

The ideal candidate will have demonstrated cultural fit for Thailand, with proven ability to work effectively in relationship-driven, trust-based, and hierarchical business environments.

MUST have previous experience in a similar leadership position within the legal, adult-use cannabis industry.

MUST demonstrate strong leadership experience managing and scaling sales teams.

MUST be fluent in English; knowledge of Thai language is a strong preference.

This is a full-time permanent role, ideally based in Bangkok/Phuket to be close to the management team & board. Hybrid-remote work set up.

60%+ travel nationwide is expected, especially during the first 12-18 months.

*Visa sponsorship and relocation support will be offered to the right candidate.

Core Areas of Responsibility

Commercial Distribution & Route-to-Market

• Design and execute the commercial distribution strategy for Thailand
• Build direct distribution without intermediaries
• Sell into dispensaries and DTC retail channels (non-pharmacy model)
• Establish national coverage across multiple regions
• Adapt route-to-market to local retail structures and consumer behavior
• Implement and scale a structured CRM system to manage accounts, pipelines, sales performance, and regional execution

Revenue, Margins & Performance

• Own revenue growth, margins, and commercial KPIs
• Translate financed supply into consistent sell-through
• Define and track KPIs including sales velocity, regional performance, and margin contribution
• Work with finance on forecasting, targets, and performance reporting

Retail Relationships & Market Development

• Build long-term, trust-based relationships with locally owned cannabis retailers
• Act as the senior commercial representative in-market
• Personally engage with key accounts and regional partners
• Navigate cultural, language, and regulatory nuances in Thailand
• Represent the company with cultural sensitivity, credibility, and professionalism in all market interactions

Team Build & Leadership

• Recruit, hire, and lead a local sales and distribution team
• Build incentive structures, targets, and performance management frameworks
• Establish a strong sales culture combining accountability, discipline, and respect for local working norms
• Mentor and develop local Thai talent with cultural awareness and leadership maturity
• Lead from the front in a hands-on, on-the-ground capacity

Cross-Functional & Stakeholder Collaboration

• Partner with internal teams across supply, finance, compliance, and operations
• Ensure commercial execution aligns with regulatory requirements
• Provide market feedback to inform product, pricing, and expansion strategy

Experience & Expertise

• Previous legal Cannabis industry experience in a similar leadership position is required
• 8+ years experience in commercial distribution, wholesale, or sales leadership
• Proven experience building or scaling distribution and sales networks
• Experience selling into independent, relationship-driven retail environments
• Strong commercial and financial acumen (pricing, margins, KPIs)
• Experience operating in regulated or emerging markets
• Background in cannabis, alcohol, spirits, tobacco, or consumer health preferred
• Fluent English required; Thai language capability a strong advantage
• Willingness to relocate and work hands-on in market

This is a full-time, permanent position with 60%+ travel required. It will require relocation to Thailand (Bangkok or Phuket preferred). Visa and relocation support are being offered to the successful candidate (if required).