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Company

OLIPOP PBC · 8 hours ago

Regional Sales Manager, Northern California

San Jose, CA

Full-time

Remote

Mid, Senior Level

$90K/yr - $100K/yr

5+ years exp

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Responsibilities

Manage partnerships with internal OLIPOP sales team, distributor partners, natural food brokers and 3rd party merchandisers.

Execute a monthly volume and distribution plan to achieve overall objectives in the market.

Translate national business strategy into clear and regionally, locally (or channel) executable plans and focus resources accordingly within the territory.

Eagerness and willingness to get your hands dirty in the field - hit accounts, build relationships at store level and get OLIPOP prime placements within retail sets

Build annual purchase and spend forecasts; execute and evaluate on a monthly basis.

Analyze monthly depletion reports, pinpoint opportunities for underperforming distributors, accounts and routes.

Ensure all sales efforts are in compliance with state laws.

Maintain accurate records regarding distributor profiles, retail and on-premise. distribution, and competitive activity and pricing.

Market analysis to track brand’s performance and inform sales / marketing decisions.

Build innovative presentations for total business and distribution partners designed to initiate an action-oriented response.

Monitor competitor activity within the region and provide constructive feedback on areas to improve

Help identify and implement route to market in both developing and established channels if improvement is necessary.

Conduct “route rides” with our DSD partner and natural food brokers.

Schedule and conduct distributor team meetings to inform and educate Sales Representatives of brand standards to optimize sales performance.

Manage market work with distributor sales representatives.

Design and implement incentive programs intended to guide distributor organizations in achieving sales objectives in partnership with the Senior Director of Sales.

Collaborate with the corporate and field-marketing teams to create comprehensive marketing plans to profitably increase market share.

Develop and execute initiatives that strengthen bonds with fan bases.

Qualification

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Sales ManagementConsumer Packaged GoodsRetail Channel ExperienceData Tools ProficiencyTrade MathProject ManagementMicrosoft Office

Required

5-8 years of experience in sales within a consumer-packaged goods company (beverage preferred).

3+ years of experience in people leadership, leading field sales team.

Experience in the natural & conventional retail channels and relevant classes of trade with CPG selling background in refrigerated space is highly preferred.

Established relationships and demonstrated success working with key retail accounts along with the leading brokers and distributors (UNFI, KeHE, Dairy Delivery, Rock Island, Morris, etc), servicing these channels.

Ability to identify white space opportunity, take initiative and work autonomously.

Works well with ambiguity – can navigate in the grey and asks the right questions to get at the solution.

Deeply passionate about the brand, inspired by what we represent, and have a desire to make an impact with your career.

Enthusiastic and comfortable working in a rapidly growing and changing environment.

Proficient in Data Tools (SPINS, DSD depletions, Retailer Portals) and Trade Math (selling price, margins, etc) and ability to evaluate the business and your performance analytically.

Strong planning, organizational, project management along with excellent interpersonal, written/oral communication and presentation skills, including full competence with Microsoft Office (Excel, PowerPoint, Word and Outlook).

Analyze opportunities quickly and have an ability to execute company goals efficiently.

Resourcefulness to improvise and adapt to deal with daily challenges via creative problem solving.

50% estimated travel for the role, including overnight stays.

Preferred

Experience in the natural & conventional retail channels and relevant classes of trade with CPG selling background in refrigerated space is highly preferred.