Regional Sales Manager, Southeast
OLIPOP
ABOUT US
OLIPOP was founded in 2017 by Ben Goodwin and David Lester. Ben and David have been working together for nearly a decade to find accessible solutions to bring the benefits of digestive health to as many consumers as possible. OLIPOP is a deliciously refreshing tonic that is crafted with prebiotics, botanicals, and natural plant fiber to support your microbiome and benefit digestive health. We're on a mission to provide an affordable, delicious alternative to soda that delivers leading-edge health benefits to mainstream consumers.
OUR TEAM
At Olipop our values lead the way we create our products, engage with each other, and interact with our community. While we’re invested in our product, we’re equally invested in personal development. We’re tightly knit, we’re genuine and we’re always pushing the envelope to do a better job than we did the day before. Our team is also fully remote, requiring us to be resourceful, creative and collaborative to support our fast-moving business.
To best serve our diverse community of customers, we also seek to recruit and include people with a diversity of abilities, backgrounds, and cultures.
WHAT YOU’LL NEED
Working at a start-up can be as much a personal journey as it is a professional one. To succeed at a company like Olipop, you must be comfortable with failing, learning, and adapting. You need to be curious, optimistic, and able to find a way when it seems impossible. You must be confident enough to express your ideas but humble and open to learning from your experiences and from others. If this is the approach you take to life, then we’d love to hear from you.
THE ROLE
OLIPOP is looking for a Regional Sales Manager to represent us in the Southeast and manage retail performance in the states of GA, FL, NC, SC, TN, MS, AL. In this role you’ll prioritize your time to focus on the highest impact areas, while working with and inspiring our distributor partners, third-party sales resources, retailers, and a dynamic internal sales team to deliver a whole greater than the sum of its parts. With laser focus, you’ll be exploring and driving new opportunities, while also building on the high velocities we’re already seeing in the market.
The RSM will work closely with the Director of Sales – East to further the development, sales, and promotion of the brand and build brand loyalty across all sales channels. If you’re looking for a fast pace, personal growth, responsibility and a lot of fun along the way, then this is a role you’ll thrive in.
Preferred Locations: FL, GA, NC, SC
RESPONSIBILITIES:
Sales Business Management
- 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
Distributor Management
- 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.
Marketing collaboration
- 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.
QUALIFICATIONS
- 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, 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.
- 75% estimated travel for the role, including overnight stays (Georgia, Florida, North / South Carolina)
REPORTS TO: Director of Sales, East
COMPENSATION: $90,000-$100,000 base salary + bonus
We are proud to be an Equal Opportunity/Affirmative Action Employer. Olipop does not discriminate on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factor. Applicants and employees are protected from discrimination under Federal law. For more information, please see EEO is the Law.