Sales Manager, Distribution Channels (Hemp)

Kiva Confections (www.kivaconfections.com) is a world-class cannabis-infused edibles company in California, the largest cannabis market in the world. Kiva's line includes Kiva Chocolate Bars, Terra Bites, Petra Mints, Lost Farms Gummies & Chews, and Camino Gummies. Our products are crafted from premium ingredients and thoughtfully combined with cannabis. Since our beginning in 2010, our goal has been to create confections that redefine what a cannabis confection ought to be. By applying art and science, we ensure a deliciously consistent experience.

We have high-reaching growth plans as the legal market and consumer adoption expand. Key growth initiatives include ambitious platform innovation, outstanding marketing, geographic expansion, strategic partnerships, and more. We are resourced for this spectacular growth and looking for great people to help take us to the next level.

Job Summary

Hemp products that are being sold in more traditional channels are leading to an explosion of new-to-THC and legacy consumers buying products legally outside of the dispensary. This represents a large opportunity for Kiva as we think about our next phase of growth. We are ready to launch in North Carolina retail locations with our Camino and Petra brands in new channels where hemp/D9 products are sold.

We are looking for a skilled salesperson with existing relationships with traditional retailers that can grow Kiva’s distribution and sales in an assigned territory. Kiva’s Distribution Sales Manager’s main responsibility is to work beside our Distributors to increase Kiva’s assortment in retail and develop and close new qualified customers primarily in Tennessee.  The qualified salesperson must be extremely knowledgeable about the product lines, represent honesty, integrity, and professionalism, while providing exceptional customer service.  Hemp/D9 product sales experience is ideal.

MUST reside in NORTH CAROLINA!!

• Develop and implement strategies at the territory and distributor levels to drive mutual growth and achieve sales targets.
• Lead the distributor engagement model, including business planning, review cycles (e.g., MBR, QBR, ABP), and national chain selling strategies.
• Business Planning & Financials
• Oversee distributor financial expenses, including bill-backs and other components, ensuring profitability and sustainable growth.
• Design and execute distributor incentive programs to align with Kiva’s growth goals and drive performance.
• Manage execution for national and regional key accounts, including POS allocation, new item setups, and dealer loader programs.
• Collaborate with Trade and Brand Marketing teams to enhance in-store execution through impactful merchandising and activations.
• Create and implement local chain selling strategies to boost sales and expand market share.
• Monitor inventory levels to meet demand and prevent stock-outs.
• Work with Sales Analytics and Finance teams on forecasting, demand planning, and item setup management and reporting.
• Act as the primary contact for distributors, managing relationships with local,  regional chains, and key accounts.
• Inspire and motivate distributor teams to prioritize Kiva for long-term success.
• Work with Finance, Sales Analytics, and other teams to optimize distributor performance and manage budgets.
• Shape the go-to-market strategy in partnership with the Head of Sales, ensuring alignment.
• Provide insights into channel segmentation and resource allocation within your territory.

• Bachelor’s degree in Business, Marketing, or related field preferred.
• 5+ years of experience in distributor sales management, or key account management, ideally within the cannabis, beverage, or consumer goods industries.
• Proven success in developing and executing territory and distributor-level sales strategies.
• Exceptional relationship-building skills with key accounts and distributor partners.
• Strong financial acumen with experience in forecasting and creating distributor incentive programs.
• Experience in cross-functional collaboration across finance, marketing, and operations teams.
• Hemp-derived Delta-9 product sales experience is a plus.