Regional Sales Manager (Retail and Foodservice) - Western United States

Something & Nothing is disrupting the global soda category with a range of award-winning Premium Sodas designed for the modern consumer. Our beverages are available in the US, UK, and Europe, and can be found in the world’s best retailers, hotels, cafes and restaurants. To support the growth of the US business, we are looking for someone to lead distribution and sales growth in the Western United States (CA, OR, WA, ID, NV, AZ, UT, HI).

Who are you?

You’re a passionate salesperson with proven experience achieving targets, building strong long-term relationships with a range of customers and distributors. You thrive in creating sales strategies and then building, coaching, and motivating a team to see the strategy executed in stores. You’re highly organised, resilient, and determined, and you love being in trade, working with customers and distributors.

Skills for success

• Selling skills
• Results driven
• Strong communicator (written / aural / verbal)

• Customer Management / Relationships

• Strategic Thinking
• People Management and Coaching

Responsibilities

You will be accountable for achieving channel- and account-specific goals, including volume objectives, forecast accuracy, promotional execution, distribution targets, new-item speed-to-market, brand execution, and distributor management. 

Grow Velocity (Retail and Foodservice)

• Develop promotions and trade marketing plans for customers and distributors that are within budget.  Use performance insights to ensure activity is impactful and financially efficient.
• Review plans and promotional history to evaluate trade spend/ROI and increase profitability while growing sales.
• Create in-store demo strategy and manage its delivery.
• Ensure flawless execution of national and regional strategies at store/operator level.
• Ensure promotional compliance and ensure non-compliance is rectified or compensated.
• Utilise POS to bring the brand to life across all customer types to help increase brand awareness and sales.
• Identify customer partnerships that showcase the product usage occasions - everyday refreshment, food pairing, cocktail/mocktail mixer, and alcohol replacement.

Grow Distribution (Retail and Foodservice)

• Lead full sales cycle from prospecting to negotiation, onboarding, activation, and relationship management to increase distribution in independent and chains/groups in both retail and foodservice.
• Lead the relationship development with all our distribution partners (Sysco, Chefs’ Warehouse, US Food, UNFI, KeHE, and regional DSDs), ensuring their sales teams are engaged, educated, and excited to sell Something & Nothing.
• Grow distribution across natural grocery buying groups (eg. INFRA, NCG).
• Grow distribution in primary foodservice channels – B&I, Casual Dining, Travel and C&U.
• Increase number of flavors stocked in each distributor’s warehouse.

Support distributor sales teams and Basemakers

• Process inbound sample requests from distributors and Basemakers.
• Create and implement incentive programs for distributors and Basemakers.
• Support DSRs and Basemakers to maximise the brand’s potential in every location.
• Conduct ride-alongs, sales meetings, and performance reviews with DSRs.

Data Management and Analysis

• Work with the Category & Insights Manager to analyse performance across all retailers in the region and share insights with our distributors, brokers, and field merchandising teams.
• Maintain CRM discipline and ensure data accuracy.
• Use Outfield to ensure we’re gathering in-store information and using it in our strategy and to improve our performance.
• Regularly analyze all data to pinpoint opportunities.
• Share insights from the trade to internal teams to help optimise our strategies.
• Work with the national sales and finance team to build accurate, insight-driven forecasts.

Event & Show Support

• Manage Something & Nothing’s presence at events, food shows, and trade shows.

Experience

• 5+ years’ experience in a sales role in a CPG brand/manufacturer and/or distributor.
• Beverage experience highly preferred
• Building long-term relationships with customers and distributors
• Delivering strong sales growth YoY
• Building and developing a sales team
• Selling to different types of retailers (grocery - chain and independent, convenience, markets and liquor stores). and foodservice customers (B&I, Casual Dining, Cafes, and Travel).
• Bilingual English & Spanish is strongly preferred
• Must be able to perform the physical tasks this position requires
• Valid driver’s license and access to reliable automobile transportation

• Employment type – full-time
• Up to $120k base salary
• Health, dental, vision, and 401(k) benefits
• Monthly work from home allowance
• Equity/option participation
• Generous PTO (39 days) and flexible working
• Opportunity to build an exciting emerging brand
• Training and development
• Travel and car expenses covered
• Location - role requires the person to reside in CA, OR, WA, ID, NV, AZ, or UT.
• This role is fully remote and requires travel, up to 16 weeks a year, to visit different areas across the region
• Willingness to work outside of standard business hours, including evenings and weekends, based on business demands.

Our comprehensive compensation package plays a big part in how we recognise you for your impact on our path to achieving our mission. For this role, the estimated base salary range is up to $120,000. The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview process. The range listed above is a guideline, and the base salary range for this role may be adjusted.

Next steps

If you pass our initial screening, you will be invited to an informal chat. Psychometric questionnaires, case study, and a structured interview will follow, with a view to making an offer in January.

Something & Nothing is an equal-opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.