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Regional Sales Manager-NorCal

San Francisco, CA · Posted Nov 20
The Regional Sales Manager must be a strategic driver in the Region. This role has ultimate accountability for Poppi’s ability to grow the Region by delivering against Customer and Distributor goals. The RSM is a key member of the Field Execution team, and must provide sales leadership and vision in the Region to ensure that store level execution is best in class.
Regional Sales Manager:
  • Forecast upcoming depletions based on promotions and incentive strategies
  • In the market 40-50% of the time working with the team or in the trade (minimum 30%)
  • Manage multiple Distributors within the Region to drive volume at the management and Rep level
  • Foster productive relationships with local buyers to drive incremental programming and POD placement while collaborating with KAM/NAM teams
  • Create and communicate Regional KPI’s to members of the regional team
  • Plan crew drives, blitz’s, and launches both for retail and disrtibutor
  • Manage key regional customer relationships, including new item authorizations, quarterly presentation, category reviews, performance tracking and data storytelling
  • Communicate and delegate monthly promotions to DSM’s & ASM’s
  • Confirm and communicate weekly Regional focuses to the DSM’s
  • Utilize MBR and QBR formats to share local data, track performance, surface issues and resolve any voids, OOS, or distribution issues.  Gain top down alignment with shared goals
  • Conduct monthly 1 on 1 with ASM’s and DSM’s to discuss growth, opportunities, and upcoming goals
  • Participate in monthly DSD Rep and RSM meetings
  • Manage routing for ASM and DSM team to optimize store visits and productivity
  • Lead weekly Regional calls with team
  • Review and approve billbacks, expenses, and upcoming T&E
  • Drive a winning Culture/Team building/ celebrate wins.
Reports to: Region Director
Direct Reports: DSM’s
Location: Remote in Region

What You Bring
  • Always acting with integrity through a “what’s right and best” mindset
  • Positively add to and harness the progressive culture that has already been developed
  • High attention to detail, focused on doing it right vs. getting it done
  • To adapt and overcome the situation
  • To make reasonable decisions under pressure
  • Bring “we are only as strong as our weakest link” mindset
  • To try to overcome the objection
  • Meet with local buyers to wire sell
  • Create and bring solutions when there are problems
  • Create performance driven incentives to motivate the team and banners 
  • Motivate and lead by example to accomplish monthly KPI’s
  • Develop a gameplan based on IRI data and scan data
  • Have a data forward mindset to achieve revenue targets

Your Background
  • 5-7 Years CPG Experience in beverage sales
  • 3+ years of leading a team and at least 3 years managing DSD distributors, preferably within the allocated regions of Northern California, Hawai’I and Northern Nevada
  • Strong Planning and executional skills
  • Capable of presenting to a large audience
  • Passion to lead and set the example
  • History of building and maintaining a great culture

Physical Requirements

·        The ability to communicate (written & verbal) in a remote work environment.
·        The ability to utilize standard office equipment, such as phones, computers, and copy machines.
·        Travel will vary month to month, but you will need the ability to travel up to 75%
·        The ability to sit, stand, walk, and type for long periods of time.
·        Some lifting and the movement of moderate loads require 50-pound lifting requirement.
·        Occasional exposure to outside weather conditions.

The above statements cover what are generally believed to be principal and essential functions of the job. Specific circumstances may allow or require some incumbents assigned to the job to perform a different combination of duties. Before the next step in the recruiting process, we welcome all applicants to inform us confidentially if they may require special accommodations to participate fully in our recruitment experience. 

Poppi is a prebiotic soda company committed to an inclusive, diverse, and equitable workplace that respects and celebrates the unique contributions of each individual while ensuring we remain an equal-opportunity employer that recruits, hires, trains, and promotes based on merit and qualifications.


I have reviewed this job description and understand that it is not a contract of employment and in no way changes the at-will nature of my employment relationship with VNGR LLC “Poppi,” under which either VNGR LLC “Poppi” or I can terminate the employment relationship at any time, with or without cause or notice. I have read the foregoing job description and understand the responsibilities of the job.  I agree that I am able to perform the essential duties of this position.