Regional Sales Manager: Central

Something & Nothing | B Corp™•TX, TX

5h•Remote

About The Position

This role is for a Regional Sales Manager focusing on the Central region, primarily Texas and Colorado. The main focus will be on growing distribution and sales within key accounts like HEB and Sysco, expanding into new channels such as foodservice, and developing early-stage markets. The position involves leading the full sales cycle, managing distributor relationships, building promotional plans, and executing in-store strategies. The role also includes analyzing performance, providing forecasts, and eventually building and developing a sales team within the region. Success in the first 12 months includes winning new distribution in specific retailers, growing existing accounts, and establishing a strong presence in foodservice and Colorado.

Requirements

5+ years in a sales role with a CPG brand, manufacturer or distributor.
Beverage experience is strongly preferred.
Personally owned a multi-state territory, including planning, travel and numbers.
Won or materially grown distribution with at least one top-tier regional grocery banner.
Track record of delivering year-on-year sales growth and beating revenue targets.
Proven success managing distributor relationships and operator accounts.
Experience selling across natural and conventional grocery, both chain and independent, as well as club, mass and foodservice customers.
Solid grasp of pricing structures, rebates, trade spend and ROI, and menu cycles.
Experience coaching and developing other people's performance, including people without formal authority.
Strong commercial and analytical instincts.
Confidence to build a regional strategy and then execute it.
Strong communicator in writing, out loud, and as a listener.
Highly organized, resilient and self-directed, with genuine discipline around pipeline management.
Love being in trade, in front of customers and distributors.
A valid driver's license and access to reliable transportation.

Nice To Haves

Conversational business Spanish.
Experience launching brands or building early-stage territories.
Existing relationships with regional chains and major distributor houses.
Experience with CRM tools and forecasting systems.
A real passion for food, beverage and hospitality.

Responsibilities

Accountable for channel- and account-specific goals across the region: volume, forecast accuracy, promotional execution, distribution targets, speed-to-market on new items, brand execution and distributor management.
Win and grow distribution across natural and conventional grocery, both chain and independent.
Lead the full sales cycle (prospecting, negotiation, onboarding, activation and ongoing relationship management).
Own the relationships with our distribution partners, keeping their sales teams engaged, educated and excited to sell Something & Nothing.
Grow distribution across the natural grocery buying groups (INFRA and NCG).
Grow distribution in priority foodservice channels: travel, business and industry (B&I), restaurants and cafes, with colleges and universities as a secondary channel.
Grow velocity in the accounts won.
Build promotional and trade marketing plans for customers and distributors that stay within budget.
Review promotional history to assess trade spend and ROI.
Create and deliver the in-store demo strategy for your region.
Use point-of-sale materials to bring the brand to life across every customer type.
Ensure national and regional strategies are executed properly at store and operator level, and that non-compliance is either fixed or compensated.
Find customer partnerships that showcase how the product gets used: everyday refreshment, food pairing, cocktail and mocktail mixer, and alcohol replacement.
Lead the distributor, broker and field teams.
Work hand in hand with retail and foodservice brokers to build and land the plan for each account, including leading the broker-supported category presentation to key regional accounts.
Support distributor sales reps and third-party field team (Basemakers) to get the most out of every location, running ride-alongs, sales meetings and performance reviews.
Create and run incentive programs for distributors, brokers and Basemakers.
Manage and attend presence at distributor, customer and industry events, food shows and trade shows.
Work with Category & Insights Manager to analyze performance across the region, and share findings with distributors, brokers and field teams.
Use CRM platforms, and feed learnings back into strategy.
Build accurate, insight-driven forecasts with US sales and finance teams.
Bring learnings from the trade back to the rest of the business.
As the region grows, be responsible for hiring salespeople to cover specific areas within it, and for coaching and supporting them.
Coach and support team members rather than manage them.

Benefits

Share options under our employee options scheme.
25 days of annual leave, plus statutory holidays.
4 rejuvenation days on top of annual leave.
Medical insurance through BlueCross BlueShield, available from day one. Company covers the full cost of the lowest plan option ($733 per month).
401(k) with company match: 100% on the first 1% contributed, then 50% on the next 2–6%.
Mobile phone allowance of $50 per month.
Work-from-home allowance of $50 per month.
Mileage reimbursed at $0.75 per mile.
All the soda you can drink.
Opportunity to build an exciting emerging brand.