Senior Director of Sales - Field, Distribution & Regional Accounts

TRIP•Los Angeles, CA

11d•$160,000 - $180,000

About The Position

TRIP is searching for a Senior Director of Sales focused on managing Field Execution, Distributor Management, and Regional Key Accounts to join our dynamic team, playing a pivotal role in building out the calm category in the US. This leadership role is instrumental in building our field execution team, driving sales growth at store level, expanding distribution networks, and enhancing relationships with regional accounts. The ideal candidate will bring a wealth of experience in field sales management, strategic alignment with distribution partners, and expertise in building lasting, productive relationships with retailers.

Requirements

8+ years of experience in field sales and account management within the CPG industry, with a preferred focus on the beverage industry. 3+ years of people management experience.
Proven track record of developing and implementing successful sales strategies that drive significant revenue growth.
Ability to manage a customer P&L & budget to drive effective trade spend and profitability across customers.
Strong leadership skills with experience managing and developing high-performing sales teams.
Expertise in building and maintaining relationships with distributors and regional accounts across both Broadliner (UNFI & KeHE) & DSD route to markets.
Excellent analytical skills, with the ability to interpret syndicated, depletion, & can data and develop actionable insights that drive business performance.
Strong negotiation and communication skills, capable of influencing internal and external stakeholders.
Experience collaborating with cross-functional teams, including marketing, operations, and finance.
Strategic thinker with a results-oriented mindset and the ability to adapt in a fast-paced, evolving environment.
Proficient in CRM software and Microsoft Office Suite; experience with Slack is a plus.

Responsibilities

Develop and implement a comprehensive field sales strategy to maximize retail execution while expanding distribution to drive revenue across our portfolio of products.
Lead and mentor a team of area sales managers and account managers, fostering a high-performance culture focused on achieving targets and driving results.
Oversee the management of regional chains & up-and-down the street independent accounts, ensuring the alignment of sales initiatives with customer needs and market opportunities.
Build strong partnerships with distributors and retail accounts, negotiating contracts and promotional agreements that enhance product visibility and consumer engagement.
Analyze market trends, sales performance data, and competitive landscape to inform strategic decisions and identify growth opportunities.
Collaborate closely with marketing, supply chain, and product management teams to ensure successful execution of go-to-market strategies and initiatives.
Establish and track key performance indicators (KPIs) to evaluate the effectiveness of sales strategies and make adjustments as needed.
Drive the execution of promotional campaigns and new product launches at the field level, ensuring alignment with overall business objectives.
Spearhead initiatives to improve operational efficiency in field sales and distribution processes.
Partner with the national account team to identify key field execution priorities that will move the needle for the category and the business.
Represent the company at industry events and trade shows to promote products and strengthen relationships with key stakeholders.
Serve as the lead for all third party merchandising partners and their performance expectations & execution.