VP of Sales RTD

Kalon Executive Search•Los Angeles, CA

15d•Remote

About The Position

Vice President of Sales – RTD Beverages Reporting to senior executive leadership, this role is a critical member of the commercial leadership team and is responsible for setting and executing the sales strategy to drive sustained revenue growth across the beverage and broader food & beverage categories. The Vice President of Sales will lead, develop, and scale a high-performing sales organization, while directly engaging with key strategic accounts. This position balances hands-on commercial leadership with long-term strategic planning, customer acquisition, and expansion of existing partnerships to maximize enterprise value. The role operates within all applicable industry regulations and standards, including food safety, quality systems, operational procedures, and workplace safety requirements. This is a Remote Position

Requirements

12+ years of progressive sales experience in ingredients, beverages, or the broader food & beverage industry.
Demonstrated success leading and scaling sales teams, including managers and senior individual contributors.
Deep expertise in ingredient and/or beverage sales, strategic account management, and distributor partnerships.
Proven experience selling technical or science-based products using consultative, education-driven sales approaches.
Track record of success in high-growth, entrepreneurial or scaling environments.
Strong understanding of customer requirements related to quality, regulatory compliance, and operational logistics.
Exceptional executive communication skills, including presenting to C-suite leaders, buyers, R&D teams, and cross-functional partners.
Advanced proficiency in Outlook, Word, Excel, and PowerPoint; CRM and forecasting tools experience preferred.
Highly organized, strategic thinker with strong follow-through and a results-oriented leadership style.
Ability to travel up to 30%.
Bachelor’s degree in business, food science, or a related field preferred; advanced degree a plus.

Responsibilities

Own and deliver annual and long-range revenue targets across beverage and food & beverage categories.
Lead, mentor, and develop a multi-level sales team, fostering a performance-driven, collaborative, and accountable culture.
Establish and execute the overall sales strategy, including channel expansion, key account growth, and new customer acquisition.
Oversee customer development and retention across North America, with potential expansion into international markets subject to regulatory approval.
Drive quarterly business reviews with both customers and internal stakeholders; identify risks and implement corrective action plans.
Guide the development of annual customer-level forecasts, multi-year growth plans, and strategic account roadmaps.
Oversee monthly forecasting by SKU and customer, ensuring accuracy and alignment with operations and supply chain.
Provide executive oversight of contract negotiations, pricing strategy, and commercial terms to optimize profitability and long-term value.
Partner closely with cross-functional leadership across R&D/Scientific Affairs, Marketing, Operations, Production, Customer Service, Logistics, Warehouse, Finance, and Accounting.
Represent the organization at key industry trade shows, conferences, and strategic customer engagements.
Leverage sales analytics, market intelligence, and category data (e.g., SPINS and related tools) to inform strategy and decision-making.
Maintain a comprehensive understanding of category, channel, customer, and competitive dynamics; proactively share insights and recommend growth initiatives.