Regional Sales Manager, Norcal

Regional Sales Manager, NorCal

At OLIPOP, we're on a mission to positively impact consumer health at scale. And we're doing it through something simple: soda. But not just any soda, a new kind of soda: one that's delicious, refreshing, and actually good for you.

This mission is deeply personal for our CEO, Co-Founder, and Formulator, Ben Goodwin. Like many of us, Ben grew up consuming the Standard American Diet: lots of soda and processed foods that prioritized convenience over nutrition. But at 14, he took his health into his own hands. After making significant changes to his nutrition and exercise, he lost 50 pounds and saw a transformation in his energy, mood, and emotional clarity.

Those changes sparked a deep curiosity about the connection between nutrition and health. Ben became a relentless student of the gut microbiome and the ways it supports overall wellness. The more he discovered, the more passionate he became about finding credible, science-backed ways to make consumer health accessible to everyone.

The mission was clear. The vehicle? Less so. After exploring the possibilities, Ben landed on an unexpected yet familiar choice: soda. It was something he loved as a kid, and he knew millions shared that same nostalgia. But this wouldn't be just any soda. With most Americans falling short on daily fiber, Ben set out to create a version with more fiber and less sugar, one that was perfectly balanced. The result? A deliciously refreshing soda with 6 to 9 grams of fiber and 2 to 5 grams of sugar, delivering science-backed benefits without sacrificing the classic taste people crave.

In 2018, the first OLIPOP cans hit the shelves, bringing Ben's vision to life with a functional soda that anyone could enjoy. And by reimagining soda, we're also reshaping culture. That means creating products that support health for all and building a business grounded in humanistic values: empathy, integrity, and a belief in better for everyone. From the ingredients we source to the culture we foster, we're committed to proving that business (and beverage!) can be a force for good, and that soda has the power to bring people together.

So join us, and let's write a new American soda story together. One we can all feel good about. One OLIPOP at a time.

The Role

OLIPOP is looking for a Regional Sales Manager to represent us in Northern California and manage retail performance. In this role you'll prioritize your time to focus on the highest impact areas, while working with and inspiring our distributor partners, third-party sales resources, retailers, and a dynamic internal sales team to deliver a whole greater than the sum of its parts. With laser focus, you'll be exploring and driving new opportunities, while also building on the high velocities we're already seeing in the market.

The RSM will work closely with the Director of Sales – West to further the development, sales, and promotion of the brand and build brand loyalty across all sales channels. If you're looking for a fast pace, personal growth, responsibility and a lot of fun along the way, then this is a role you'll thrive in.

Preferred Locations: Northern California

Responsibilities:

• Directly manage and lead field sales team in the NorCal Market
• Lead, mentor and develop a high-level field sales team to ensure KPIs are hit each quarter
• Navigate task conflict and feedback to the team where needed
• Set monthly priorities and goals for the team to execute against and track accountability
• Set and build out field strategy for the NorCal Market

Sales Business Management:

• Manage partnerships with internal OLIPOP sales team, distributor partners, natural food brokers and 3rd party merchandisers.
• Execute a monthly volume and distribution plan to achieve overall objectives in the market.
• Translate national business strategy into clear and regionally, locally (or channel) executable plans and focus resources accordingly within the territory.
• Eagerness and willingness to get your hands dirty in the field - hit accounts, build relationships at store level and get OLIPOP prime placements within retail sets
• Build annual purchase and spend forecasts; execute and evaluate on a monthly basis.
• Analyze monthly depletion reports, pinpoint opportunities for underperforming distributors, accounts and routes.
• Ensure all sales efforts are in compliance with state laws.
• Maintain accurate records regarding distributor profiles, retail and on-premise. distribution, and competitive activity and pricing.
• Market analysis to track brand's performance and inform sales / marketing decisions.
• Build innovative presentations for total business and distribution partners designed to initiate an action-oriented response.
• Monitor competitor activity within the region and provide constructive feedback on areas to improve

Distributor Management:

• Help identify and implement route to market in both developing and established channels if improvement is necessary.
• Conduct "route rides" with our DSD partner and natural food brokers.
• Schedule and conduct distributor team meetings to inform and educate Sales Representatives of brand standards to optimize sales performance.
• Conduct quarterly business reviews with DSD partners
• Design and implement incentive programs intended to guide distributor organizations in achieving sales objectives in partnership with the Senior Director of Sales.

Marketing Collaboration:

• Collaborate with the corporate and field-marketing teams to create comprehensive marketing plans to profitably increase market share.
• Develop and execute initiatives that strengthen bonds with fan bases.

Qualifications

• 5-8 years of experience in sales within a consumer-packaged goods company (beverage preferred).
• 3+ years of experience in people leadership, leading field sales team
• Experience in the natural & conventional retail channels and relevant classes of trade with CPG selling background in refrigerated space is highly preferred.
• Established relationships and demonstrated success working with key retail accounts along with the leading brokers and distributors (UNFI, KeHE, Dairy Delivery, Rock Island, Morris, etc), servicing these channels.
• Ability to identify white space opportunity, take initiative and work autonomously.
• Works well with ambiguity – can navigate in the grey and asks the right questions to get at the solution.
• Deeply passionate about the brand, inspired by what we represent, and have a desire to make an impact with your career.
• Enthusiastic and comfortable working in a rapidly growing and changing environment
• Proficient in Data Tools (SPINS, DSD depletions, Retailer Portals) and Trade Math (selling price, margins, etc) and ability to evaluate the business and your performance analytically.
• Strong planning, organizational, project management along with excellent interpersonal, written/oral communication and presentation skills, including full competence with Microsoft Office (Excel, PowerPoint, Word and Outlook).
• Analyze opportunities quickly and have an ability to execute company goals efficiently.
• Resourcefulness to improvise and adapt to deal with daily challenges via creative problem solving.
• 50% estimated travel for the role, including overnight stays

Reports To: Director of Sales, West

Compensation: $90,000-$110,000 base salary + bonus

How We Work

We may be fully remote, but we're anything but disconnected. OLIPOP has grown from a few passionate people around a table to a nationwide team, and we've done it without losing our collaborative spirit or sense of purpose.

Connection here is intentional. From cross-functional projects and IRL offsites to thoughtful Slack threads and spontaneous gifs, we make the effort to stay close, even across time zones. Sure, we move quickly, but we lead with trust, transparency, and a shared commitment to doing work that matters.

We value thoughtful debate. We give feedback with care and receive it with curiosity, knowing that real growth, both personal and collective, comes from listening as much as leading. Because at OLIPOP, it's not just about getting things done. It's about growing together, staying true to what matters, and building something with lasting impact.

What We Value

At OLIPOP, our values aren't just posters on a wall. They shape how we show up: for each other, for our customers, and for the mission we'