Regional Sales Lead, Midwest at PAX Labs in Chicago, IL

THE COMPANY:

PAX Labs is an award-winning, consumer technology brand that supports responsible, adult use. Our products represent the gold standard in product quality and we aim to move the space beyond unfortunate stereotypes of cannabis users. Most of all, we want to be good stewards for a product and movement that enhances many people’s lives.

Headquartered in San Francisco, PAX is backed by leading technology investors including Fidelity Investments, Tiger Global and Tao Invest (Pritzker family fund). We are an exceptional team with hardware and software backgrounds in consumer technology, healthcare, and biotech, and are growing rapidly to deliver on our mission. Our internal culture values diversity, integrity, having an impact, and passion for the larger movement that PAX is a part of.

ROLE AND RESPONSIBILITIES:

PAX Labs is seeking a highly motivated Regional Sales Leader (RSL) who will help shape and manage the direction of our Midwest region sales team. This role is critical in building our emerging business and shaping the future of our brand. Our sales teams are lean, covering 15 states, 65 Brand Partners, and hundreds of retailers so we need to be strategic with our time and resources.

The RSL will serve as an integral member of the sales leadership team, reporting into the Head of U.S. Sales. S/he will act as the voice of Midwest region Brand Partners and Retailers. The ideal candidate loves being in the field, meeting with partners, retailers, and consumers to help shape a well founded point of view that will influence PAX’s Sales and Business Development strategy.

About you… You have experience in developing a sales strategy, managing a P&L and a continual forecasting process. You love people and motivating a field sales and marketing team to achieve PAX’s commercial targets and goals in the region. Additionally, you come with and/or are developing a deep knowledge of the regional marketplace, including the regulatory landscape, cannabis brands, channels, and retailers.

Responsibilities include:

Sales

Help set regional targets, objectives and performance metrics for your region.

Incentivize and motivate the field sales and marketing team to execute on goals, objectives and metrics.

Own the development and implementation of regional sales programs that will attract new key accounts and enhance sales to current customers.

Manage c-level/executive Brand Partner relationships to drive meaningful on-going business.

Increase regional segment share based on agreed metrics and goals.

Own forecasting models including budget, dates, probability to close and inventory estimates.

Management

Provide leadership to a team responsible for selling the company’s products and services, developing new accounts and/or expanding existing accounts across regional market.

Manage Territory Sales Managers to meet regional sales goals.

Dotted line management of Field Marketing manager to meet regional sales goals.

Build and develop a “best-in-class” field sales team. In this capacity the RSL will serve as a player/coach who leads and inspires others by their actions and engagement.

Cross-functional engagement with Commercial Strategy, Brand Marketing, Trade Marketing, and Product to drive products, programs, and campaigns that align with your region’s needs.

PERSONAL AND PROFESSIONAL QUALIFICATIONS:

8+ years of sales experience.

3+ years of people management experience.

Proven success hiring and training sales teams.

Deep knowledge of the cannabis industry and products.

Experience in fast-cycle businesses with complex product lines and a heavy technology innovation component.

Prior success in impacting the top and bottom line through creating successful sales strategies.

A proven track record of opportunity identification, problem-solving and taking initiative.

Proven ability to be successful in a less traditional or less hierarchical environment.

Regardless of career path, the successful candidate must have a track record of driving change.

KEY ATTRIBUTES NECESSARY FOR SUCCESS:

The Regional Sales Leader will be a self-confident, hands-on coach with a collaborative, open management style that fosters participation and contribution by others. S/he will have the experience and credibility to make tough decisions and achieve results on a timely basis.

High energy, entrepreneurial spirit with self-starter instincts.

Thoughtful and decisive decision-making style.

A flexible nature and management style that can accommodate rapid change and a high level of ambiguity in an evolving organization and industry.

Clear and crisp communication skills (both verbal and written).

Organized and detail-oriented, with the ability to keep CRM, weekly forecasts, and other business systems updated.

High EQ to effectively influence others and champion ideas, both internally and externally.

The character and discipline to succeed in a highly competitive industry.