Reporting to the Division Vice President, this role is responsible for growing good2grow sales throughout Northern California by managing a network of independent direct store delivery (DSD) distributors.
You will work closely with distributor owners, sales leaders, and brand managers to execute sales plans, expand retail distribution, and improve in-store performance. Your customers will include regional and local chains, independent retailers, and nontraditional accounts.
This position may also manage employees, interns, or third-party resources within the territory.
Candidates must live in Fresno, Sacramento, or San Fran to be considered.Primary Responsibilities and Essential FunctionsManage Distributor Performance
- Build strong working relationships with distributor owners, brand managers, and sales leaders.
- Create and execute annual business plans with each assigned distributor.
- Establish annual sales goals, budgets, and performance expectations.
- Manage the territory's profit and loss performance and deliver volume and market-share goals.
- Hold monthly and quarterly business reviews with distributors.
- Review sales results, KPIs, scorecards, and progress against agreed-upon goals.
- Prepare accurate and timely sales forecasts for the territory.
- Participate in distributor training, sales meetings, market visits, and ride-alongs.
- Hold distributors accountable for executing good2grow's sales and retail priorities.
Grow Sales and Distribution
- Expand good2grow's presence within regional chains, local chains, independent retailers, and nontraditional accounts.
- Identify new accounts, inactive accounts, and stores with missing authorized products.
- Use sales data and distributor resources to prioritize growth opportunities.
- Increase the number of stores carrying good2grow products.
- Increase the number of good2grow products available in each store.
- Work with store management to secure kids' eye-level shelf placement and additional display locations.
- Present new products and distribution opportunities to retailers.
- Call directly on assigned regional chain accounts.
- Manage third-party brokers and other sales resources when needed.
- Improve promotional execution and overall store-level performance.
- Use the VIP Karma app to plan, document, audit, and follow up on store visits.
- Communicate retail opportunities and execution gaps to distributor leadership.
Manage Territory Operations
- Send weekly updates and provide clear follow-up to distributors.
- Document market visits, business reviews, action items, and sales results.
- Manage chargebacks, deductions, unsalable products, and logistics according to company standards.
- Monitor distributor point-of-sale information, inventory, and product needs.
- Keep scorecards, forecasts, weekly plans, and territory reports current.
- Submit expenses and complete other administrative responsibilities accurately and on time.
- Manage summer interns or third-party resources when assigned.
Lead and Develop Employees
- Coach, mentor, and develop direct reports when applicable.
- Set clear performance expectations and provide regular feedback.
- Complete performance reviews and individual development plans.
- Create a collaborative and accountable environment where employees can succeed.
Skills Needed
- Proactive approach and a strong sense of urgency
- Excellent organization and follow-through
- Strong attention to detail
- Clear and persuasive communication skills
- Ability to influence distributors, retailers, and internal partners
- Strong presentation skills
- Ability to manage multiple priorities across a large territory
- Team-oriented approach
- Enthusiasm, accountability, and motivation to deliver results
- Working knowledge of Microsoft Office
Qualifications- Bachelor's degree or equivalent professional experience
- Five to ten years of experience in sales, merchandising, direct store delivery, or supplier sales
- Consumer packaged goods experience preferred
- Experience working with distributors and retail customers preferred
- Experience presenting to groups
- Ability to travel up to 50% of the time
Work Environment: This is a field-based sales role that requires regular travel throughout Northern California. Work will take place from a home office and at distributor locations, retail stores, customer meetings, market visits, training sessions, and company events.
Travel: is expected up to 50% of the time.
Characteristics Needed to be Successful- We are looking for someone with a passion for service. You don't have to be the loudest voice in the room, but you do have to love coming to work every day and you must have an authentic pride in your work.
- You must be a resourceful self-starter. If you wait to be told to do something before you do it, this isn't the place for you.
- We need someone who is adaptable. The pace of change in our business is rapid. We create plans, but we're always ready to shift as needed to accomplish our goals.
- You must be able to establish and retain trust across the organization. It's a small company - there will be several critical relationships that can mean the difference between success and failure.
