Director of Sales - Natural Channel

poppi; Austin (TX); Remote; USD 135,000 - 145,000; Full time

Job summary

poppi is hiring a Director of Sales for the Natural Channel to lead its market strategy and enhance partnerships with natural grocery accounts. This role involves optimizing sales performance and enhancing market presence through collaboration and data-driven initiatives, while also fostering a supportive company culture.

Benefits

Paid Time Off (3 weeks)

Medical, Dental, and Vision Benefits

401(k) Program

Paid Parental Leave

Technology Allowance

Qualifications

• 8+ years of sales experience in CPG/Food & Beverage Industry.
• 4+ years of experience in a senior sales account management position.
• Experience managing relationships with key Natural Channel decision makers.

Responsibilities

• Lead all natural grocery accounts nationwide with accountability for business performance.
• Cultivate strategic partnerships with key buyers and manage broker networks.
• Create, execute, and track promotional objectives by account.

Skills

Negotiation

Leadership

Problem Solving

Education

Bachelor's degree in business, marketing, finance or a related field

Tools

Microsoft Office Suite

VIP/IDIG

IRI

Nielsen

Job description

ABOUT POPPI

Soda's back. Like, actually back. The twist? It's better for you this time (and no lie, it tastes better, too)! Join the team that's reclaiming soda one mouthwatering drop at a time. Refreshing and juicy without unnecessary sugar, it's time to love soda again!

OUR VALUES

• We keep it real: We keep our egos in check and our feedback honest so we can always stay real. You know, like our ingredients.
• We are creators: We're disruptors who see and do things differently, which is why we changed the soda game forever.
• We do it better, together: We're better when we do together. We have one shot to become the #1 soda, so we need to make it count (while taking care of each other along the way).
  
  

LOCATION

This is a remote role, with a preference for candidates based in New York or Texas.

THE ROLE

The Director of Sales for the Natural Channel will spearhead Poppi's growth strategy in this market segment, overseeing all aspects of natural grocery distribution and sales volume expansion. In this role, you'll manage the channel sales relationship including buyers, brokers, and distributors. You'll also oversee the execution roadmap to strategically enhance poppi's market position prioritizing increased ACV, expanded shelf space, and optimized SKU assortment. Your cross-functional leadership will drive success in optimizing promotional ROI and retail marketing initiatives while also transforming Poppi's strategic vision into compelling in-store executions.

WHAT YOU WILL DO

• Lead all natural grocery accounts nationwide, including UNFI and KeHE headquarters call points, with full accountability for current and future business performance
• Cultivate strategic partnerships with key buyers directly while effectively managing broker networks to reach sales targets and drive mutual growth through customized account-specific planning
• Create, execute, and track promotional objectives and KPIs by account while operating within established trade spend parameters to maximize return on investment
• Continuously analyze brand performance, category trends, price architecture, merchandising effectiveness, and promotional impact across the natural channel
• Monitor weekly OH & OO inventory for UNFI and KeHE, providing recommendations for reorders and executing reporting
• Strategically optimize SKU mix, merchandising, planogram location and secondary placement opportunities by account to maximize sales velocity and brand presence
• Collaborate with field sales, shopper marketing, and finance teams to ensure ROI on retail marketing programs, accurate budget management, and proper month-end accounting/accruals
• Actively contribute to poppi's culture, serving as a mentor and coach to other teammates and operating with a mindset of "what's right and best"
• Build and structure the Natural channel team as business growth justifies expansion, creating systems and processes that scale with the organization
  
  

WHAT YOU BRING

• Resourceful, integrity-driven problem-solver who takes initiative, navigates complexity independently, and thrives in rapidly changing environments
• Experience managing relationships with key Natural Channel decision makers, building trust by showing clear grasp of customer policy
• Extensive experience in sales account management or sales leadership overseeing accounts including Wholefoods, Sprouts, INFRA, NCG, Natural Grocers, The Fresh Market, Fresh Thyme Market, Harmons, Earth Fare, and Erewhon
• Experience partnering with broker and distributor networks, including UNFI and KeHE
• Ability to leverage market insights to create compelling selling stories and take a data-driven approach to guide sales and marketing strategies
• Excellent negotiation and leadership skills with prior experience managing forecasting and budgeting for a market segment
• Works effectively both independently and as part of a collaborative team, adapting communication style to diverse stakeholders and backgrounds
  
  

YOUR BACKGROUND

• 8+ years of sales experience in CPG/Food & Beverage Industry
• 4+ years of experience in a senior sales account management position with direct experience leading the Natural Channel
• Bachelor's degree in business, marketing, finance or a related field preferred; or equivalent practical experience.
• Proficient with Microsoft Office Suite (Excel, PowerPoint, Word, and Outlook) and industry systems and platforms (VIP/IDIG, Repsly, IRI, SPINS, Nielsen, and Retailer Scan Data)
  
  

ADDITIONAL REQUIREMENTS

• Ability to travel for business related meetings
• Ability and willingness to work in the market to validate strategy execution and maintain frontline insights
• Some lifting and the movement of moderate loads require 50-pound lifting requirement
• Ability to work outside of standard business hours, including evenings and weekends, based on business demands
  
  

The above statements cover what are generally believed to be principal and essential functions of the job. Specific circumstances may allow or require some incumbents assigned to the job to perform a different combination of duties.

COMPENSATION

Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. For this role, the estimated base salary range is between $135,000 - $145,000. The actual base salary will vary based on various factors, including market, minimum wage requirements, and individual qualifications objectively assessed during the interview process. The listed range above is a guideline, and the base salary range for this role may be modified.

BENEFITS

poppi offers a comprehensive benefits package for full-time employees, including, but not limited to:

• Paid Time Off (3 weeks)
• 10 Paid Company Holidays
• Medical, Dental, and Vision Benefits
• Flexible Spending Account Plan
• 401(k) Program
• Paid Parental Leave
• Life Insurance
• Technology Allowance
• Employee Assistance Program
• Quarterly poppi Product Benefit
  
  

At poppi, we are committed to building a diverse and inclusive company. We seek to create a culture where everyone can belong. We welcome people of different backgrounds, experiences, abilities, and perspectives.

poppi is proud to be an equal opportunity employer. We do not make hiring or employment decisions on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, disability status or genetic information, in compliance with applicable federal, state and local law.

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