Regional Sales Manager – West

Connecticut Innovations; California (MO); On-site; USD 110,000 - 170,000; Full time

Job summary

Owl's Brew, supported by Connecticut Innovations, is seeking a Regional Sales Manager for the Western United States. You will lead distributor relationships, build a high-performing field team, and drive volume and profitability across AZ, CA, OR, WA, and CO.

Ideal candidates bring 5+ years of beverage sales leadership, strong analytical skills, and a track record of managing distributors. This full-time role is field-based with extensive travel and a focus on growth in a fast-paced startup

Qualifications

• 5+ years of progressive beverage sales leadership.
• Proven distributor relationship management and performance driving.
• Strong leadership of field sales teams.
• Analytical skills to translate data into action.
• Excellent communication skills at all levels.

Responsibilities

• Develop and lead the Western U.S. regional sales strategy (AZ, CA, OR, WA, CO).
• Manage distributor performance and conduct regular business reviews.
• Recruit, coach, and develop field sales managers.
• Own KPIs: depletion, distribution, velocity, display, new accounts.
• Analyze market data and build action plans to close gaps.
• Cultivate relationships with distributor leadership and retailers.
• Partner with marketing, ops, finance, and execs for alignment.
• Manage regional budget including travel and promotions.
• Represent the brand at distributor meetings and market events.
• Provide regular reporting on performance and market conditions.

Skills

5+ years sales leadership

Distributor management

Leadership development

Analytical skills

Communication

Travel readiness

Education

Bachelor's degree preferred or equivalent

Job description

Are you ready to join Connecticut Innovation’s vibrant community of innovators? Connecticut Innovations (“CI”) is Connecticut’s strategic venture capital arm, and we are passionate about serving our portfolio of 220+ companies across various industries, with strengths in life sciences, technology, and climate tech.

Come join one of our quickly growing portfolio companies, Owl's Brew!

Owl's Brew Overview

At Owl's Brew we make great-tasting beverages from only amazing ingredients, and we are passionate about transparency and community. Our line of Boozy Teas, RTDs & Mixers are hand-crafted, from fresh-brewed & organic tea and botanicals. Our Wise Women Collective shines a light on female voices both through profiling other female founders and celebrating our partners, and through our "Boozy Book Club" series. WWC supports initiatives like Women's Voices for the Earth and Keep A Breast. Owl's Brew may be founds at Whole Foods, Trader Joe's, HEB, Ralph's, Hyatt Hotels, and stadiums & arenas throughout the US.

• Job Title: Regional Sales Manager – West
• Reports To: VP of Sales
• Location: Western United States (Remote / Field-Based)
• Employment Type: Full-Time
• Travel Requirement: Extensive travel throughout the Western U.S.

CRITICAL LOCATION REQUIREMENT:

• Candidate MUST currently reside in AZ, CA, OR, WA, or CO. Candidates located outside of these specific states will not be considered for this role.

Position Overview

The Regional Sales Manager – West leads sales execution across the Western United States, with direct responsibility for distributor relationships, field sales team development, and delivery of volume, distribution, and profitability targets. This role reports to the VP of Sales and serves as the primary regional link between Owl's Brew, its distributor partners, and key retail and on-premise accounts.

This is an ideal opportunity for an experienced beverage alcohol sales leader who thrives in a fast-paced, high-growth, entrepreneurial environment and is energized by building lasting partnerships that drive brand growth in the market.

Core Responsibilities

• Regional Strategy: Develop and lead the regional sales strategy for the Western U.S. (focused on AZ, CA, OR, WA, and CO), translating national goals into actionable regional and market-level plans.
• Distributor Management: Manage day-to-day distributor performance, including business planning, forecasting, execution tracking, and regular business reviews with distributor leadership.
• Team Leadership: Recruit, hire, coach, and develop a high-performing team of Field Sales Managers and market-level sales personnel.
• KPI Execution: Own and deliver against core KPIs, including depletion growth, points of distribution, velocity, display execution, new account acquisition, and chain compliance.
• Data Analysis: Analyze regional sales data and market trends to identify opportunities and risks, and develop targeted action plans to close performance gaps.
• Account Relationships: Cultivate and maintain strong relationships with distributor leadership, key retail chains, and on-premise accounts across the region.
• Cross-Functional Collaboration: Partner cross-functionally with marketing, operations, finance, and executive leadership to align regional execution with broader company initiatives.
• Budget Management: Manage the regional budget, including travel and promotional investment, ensuring spend delivers strong return on investment.
• Brand Representation: Represent Owl's Brew at distributor meetings, trade shows, and market rides, acting as a brand ambassador in the field.
• Reporting: Provide regular, accurate reporting on regional performance, market conditions, and competitive activity to senior leadership.

What We Are Searching For

• Location (Non-Negotiable): Must reside in Arizona, California, Oregon, Washington, or Colorado.
• Industry Experience: 5+ years of progressive sales leadership experience within the beverage alcohol industry.
• Distributor Track Record: Proven experience managing distributor relationships and driving performance through distributor networks.
• Leadership Success: Demonstrated success building, leading, and developing high-performing field sales teams.
• Analytical Skills: Strong analytical skills, with the ability to translate sales data into clear, actionable plans.
• Communication: Excellent verbal and written communication skills, with the ability to influence at all levels, from field reps to distributor executives.
• Mindset: Goal-oriented mindset with a consistent track record of meeting or exceeding sales objectives.
• Adaptability: Comfortable operating with autonomy in a fast-paced, entrepreneurial, high-growth environment.
• Travel & Requirements: Willingness and ability to travel extensively throughout assigned markets (including overnight and weekend travel as needed), valid driver's license, and clean driving record.
• Education: Bachelor's degree preferred or equivalent professional experience.

PHYSICAL REQUIREMENTS & WORK ENVIRONMENT

• Ability to travel by car and air throughout the assigned region on a frequent basis.
• Ability to lift and carry promotional and point-of-sale materials up to 25 lbs. as needed.
• Work is performed primarily in the field, including distributor locations, retail accounts, and on-premise establishments.

Why Work at Owl's Brew?

• Owl's Brew is the first ever tea "crafted for cocktails". It is fresh brewed in micro-batches and meant to pair with a wide range of spirits for cocktails with a fresh, light flavor profile.
• Owl's Brew is an award‑winning company, including Forbes 30 Under 30, SIP Award: Gold Medal, BevNet New Beverage Showdown: “Most Innovative and Scaleable”, and New York International Beer Competition Awards: Darjeeling Tea & Hibiscus Flowers - Gold; English Breakfast Tea, Lemon & Lime - Bronze, and even more listed here!
• We always choose real, Owl’s Brew was born out of a love for crafting and brewing organic tea blends. Because of this passion for tea (and its benefits), we developed a deep respect for real ingredients and true flavors - NOT flavors that have been created in a laboratory.
• Work for a Woman Founded startup, and a team who support local and national women's initiatives and charities. Working for a woman founded company can provide better-communicated business strategies and missions, more inspiring belief in the provided product or service, and improved workplace autonomy!

Owl's Brew is an Equal Opportunity Employer. We support conversation and celebration of diversity and are committed to creating an inclusive environment for all employees.