Overview
ABOUT OLIPOP
At OLIPOP, we’re on a mission to positively impact consumer health at scale through a new kind of soda: delicious, refreshing, and actually positive for you. Our story is rooted in a commitment to health, empathy, integrity, and a belief in better for everyone. Since 2018, OLIPOP has grown as a functional soda offering with more fiber and less sugar, while maintaining classic taste.
Join us as we write a new American soda story—together, 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. You will focus on high-impact opportunities, collaborate with distributor partners, third-party sales resources, retailers, and our internal sales team to deliver results. You’ll explore and drive new opportunities while building on high velocities already in the market.
The RSM will work closely with the Director of Sales – West to developsales and promotions of the brand and to build brand loyalty across all sales channels.
Preferred Location: Northern California
RESPONSIBILITIES
Team Management
- Directly manage and lead a 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 provide feedback to the team as needed.
- Set monthly priorities and goals for the team 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 market objectives.
- Translate national strategy into regional or local executable plans and allocate resources accordingly.
- Engage in field activity to secure prime placements within retail sets.
- Build annual purchase and spend forecasts; monitor monthly.
- Analyze depletion reports to identify opportunities for underperforming distributors, accounts, and routes.
- Ensure all sales efforts comply with state laws.
- Maintain records on distributor profiles, retail and on-premise distribution, and competitive activity and pricing.
- Conduct market analysis to track brand performance and inform decisions.
- Develop presentations for total business and distribution partners to drive action.
- Monitor competitor activity and provide constructive feedback for improvement.
Distributor Management
- Identify and implement routes to market for developing and established channels as needed.
- Conduct “route rides” with DSD partners and natural food brokers.
- Schedule distributor team meetings to educate Sales Representatives on brand standards.
- Conduct quarterly business reviews with DSD partners.
- Design and implement incentive programs to guide distributors in achieving sales objectives in partnership with the Senior Director of Sales.
Marketing Collaboration
- Collaborate with corporate and field marketing teams to create plans that profitably increase market share.
- Develop initiatives to 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 teams.
- Experience in natural & conventional retail channels and relevant classes of trade; CPG selling background in refrigerated space is highly preferred.
- Established relationships with key retail accounts and leading brokers/distributors (e.g., UNFI, KeHE, Dairy Delivery, Rock Island, Morris).
- Ability to identify opportunities, take initiative, and work autonomously.
- Works well with ambiguity and asks the right questions to get to a solution.
- Deeply passionate about the brand with a desire to make an impact.
- Enthusiastic and comfortable in a rapidly growing environment.
- Proficient in data tools (SPINS, DSD depletions, retailer portals) and trade math; ability to evaluate business performance analytically.
- Strong planning, organizational, project management, and interpersonal skills; proficient with Microsoft Office (Excel, PowerPoint, Word, Outlook).
- Ability to analyze opportunities quickly and execute company goals efficiently.
- Resourceful with creative problem solving; ability to adapt to daily challenges.
- Willingness to travel approximately 50% (including overnight stays).
REPORTS TO: Director of Sales, West
COMPENSATION: $90,000-$110,000 base salary + bonus
WHAT WE VALUE
Our values shape how we show up for each other, our customers, and the mission we’re chasing together.
- Mission Connectivity : Everything we do ladders up to supporting human health.
- Indomitable Spirit : We stay curious, adapt quickly, and move forward with inventive problem solving.
- Lead at Every Level : Leadership is about ownership and influence, not titles.
- Courageous Humility : We welcome feedback and grow from it.
WHAT WE’RE LOOKING FOR
We’re building something big and looking for people who:
- Think big, move fast, and take thoughtful risks
- Thrive in a high-performance, feedback-rich environment
- Value real human connection and honest collaboration
- Are excited by building something new and improving it daily
Startup life at OLIPOP is fast-paced and rewarding. If you’re energized by a dynamic environment, eager to grow, and excited to shape something meaningful, OLIPOP is a one-of-a-kind ride.
We are committed to providing reasonable accommodations to qualified individuals with disabilities or other needs during the application process and employment. To request an accommodation, please contact The People Team at
EEO Notice : We are proud to be an Equal Opportunity Employer. OLIPOP will consider all qualified applicants without regard to race, religion, gender (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, veteran status, or any other characteristics protected by law.
Submission of Application Materials
Applicants are required to submit only the materials specifically requested as part of the application process. Please do not include any unsolicited materials, as they will not be reviewed or considered. Unsolicited materials may include, but are not limited to:
- Marketing or promotional concepts
- Business ideas or strategies
- Photographs, videos, or other media
- Presentations, designs, or other creative content
By submitting any materials beyond those explicitly requested, you agree that:
- You voluntarily provide such materials;
- Olipop Inc. may use, reproduce, modify, distribute, or otherwise exploit such materials for any purpose anywhere in the world, without restriction or compensation.
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📌 Regional Sales Manager, NorCal
🏢 OLIPOP
📍 Maitland