Sales Manager - West

Works With: Founder & CEO; Director of Operations; Director of Sales, East; Director of Marketing, Content & Paid Media; Marketing & Trade Marketing Consultant; brokers; distributor sales teams. About Joggy Founded by Ty Haney, Joggy is building the next generation of organic energy with bold, fruit-forward flavors, organic ingredients, and functional energy rooted in movement, wellness, and community. Sales Manager, West Joggy Inc. Location: Remote / California / PNW Employment: Full-Time Reports To: Head of Sales & Operations Works With: Founder & CEO; Director of Operations; Director of Sales, East; Director of Marketing, Content & Paid Media; Marketing & Trade Marketing Consultant; brokers; distributor sales teams. The Opportunity We're seeking a hands-on Sales Manager, West to own regional revenue, distribution growth, and retail execution across California and other priority Western markets. You'll grow existing accounts, open new retail doors, and lead distributor and broker performance across natural, conventional, specialty, and independent grocery channels. Working with UNFI, KeHE, broadline and regional direct store delivery (DSD) distributors, you'll turn retailer authorizations into product on shelves and repeat orders. You'll manage joint business plans, promotion calendars, and trade spend while improving availability, merchandising, and sales velocity. This role requires someone who knows the Western beverage market, can independently prospect and close business, and holds partners accountable for measurable results. Key Responsibilities Regional Strategy & Growth Develop and execute a regional sales plan tied to revenue, case volume, points of distribution, and velocity targets. Prioritize markets, accounts, and investments based on sales potential, distributor coverage, and trade spend return. Build a qualified pipeline of retailers, regional chains, and wholesale partners. Create joint business plans with priority distributors covering volume, distribution, programming, and growth targets. Account Management & New Business Own relationships with retail buyers, category managers, store managers, and purchasing teams. Grow existing accounts through additional SKU authorizations, store placements, order volume, and repeat purchases. Prospect, present Joggy's portfolio and retailer economics, negotiate within approved commercial guidelines, and close new accounts. Lead category reviews and new item submissions, including samples, presentations, forms, and supporting documentation. Manage onboarding from retailer approval and distributor authorization through initial purchase orders and product placement. Conduct account visits and business reviews; resolve pricing, replenishment, inventory, and performance concerns. Distributor Management Lead regional relationships with UNFI, KeHE, broadline, and DSD partners. Manage item authorizations, distribution center coverage, warehouse availability, ordering, and fulfillment requirements. Monitor inventory, purchase orders, depletions, and replenishment; work with the Director of Operations to resolve service issues. Expand distributor authorizations, unlock distribution centers, and develop DSD coverage in priority markets. Lead DSD onboarding, market launches, and retailer transitions. Set distributor account targets and sales priorities; support representatives through product education, ride-alongs, presentations, and incentives. Promotions & Trade Spend Own annual and quarterly regional promotion calendars, including distributor programs, temporary price reductions (TPRs), retailer promotions, demos, and sampling. Align programming with account plans and retailer and distributor deadlines. Manage trade spend budgets and measure promotional lift, velocity, and return on investment; adjust or discontinue underperforming programs. Coordinate retail assets and activation support with the Marketing & Trade Marketing Consultant. Reconcile promotional deductions and chargebacks with the Director of Operations against approved programs. Retail Execution & Broker Accountability Conduct market visits and distributor ride-alongs to assess shelf placement, pricing, inventory, displays, and competitive activity. Work with partners to address out-of-stocks, improve merchandising, and increase velocity. Support launches, sampling, and in-store activations; collect store feedback, retail photography, and market insights. Set broker account targets, activity expectations, and deliverables. Review performance monthly, document commitments, and escalated missed targets. Attend trade shows, distributor meetings, buyer events, and industry gatherings to develop retail and distribution partnerships. Forecasting & Reporting Maintain an accurate sales pipeline, account tracker, and regional forecast for the national roll-up. Forecast sales using active accounts, new authorizations, programming, and expected purchase orders. Track revenue, case volume, authorized and active doors, points of distribution, velocity, depletions, account conversion, retention, and trade spend ROI. Submit weekly sales updates covering performance, account activity, opportunities, and risks. Review results with the Head of Sales & Operations and recommend actions to improve growth and sales efficiency. Qualifications Required 7+ years in CPG sales, with beverage experience strongly preferred, and 3+ years managing distributors or brokers or leading regional sales. Hands-on experience with UNFI, KeHE, broadline, and DSD distribution, including authorizations, inventory, depletions, and replenishment. Knowledge of the Western U.S. retail landscape and experience selling into regional chains and natural, conventional, specialty, and independent grocery accounts. Proven results owning revenue targets, opening accounts, and growing distribution and velocity. Ability to independently prospect, present, negotiate, close, and manage retailer and distributor onboarding. Experience leading category reviews, new item submissions, promotion calendars, and trade spend budgets with measurable returns. Track record holding brokers and distributors accountable to agreed targets. Strong analytical, organizational, communication, negotiation, and relationship management skills. Proficiency with Excel, Google Sheets, CRM systems, distributor data, and sales reporting tools. Ability to work independently in a startup and travel regularly throughout the region for buyer meetings, retail visits, distributor meetings, and market development. Preferred Established buyer, category manager, and distributor relationships in California and other priority Western markets, including UNFI, KeHE, and regional beverage DSD partners. Experience scaling an emerging energy, functional beverage, or better-for-you CPG brand. Experience managing regional or national CPG brokers and building joint business plans with retailers and distributors. Understanding of retail reset calendars, beverage pricing, retailer margins, distributor economics, and promotional profitability. What Success Looks Like You’ll deliver regional revenue growth, expand productive distribution, improve availability and merchandising, and build accounts that reorder consistently. Performance will be measured through revenue, new accounts, active doors, points of distribution, velocity, distributor depletions, trade spend ROI, account retention, pipeline conversion, and retail execution. Compensation Competitive compensation based on experience, plus benefits and performance-based variable compensation tied to regional revenue and distribution goals. Help shape the Western growth of an organic energy brand. You’ll work directly with leadership, own regional strategy and execution, and build retail and distributor partnerships that contribute to Joggy’s national growth. #J-18808-Ljbffr Joggy