Head of Sales & Distribution - East

At Botanic Tonics, we know our world is fast, noisy and distracting. It can easily leave us feeling tied up, strung out and not ourselves. Maybe you think the more supercharged you are, the better you’ll be. Maybe escape is the only way for you to truly feel free. We’re not judging — we just have a different point of view. Because we’re not a fuel for keeping pace with the rat-race of every day. We’re not an elixir that transports you through the clouds to a tranquil place. We’re kava products with blends of other naturally active ingredients, designed to bring you down to earth and into the present, so you can make the most of every moment.

Why waste effort trying to quiet the noise when you can tune into it, to hear the one voice that matters? We believe choosing to engage with the here and now is more fulfilling. It makes us feel good, enriches our lives, and brings out our best selves.

Be Present. Be You. When you can truly be there, you feel free.

The Head of Sales & Distribution will be responsible for leading and driving sales strategies, leveraging Botanic Tonic’s direct store distribution (DSD) network, across half of the United States. This role involves overseeing a diverse distribution team, monitoring compliance with Botanic Tonic’s policies and local regulations, developing regional sales plans and strategies, and ensuring the achievement of sales targets.  

RESPONSIBILITIES 

Strategic Sales Leadership

• Develop and implement a comprehensive sales strategy for the region, including identifying and targeting chains, new categories of stores, etc., and deploying DSDs against them

• Analyze regional market trends to identify sales opportunities and potential challenges

• Establish sales targets and KPIs, and monitor performance against these goals

Oversight of DSD Network

• Monitor performance of DSDs, offer paths to improvement, and terminate contracts as needed, to achieve/hit sales and profitability goals

• Assess and initiate new contracts with DSDs, with a focus on high potential geographies

• Collaborate with other members of the Sales team, such as the Training and Enablement, to find ways to enhance performance

• Foster a culture of excellence, collaboration, and continuous improvement

• Be accessible to feedback from the field, and escalate/address.  Be regarded by DSDs as a problem-solver and supporter

Client Relationships and Business Development

• Build and maintain strong relationships with key clients and stakeholders

• Identify and pursue new business opportunities within the region

• Negotiate contracts and close agreements to maximize profits

Operational Excellence

• Ensure efficient territory management and optimization of sales resources

• Collaborate with marketing, the sales leaders, and customer service teams to ensure a cohesive approach to market

• Execute DSD compliance practices as directed to ensure minimal product/revenue loss  

• Oversee the sales forecasting and budgeting processes

Market Analysis and Reporting

• Continuously monitor and evaluate market conditions and competitor activities

• Provide regular reports and insights to senior management on regional sales performance and market trends

Collaboration and Alignment

• Work closely with other sales leaders to ensure alignment with overall company sales strategies

• Participate in sales meetings, training programs, and strategy sessions

• Collaborate with other departments to ensure customer satisfaction and resolve any issues that arise

QUALIFICATIONS 

• Bachelor's degree in Business, Marketing, or a related field; Master's degree preferred

• Proven experience in a senior sales role, preferably in market or in CPG field sales to convenience stores/gas stations/etc.  

• Demonstrated ability to develop and execute successful sales strategies

• Strong understanding of the specific regional market dynamics and customer base

• Excellent leadership, communication, and interpersonal skills

• Self-motivated, goal-oriented

• Strong analytical and problem-solving abilities

• Proficient in CRM software and sales management tools.  Must be technically savvy, across Microsoft and Google Suite, Slack, workflow software, and especially spreadsheets and slides

• Ability to work independently and in a team environment

• Strong negotiation and relationship-building skills

• This role requires significant travel within the designated region

•  Ability to work independently and lead initiatives

WORK ENVIRONMENT

• This is an extremely hands-on environment that may require employees to take on responsibilities outside the direct scope of their role

• The ideal candidate will have a team-first approach in looking for ways to add value and drive business results

Botanic Tonics is an equal employment opportunity employer. Candidates are considered for employment without regard to race, creed, color, national origin, age, sex, religion, ancestry, veteran status, marital status, gender identify, sexual orientation, national origin, liability for military service, or any other characteristic protected by applicable federal, state, or local law. If you are interested in learning the status of your application, please note you will be contacted directly by the appropriate human resources contact person if you are selected for further consideration. Botanic Tonics reserves the right to defer or close a vacancy at any time.