Director of Field Sales, East

About the role

The Director of Sales East at OLIPOP is responsible for leading, managing, and owning the business across the entire East region. This role involves collaborating with senior management, marketing, and national accounts to communicate and execute against company strategic direction, priorities, and financial guardrails. Key responsibilities include establishing and managing partnerships with distributors and regional food brokers, negotiating funding agreements, designing and implementing incentive programs, and leading a team of Regional Managers.

Responsibilities

• Collaborate with senior management, marketing, and national accounts to communicate and execute against company strategic direction, priorities, and financial guardrails.
• Establish and manage partnerships with DSD distributors and regional food brokers.
• Establish and communicate a monthly volume and distribution plan to achieve overall objectives in the market.
• Translate national business strategy into clear and locally executable plans and focus resources accordingly within the territory.
• Negotiate funding agreements with distributor partners for all channels of trade.
• Design and implement incentive programs intended to guide distributor organizations in achieving sales objectives.
• Execute and evaluate rolling forecasts against annual plans on a monthly basis.
• Leverage key consumption data sources, developing fact-based plans and solutions.
• Create innovative presentations for total business and distribution partners designed to initiate an action-oriented response.
• Lead, motivate, mentor, coach, and train a team of Regional Managers to deliver results by establishing measurable goals by territory and customer.
• Provide category management leadership and marketplace insights and analysis.
• Conceive of and execute big-picture short and long term plans for portfolio architecture, territory expansion, marketing support, budgets, sales forecasts by SKU, and distributors.
• Create vision, goals, strategies, objectives, and tactics.
• Accountable for cost containment, sales growth, revenue and profit growth.

Qualifications

• Holistic sales skills to align to our strategic goals including: Use of data and data-based storytelling, Identification of primary and backup strategies, Getting that mammoth! Tackling each day with pursuit and vigilance, A high EQ approach to selling and leading a team, Deeply passionate about OLIPOP and inspired by what we represent, Has the desire and hunger to make an impact, People leader with demonstrated experience managing a field sales team through servant leadership, Obsession for understanding customer behavior: lives, breathes, and dreams about how to better reach and understand our consumers, Enthusiastic and comfortable working in an early stage company, Ability to think rapidly in a growing and changing environment, Experience in the Natural Products Industry and relevant classes of trade with CPG selling background in (refrigerated/ambient/frozen) spaces highly preferred, Established relationships and experience working with key retail accounts and multiple distributors across multiple channels, Ability to take initiative and work autonomously – you can run with something from beginning to end, Works well with ambiguity – can navigate in the gray and asks the right questions to get at the solution, Analyze opportunities quickly and have an ability to execute company goals efficiently, Resourcefulness to improvise and adapt to deal with daily challenges via creative problem solving, Strong planning, organization and project management skills, along with excellent interpersonal, written/oral communication and presentation skills, Full competence with G-Suite and Microsoft Suite, 5-10 years of experience in sales within a consumer-packaged goods company, Proficient in Data Tools (SPINS, Retailer Portals) and Trade Math (selling price, margins, etc.), Clean driver’s license, reliable transportation and proof of insurance.

How We Work

We may be fully remote, but we’re anything but disconnected. OLIPOP has grown from a few passionate people around a table to a nationwide team, and we’ve done it without losing our collaborative spirit or sense of purpose. Connection here is intentional. From cross-functional projects and IRL offsites to thoughtful Slack threads and spontaneous gifs, we make the effort to stay close, even across time zones. Sure, we move quickly, but we lead with trust, transparency, and a shared commitment to doing work that matters. We value thoughtful debate. We give feedback with care and receive it with curiosity, knowing that real growth, both personal and collective, comes from listening as much as leading. Because at OLIPOP, it’s not just about getting things done. It’s about growing together, staying true to what matters, and building something with lasting impact.

What We Value

• Mission Connectivity: Everything we do ladders up to our shared goal: supporting human health. Whether launching a new flavor or conducting clinical research, the mission stays front and center.
• Indomitable Spirit: When things get messy, we get inventive. We stay curious, adapt quickly, and find the path forward, most likely with a dedicated Slack thread and a beautifully overbuilt deck.
• Lead at Every Level: Leadership isn’t about titles, it’s about ownership. We speak up, follow through, and lift each other up. If you’ve got ideas and initiative, you’ve got influence.
• Courageous Humility: We’re confident in what we bring and curious about what we don’t know (yet). We give feedback with care, take it with grace, and know that real growth takes both.