Sales Manager - Los Angeles

About the role

The Sales Manager, Los Angeles, CA – West Division plays a critical role on the FIJI Water Sales Team. This position is ideal for a strategic, results-driven sales leader who excels in distributor management, market execution, and customer accountability.

Responsibilities

• Lead distributor management and performance accountability across the Los Angeles market, ensuring distributor partners execute against agreed sales priorities, distribution goals, merchandising standards, pricing strategy, and promotional programs.
• Own an assigned account portfolio that includes independent customers, regional chains, and distributors across both Retail and On-Premise channels.
• Build top-to-top relationships with key distributor leaders, regional chain decision-makers, and independent account partners to strengthen alignment, improve execution, and unlock growth opportunities.
• Drive distributor accountability through regular business reviews, performance tracking, and follow-up on KPIs such as distribution gains, out-of-stock performance, pricing compliance, display execution, and volume delivery.
• Monitor and enforce P&L discipline across distributors, chains, and independent accounts, ensuring trade spending, promotional investments, and market activity align with financial goals and profitability expectations.
• Execute channel strategy consistently to ensure shelving, pricing, merchandising, and assortment objectives are aligned with portfolio priorities, brand standards, and account-specific goals.
• Prioritize time in market with distributors and customers to evaluate execution firsthand, strengthen relationships, identify issues quickly, and drive corrective action where needed.
• Partner closely with headquarters contacts, key decision-makers, and internal merchandising teams to improve programming execution and elevate in-market performance.
• Use data and analytics, including Salesforce and syndicated resources, to identify distribution opportunities, monitor out-of-stock conditions, evaluate SKU and pricing effectiveness, and improve trade spend efficiency.
• Identify and win new business in key Los Angeles area markets, expanding FIJI Water’s presence and dollar share across both independent and regional accounts in Retail and On-Premise.
• Analyze category, customer, and competitive trends to develop fact-based selling stories and market strategies that drive profitable growth.
• Collaborate cross-functionally with Merchandising, Sales Planning, Business Development, Finance, Supply Chain, Customer Service, and Brand Marketing to ensure strong communication, operational alignment, and execution support.
• Provide reporting and ad hoc analysis for retailers, distributor partners, merchandising teams, and senior leadership to support business decisions and performance management.

Qualifications

• Minimum 5 years of sales experience managing regional chain accounts, independent accounts, and distributor relationships across both Retail and On-Premise channels.
• Demonstrated success in distributor management, including setting expectations, measuring execution, conducting business reviews, and holding partners accountable for results.
• Strong experience in P&L management, including financial reporting, volume planning, forecasting, and trade spend management.
• Proven ability to create new business opportunities, expand distribution, and deliver measurable market growth.
• Advanced knowledge of syndicated data and fact-based selling tools such as Spectra, Nielsen, IRI, and Mintel.
• Strong analytical and presentation skills, with the ability to develop and deliver compelling sales presentations to internal teams, senior leadership, distributors, and customers.
• Customer-focused mindset with a commitment to delivering high-quality support to both internal and external stakeholders.
• Advanced proficiency in Microsoft Excel, PowerPoint, and Word.
• BS/BA degree in business, finance, or a related field strongly preferred.
• Availability to travel up to 60%, including occasional nights and weekends.

Benefits

• Thrive Wellness Community: Access to top-notch medical coverage, comprehensive vision and dental plans, and a 401k with match eligibility.
• Career Advancement Opportunities: Clear paths for career progression and internal mobility across our diverse family of brands and business units.
• Focused Learning and Development: Extensive resources like People Manager and leadership training, webinars, and eLearning courses.
• Empowering Mentorship Program: Connect with colleagues through our company-wide mentorship program.
• Continuous Improvement Training: Participate in training that empowers all employees to learn and implement concepts that drive significant, positive change in the workplace.
• Building a Healthy Society: Investments in education, health and wellness, community development, and sustainability initiatives.
• Community Giving: Allocate company-provided funds to up to three charities of your choice, and join group service projects within our local communities.

Pay

Pay Range: $85,000 - $95,000 and may include a discretionary bonus. Final compensation will be dependent upon skills & experience.