Senior Regional Manager

This is a fully remote position, open to applicants in Maine, +3 more states.

📋 Description

• Lead and develop Odeko's Northeast region, encompassing New Jersey/Newark, New York City, Boston, and Portland, ME.

• Take ownership of the regional strategy, revenue, new business opportunities, net revenue retention/wallet share objectives, and forecasting.

• Analyze the pipeline on a deal-by-deal basis and devise recovery strategies when targets are not met.

• Directly manage and mentor Market Managers, as well as oversee a senior Market Manager's team.

• Conduct pipeline reviews, participate in ride-alongs, and perform win/loss analyses.

• Foster the development of representatives and apply structured coaching along with change management techniques.

• Champion value-based selling and set standards for target establishment, commission calculations, and HubSpot utilization.

• Offer daily leadership, coaching, compensation insights, and account strategies for the Strategic Account Manager.

• Ensure corporate agreements translate into activation at the local door level.

• Collaborate with warehouse and operations leadership on route density, delivery reliability, customer churn, and market ramp-up.

• Implement AI-assisted selling, prospecting, reporting tools, and innovative processes.

• Coordinate regional go-to-market strategies for new SKUs, private label products, seasonal offerings, and Barista Underground initiatives with the Marketing team.

• Work in partnership with Warehouse/Ops, RevOps & Pricing, Onboarding & Adoption, Marketing, and the CRO.

• Propel plan achievement, forecast precision, team performance, strategic account penetration, franchise activation, new-door survival, category adoption, and minimized service-driven churn.

⛳️ Requirements

• Minimum of 7 years of sales experience with direct management of personnel.

• Proven history of accurate forecasting and accountability for results.

• Proficiency in value-based, solution selling within a competitive local market.

• Experience managing a direct field sales team and handling strategic, enterprise, franchise, or national account relationships.

• A coaching-oriented mindset with the ability to encourage the adoption of new tools and processes.

• Experience in close collaboration with operations and fulfillment teams.

• Background in distribution, food & beverage, or B2B services is highly advantageous; experience in the coffee industry is a plus but not mandatory.

• Proficient in CRM software, such as HubSpot or equivalent.

• Strong data-driven decision-making skills.

• Previous experience in a fully remote organization is highly preferred.

• Must be based in or willing to work extensively throughout Boston, the NYC/Northern NJ metro area, or Portland, ME.

• Willingness to travel regularly across the region's markets.

• Experience with franchise or multi-unit account structures is a plus.

• Prior experience in implementing AI-enabled sales tools or new processes/technology to frontline teams is a plus.

🏝️ Benefits

• Incentives based on performance linked to regional revenue and retention goals.

• Comprehensive healthcare benefits.

• Potential for equity opportunities.

• Dynamic work environment with opportunities for growth.

• Additional attractive perks.

• Opportunities for career advancement.