Senior Sales Manager – On-Premise Hospitality

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

📋 Description

• Secure key marquee accounts.

• As a player-coach, directly acquire and manage the highest-value whale accounts, groups, and multi-location prospects that set the benchmark for the channel and pave the way for the rest of the team.

• Develop the hospitality playbook.

• Transform successful field strategies into repeatable systems for ambassadors: pitch materials, account qualification criteria, launch checklists, staff training scripts, objection handling, and reorder tracking.

• Establish and expand the ambassador network.

• Take charge of an early-stage ambassador program and evolve it into a high-achieving field network.

• Recruit, onboard, coach, and oversee commission-based Hospitality Ambassadors in priority markets (Los Angeles, San Francisco, New York, Miami, and Chicago).

• Create the named-account strategy and coverage map, nurture talent, and manage performance.

• Own the channel's metrics and operational rhythm.

• Manage the on-premise revenue target and the network's overall productivity: closures, account density, speed, and reorders.

• Conduct the necessary cadence (pipeline review, forecasting, and reporting) to achieve it.

• Define exemplary account activation.

• Establish standards for named menu placements, staff training, sampling, and service-flow execution, then empower every ambassador to replicate it and uphold a consistent, premium brand image.

• Cultivate senior relationships within hospitality.

• Build trust with owners, operators, beverage directors, GMs, hotel F&B leaders, and group buyers, translating ZBiotics' brand and science into operator value: increased revenue, appealing margins, enhanced guest experience, and minimal operational burden.

• Collaborate cross-functionally and ensure accurate reporting.

• Work alongside Brand, Creative, Retail Ops, Supply Chain, Finance, the in-house account team, and the broader Sales team to ensure field execution aligns with brand standards and is feasible.

• Maintain CRM and channel reporting that highlights areas of effectiveness or challenges.

⛳️ Requirements

• Over 5 years of experience in on-premise beverage sales, hospitality sales, or premium CPG field sales.

• A proven track record of closing on-premise accounts and enhancing their performance post-launch: menu placements, staff acceptance, reorders, and multi-location expansions.

• Strong grasp of hospitality purchasing pathways, menu placement, staff training, service flow, and reorder mechanics; capable of selling and educating about a new category.

• Commercial acumen regarding pricing, margins, activation costs, sell-through rates, reorder frequencies, and account profitability.

• Ability to design systems that scale a field team: compensation structures, territory/account guidelines, qualification criteria, launch checklists, training scripts, and account review formats.

• Proficient in CRM and pipeline management, with the analytical skills to oversee a network to meet its targets; possesses high judgment regarding premium brand positioning and hospitality culture.

• Comfortable operating in the field, traveling frequently, and managing a high-miss-rate sales process; excellent written and verbal communication skills.

• Open-minded, adaptable, and flexible in addressing problems and challenges.

• A kind and empathetic individual.

🏝️ Benefits

• Health and dental coverage.

• 401(k) matching.

• Flexible, unlimited paid time off (PTO) policy.

• 16 weeks of fully paid parental leave.

• Home office stipend.

• Transit benefits for those in the San Francisco Bay Area.

• Access to co-working office space if located in or visiting San Francisco.