VP of Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Spearhead the national sales strategy for the THC beverage, hemp CBD, and functional wellness sectors.

• Supervise the entire B2B commercial framework, encompassing DSD sales, national key account management, distributor collaborations, and the national broker network.

• Directly oversee and hold accountable Regional Sales Managers, State Sales Managers, and Field Sales Representatives.

• Lead and cultivate National Key Account Managers by establishing account strategy, KPI targets, and pipeline expectations.

• Build and enhance relationships with DSD beer wholesalers, multi-state beverage distributors, KEHE, and UNFI.

• Recruit, negotiate, onboard, and manage a national broker network.

• Formulate and implement go-to-market strategies, distribution opportunities, market expansion initiatives, new-state DSD launches, and commercial partnerships.

• Collaborate with Marketing on brand ambassador initiatives, field activations, tasting agencies, and activation budgets.

• Develop forecasting, KPI management, pipeline reporting, territory planning, and account-level revenue reporting.

• Navigate regulatory changes regarding hemp on a state-by-state basis and adjust the sales organization as compliance requirements evolve.

• Work alongside Marketing, Operations/Supply Chain, and executive leadership for launches, expansion efforts, and promotional strategies.

• Refine the sales organization, assess resource needs, and establish a scalable organizational structure.

⛳️ Requirements

• Over 10 years of progressive sales leadership experience in the beverage industry.

• Experience in DSD/3-tier beverage distribution, preferably with regional beer wholesalers.

• Familiarity with natural-channel distributors such as KEHE and/or UNFI.

• Proven track record in building, negotiating with, and managing a broker network.

• Demonstrated success in securing and expanding national retail partnerships.

• Experience in building, coaching, and leading multi-state sales teams.

• Comprehensive understanding of route-to-market strategy, distributor and broker management, VMS mechanics, forecasting, and sales/territory planning.

• Ability to thrive in ambiguous and regulatory uncertain environments.

• Experience scaling commercial organizations during periods of rapid growth, particularly in a founder-led entrepreneurial setting.

• Willingness to travel nationally up to 50%.

🏝️ Benefits

• Quarterly bonus based on defined KPIs.

• Equity grant from the company's option pool, vesting over four years with a one-year cliff.

• 401(k) plan.

• Health, dental, and vision insurance coverage.

• Company contributes 50% of monthly health insurance costs (base tier).

• Company covers 100% of dental and vision insurance premiums.

• 20 days of annual PTO, inclusive of vacation and sick leave.

• Dedicated travel and expense budget for distributor visits, key account travel, trade shows, and industry events.

• $75 monthly product stipend.

• 50% discount on additional orders.