VP of Sales – Beverage

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

📋 Description

• Direct the national sales strategy for THC beverages, hemp CBD, and functional wellness sectors.

• Manage the DSD sales team, National Key Account Manager team, distributor partners, and the national broker network.

• Enhance the DSD team structure and increase headcount as markets develop.

• Establish account strategies, KPI targets, and pipeline expectations for national retail channels.

• Cultivate and strengthen partnerships with DSD, multi-state beverage distributors, KEHE, and UNFI.

• Source, negotiate, onboard, and maintain accountability for a national broker network.

• Formulate and implement go-to-market strategies, including new distribution avenues and DSD launches in new states.

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

• Create systems for forecasting, KPI management, pipeline reporting, and territory planning.

• Provide account-level and revenue reports to the CEO and leadership team.

• Navigate hemp regulatory changes on a state-by-state basis and modify the sales organization as necessary.

• Work alongside Marketing, Operations/Supply Chain, and executive leadership on product launches, expansions, and promotions.

• Optimize the sales organization and identify areas needing additional resources.

⛳️ Requirements

• Over 10 years of progressive experience in sales leadership within 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 of building, negotiating with, and managing a broker network.

• Demonstrated success in securing and expanding national retail partnerships.

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

• Strong grasp of route-to-market strategies, distributor and broker management, VMS mechanics, forecasting, and sales/territory planning.

• Ability to operate effectively in environments characterized by ambiguity and regulatory uncertainty.

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

• Willingness to travel nationally up to 50% of the time.

🏝️ Benefits

• Quarterly bonuses linked to defined KPIs.

• Stock options from the company’s option pool, vesting over four years with a one-year cliff.

• Comprehensive benefits package including 401(k).

• Health, dental, and vision insurance.

• The company covers 50% of monthly health insurance premiums (base tier).

• The company covers 100% of dental and vision insurance costs.

• 20 days of annual paid time off, encompassing vacation and sick days.

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

• Monthly product stipend of $75.

• 50% discount on additional orders.