Western Regional Sales Manager

EO Products is a company with one mission and two brands: to create healthy personal care products that nurture the people who use them, respect the people who make them, and honor the planet we all share. We work hard to ensure our values come to life in each bottle of EO® and Everyone for Every Body® products.

We have been family owned, operated, and independent since 1995. We call Northern California home and manufacture our essential oil-based products in-house at our certified organic factory and HQ in San Rafael. You can find us at most of your favorite retailers. We’re a certified B Corp that prioritizes people, planet, purpose, and profit — in that order.

We offer a fun casual place to work, great benefits, employee discounts, and free products!  We are a diverse team of free-thinking individuals, and our company culture values responsibility, collaboration, integrity and passion.

We look forward to hearing from you!

**This position must be based near a major metropolitan area on the west coast, within one hour of a major airport.**

The Western Regional Sales Manager reports to the Director of Sales, Distribution Channel and partners closely with the sales team to execute the company’s strategic sales initiatives and meet revenue goals.  S/he supports the development of sales growth plans and profitability goals, performs retailer analysis, and recommends best practices to continually improve sales performance. This position helps to create alignment by collaborating with cross-functional teams - both internal and external - to identify opportunities, optimize processes, and deliver impactful solutions that align with our company goals. 

The Western Regional Sales Manager is also responsible for the development and performance of identified sales initiatives in the Western U.S. in the Natural and Conventional retail channel. S/he oversees broker teams and provides leadership to achieve assigned quarterly sales goals while maintaining company margin and EBITDA requirements.

This is a remote position. Employee must be able to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Responsibilities

• Western US Sales Management – Natural and Conventional

• Manage sales for super regional accounts in the Western territory including, but not limited to Harmons, Central Market, INFRA retailers, NCG retailers, Bristol Farms, Gelsons, and additional direct accounts as assigned

• Execute sales strategy to support company goals and profitability in the Western U.S. region

• Build and maintain in-depth understanding and management of the territory - including account ranking, distributor breakdown, spend requirements

• Lead and interface with brokers, including:

• Management of identified Western brokers to achieve individual regional sales goals

• Create and assign quarterly broker KPIs and evaluate performance to ensure goals are being met

• Build and maintain quarterly guidebooks and sales tools for broker teams

• Contribute to broker newsletters

• Implement promotional strategies and sales programs within the

• Western region

• Leverage data to sell and support strategic actions across assortment, price and promotions, including:

• Analyze promo ROI and make adjustments to future promotions as needed

• Monitor key account success and profitability and look for opportunities of improvement

• Maintain targeted spend rates for key accounts

• Effectively communicate item updates, sales initiatives and merchandising goals to broker teams and monitor their execution 

• Maintain successful relationships with category managers, buyers and decision makers to grow current business while maintaining profitability

• Optimize product placement and  present new items

• Confidently and effectively present information to internal and external stakeholders

• Manage new item submission process (including presentations), promotional calendars and retailer funding forms

• Act as a positive and professional ambassador of the company in all work settings, including positive representation at sales team meetings, buyer meetings, trade shows, etc.

• Validate retailer chargebacks and provide the necessary documentation to dispute deductions when needed

• Partner with Sales Team Analyst and Coordinator to communicate meeting goals and needed metrics for current business and selling slides in upcoming reviews

• Maintain organized retailer files utilizing G-Drive

Other Responsibilities

• Actively participates in internal sales meetings and collaborates with all members of the Sales department

• Actively troubleshoot and find solutions for sales and product developments, such as logistics scenarios with partners, proposals, effectiveness of tools, etc.

• Work closely with sales leadership to implement new processes and procedures related to the continuous improvement of the department

• Work with other internal departments as needed to ensure all sales processes are running smoothly

• Travel as necessary for buyer meetings, category reviews, trade shows, sales meetings, market tours, new broker trainings, etc. – must book your own travel/accommodations with company credit card

• Follow company expense requirements

• Consistently communicate and ask questions, including providing essential feedback from the field to necessary internal departments

• Perform other tasks and projects as directed by management

Skills/Qualifications

• Must live in the Western region of the U.S. within 1 hour of a major airport

• Self-starter with outstanding motivational skills – a team builder and territory leader

• Analytical and detailed oriented with the ability to maintain organized recordkeeping and identify data discrepancies

• Excellent oral and written communication skills, with the ability to clearly and proactively message relevant information

• Exceptional interpersonal skills and ability to interact with people at all levels

Education and Experience:

• BA/BS Degree in Marketing (or closely related field) preferred Sales experience 2+ years experience in the Natural Products Industry working with HABA brands required

• Understanding of the distribution model and experience working with UNFI, KeHE, and other natural products distributors required

• Prior broker management experience preferred

• Previous experience with SPINS platform and related reports preferred

• Proficiency in G-Suite – Gmail, Google Sheets, Google Slides, etc.

• Proficiency in Excel - including ability to use basic formulas, VLOOKUP and pivot table functionality

Physical Requirements:
Work chart of the U.S. Department of Labor for physical exertion: Physical Demand Level, Light

• Occasional (0-33% of the workday) - 20 lbs

• Frequent (34-66% of the workday) - 10 lbs and/or walk and/or stand with operation of controls

• Constant (67-100% of the workday) - negligible and/or operate controls while seated

Additional Physical Requirements:

• Choice of sitting or standing.

• Prolonged periods of working on a computer.

• Ability to travel, as required.

General Work Environment

• This job operates in a professional office environment, with the ability to work remotely. This role routinely uses standard office equipment such as computers, phones, and photocopiers.

• This position requires travel and the ability to navigate airports and transportation options to meet with customers and vendors.

Compensation: $90k - $115k

EO Products is an equal opportunity employer.  Qualified applicants will receive consideration without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.   Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this role.