Sales Manager - Southwest

The Aircarbon Sales Manager - Southwest is responsible for driving the growth of Aircarbon Alliance Foodware across assigned national, corporate, and regional accounts, as well as defined geographic areas.
This role owns customer relationships from initial engagement through ongoing growth and serves as the primary point of contact for day-to-day sales execution and account management.
The Sales Manager is a hands-on seller who operates independently in the field while collaborating closely with leadership to execute sales strategy and support long-term customer success.
ESSENTIAL FUNCTIONS AND DUTIES
SALES
Sell across assigned regional, national, foodservice, retail, and e-commerce accounts.
Work directly with end users, distributor sales reps, and brokers to drive new and existing business.
Develop brokers where needed and actively manage broker performance.
Generate leads through prospecting, cold calling, referrals, and market activity.
Conduct consultative sales calls to understand customer needs and recommend solutions.
Build and maintain strong customer relationships at multiple levels.
Achieve established sales goals, activity expectations, and performance metrics.
CUSTOMER SERVICE
Act as a primary point of contact for customers throughout the sales cycle.
Support purchase orders, issue resolution, and day-to-day customer needs.
Work with internal teams to understand logistics, lead times, and fulfillment requirements.
Oversee new customer onboarding and setup.
Provide in-market support to ensure programs launch correctly and continue to perform.
Coordinate customer programs and rollouts by managing timelines, stakeholders, and follow-through across internal and external teams.
MARKETING
Coordinate and accurately represent the Aircarbon message in the market.
Work with internal teams on sales collateral, pitch decks, and customer-facing materials.
Represent Aircarbon at trade shows, customer food shows, and industry events.
Support lead follow-up and sales activity from events.
Train distributor sales reps and brokers on products, positioning, and use cases.
Coordinate and manage sample requests in support of selling efforts.
SALES ADMINISTRATION
Serve as the primary contact for pricing and customer-related sales questions.
Maintain awareness of customer financial health and profitability.
Review sales trends and identify risks and growth opportunities.
Support forecasting and demand planning for assigned accounts.
Use and maintain company CRM, ERP, and other systems accurately and consistently.
Follow established sales processes and contribute to process improvement where appropriate.
COMPETITIVE INTELLIGENCE
Stay informed on competitor products, pricing, and market activity.
Identify competitive threats and opportunities to protect and grow business.
Monitor legislation and regulatory activity related to disposable products.
Share relevant market and competitive insights with leadership and internal teams.
SUSTAINABILITY AND ECO-FRIENDLY KNOWLEDGE
Develop strong working knowledge of compostable standards and certifications.
Understand carbon-negative positioning and how it applies to Aircarbon products.
Be knowledgeable about different eco-friendly materials and how they compare.
Clearly explain sustainability benefits and tradeoffs to customers.
Demonstrate genuine interest in environmental impact and sustainable solutions.
QUALIFICATIONS
5+ years of direct sales experience in CPG, non-food disposables, or a closely related B2B environment.
Proven success in opening new opportunities, developing customers, and growing business across accounts and channels.
Ability to thrive and operate effectively in a flat, lean, fast-paced, high-growth organization.
Background in selling sustainable products.
Experience working with and managing brokers.
Strong communication, negotiation, and relationship management skills, with the ability to coordinate internal teams and external customers to execute programs, projects, and resolve issues.
Solid business and financial awareness, including experience with forecasting, pricing strategy, margin considerations, and overall account profitability.
Skilled in using ERP and CRM systems, as well as Microsoft 365 tools, including Excel, PowerPoint, and Word.
Bachelor’s degree or equivalent industry experience in lieu of a degree.
SUPERVISORY RESPONSIBILITY
This position does not have direct supervisory responsibilities except for broker management, including setting expectations and coordinating activity.
PHYSICAL DEMANDS
While performing the duties of this job, the employee is regularly required to sit, talk, hear, carry and/or lift up to 50 pounds, stand for up to 8 hours, and operate computer software. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
POSITION TYPE/EXPECTED HOURS OF WORK
This is an exempt position, requiring overtime, weekends, evenings, and holidays as needed to complete assigned work.
TRAVEL
Regular travel to customer sites, distributors, and industry events is expected for this position.
COMPENSATION
The salary range for this position is $100,000 to $150,000 annually, depending on experience, education, skill level, and other compensable factors.
Newlight Technologies, Inc. is an Equal Employment Opportunity/Affirmative Action employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, gender, age, sexual orientation, gender identity, disability, status as a Veteran, or other protected classification.

Work arrangement
Yes