Sales Manager - Los Angeles

Lead distributor management and performance accountability across the Los Angeles market, ensuring distributor partners execute against agreed sales priorities, distribution goals, merchandising standards, pricing strategy, and promotional programs.
Own an assigned account portfolio that includes independent customers, regional chains, and distributors across both Retail and On-Premise channels.
Build top-to-top relationships with key distributor leaders, regional chain decision-makers, and independent account partners to strengthen alignment, improve execution, and unlock growth opportunities.
Drive distributor accountability through regular business reviews, performance tracking, and follow-up on KPIs such as distribution gains, out-of-stock performance, pricing compliance, display execution, and volume delivery.
Monitor and enforce P&L discipline across distributors, chains, and independent accounts, ensuring trade spending, promotional investments, and market activity align with financial goals and profitability expectations.
Execute channel strategy consistently to ensure shelving, pricing, merchandising, and assortment objectives are aligned with portfolio priorities, brand standards, and account-specific goals.
Prioritize time in market with distributors and customers to evaluate execution firsthand, strengthen relationships, identify issues quickly, and drive corrective action where needed.
Partner closely with headquarters contacts, key decision-makers, and internal merchandising teams to improve programming execution and elevate in-market performance.
Use data and analytics, including Salesforce and syndicated resources, to identify distribution opportunities, monitor out-of-stock conditions, evaluate SKU and pricing effectiveness, and improve trade spend efficiency.
Identify and win new business in key Los Angeles area markets, expanding FIJI Water’s presence and dollar share across both independent and regional accounts in Retail and On-Premise.
Analyze category, customer, and competitive trends to develop fact-based selling stories and market strategies that drive profitable growth.
Collaborate cross-functionally with Merchandising, Sales Planning, Business Development, Finance, Supply Chain, Customer Service, and Brand Marketing to ensure strong communication, operational alignment, and execution support.
Provide reporting and ad hoc analysis for retailers, distributor partners, merchandising teams, and senior leadership to support business decisions and performance management.
Minimum 5 years of sales experience managing regional chain accounts, independent accounts, and distributor relationships across both Retail and On-Premise channels.
Demonstrated success in distributor management, including setting expectations, measuring execution, conducting business reviews, and holding partners accountable for results.
Strong experience in P&L management, including financial reporting, volume planning, forecasting, and trade spend management.
Proven ability to create new business opportunities, expand distribution, and deliver measurable market growth.
Advanced knowledge of syndicated data and fact-based selling tools such as Spectra, Nielsen, IRI, and Mintel.
Strong analytical and presentation skills, with the ability to develop and deliver compelling sales presentations to internal teams, senior leadership, distributors, and customers.
Customer-focused mindset with a commitment to delivering high-quality support to both internal and external stakeholders.
Advanced proficiency in Microsoft Excel, PowerPoint, and Word.
BS/BA degree in business, finance, or a related field strongly preferred.
Availability to travel up to 60%, including occasional nights and weekends.
Pay Range: $95,000 - $110,000 and may include a discretionary bonus. Final compensation will be dependent upon skills & experience.

Employment type
Full-time

Work arrangement
Yes