Zevia, LLC
Director, Sales Distribution
Zevia, LLC, Washington, District of Columbia, us, 20022
About UsAt Zevia we're creating a world of better-for-you flavor, better for people and the planet. Our team is made up of builders who are passionate about our mission. Together we aim to impact global health, provide affordable better-for-you products, and aid the planet through reduction of plastic. We operate with passion, openness, gratitude, accessibility, humanism, humility, and scrappiness as we fight the good fight to change the beverage industry for good.SummaryLocation – West Coast: OR, WA, CAThe Director of Distribution drives long-term growth for Zevia by leading
sales
national distribution network development, expansion, and market results. They will be responsible for delivering against revenue & volume targets by ensuring Zevia’s DSD network expansion is implemented with urgency, ambition, and consistently impactful ongoing engagement of each market’s distribution partner. In addition, they will oversee an existing network of national distributors in the natural channel (UNFI, KeHE). As customer opportunities evolve in new channels, they will oversee partnering with relevant foodservice & specialty distributors.Their successful leadership directly with each distributor’s management team will ensure seamless customer transitions, impactful Brand execution at retail, increased depth of distribution in current accounts, and new breadth of distribution in white space accounts (primarily independent and C-Store accounts).As the network evolves and expands, they will spearhead new-distributor implementation by taking the lead of setup (after contract signing) through to first shipments, installing reporting and communication routines, and installing a staff of regionally local distribution managers as the business grows.As a part of the
Sales Leadership team , they will align with functional leaders in all departments across the organization to drive solutions and take fast action, advocating for a successful distributor network that increasingly drives Zevia’s revenue trajectory and delivery. They will be uniquely responsible for building the foundation on which Zevia can build a billion-dollar brand.RequirementsReasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.DSD Network Expansion & ImplementationOwn Each New Distributor Implementation, Setting the Foundation for Zevia’s Future GrowthHands-on ownership of the setup process from signature to store shipmentsSetup and lead kick-off meetings with the right contributions from internal peersEnsure Brand education and product understanding through to sales rep levelLead market-level goal setting and objective attainment for each DistributorSet aspirational and quantified volume goals by market, customer, channel levelBenchmark and drive channel-specific distribution goals by customer-type and SKU (depth and breadth of distribution)Define qualitative market execution objectives that improve Zevia’s in-store presenceMerchandising, secondary placements, displays, promotional execution/activationDesign consistent management and reporting routinesLead a clear action plan for successSpend time in each market understanding and assessing the landscape, working with distributor management and reps to lead success by exampleDefine strategic initiatives that deliver against Zevia commercial priorities; overcoming hurdles and support sales-rep level success in-storeContinually educate and engage distributor teams, enlisting incremental efforts for Brand growthDevelop and Maintain Relationships with Key Distributor StakeholdersWire to General Sales Managers & Directors at Market levelMaintain connection between Key Accounts leaders with Zevia Staff as viable to success in each DistributorNational & Channel Specific Distributor ManagementStaff and train high-performing manager to lead day-to-day operations with UNFI, KeHE, and other smaller 3rd party distributors as neededCreate clear reporting and management routines for volume forecasting and monitoringUnderstand and diagnose drivers of month-to-month business performance, resulting in action plans to course correct where neededMaintain senior level relationships, enabling transition from transaction order-delivery to strategic volume driving partnershipInstall quarterly business review practicesEnable Zevia Leadership to support accountability and partnership from distribution partners as executive levelPropose initiatives, contract terms, and course corrections where needed to drive healthy business trendsIncluding cross-functional customer-specific plans with Key Accounts teamDevelop connections between customer and sales rep teams with Zevia staffBusiness Planning & DeliverySet Annual Distribution Business PlanDevelop National Volume and Distribution TargetsSet Sales-Lever objectives and required investments to deliverCreate and maintain staffing and org design with marketing expansionDesign effective initiatives, programs, calls-to-action that step change key market areas of opportunity annuallyLead Effective Results-Oriented Business ReviewsLead monthly business review at executive levelFacilitate team review at market and distributor levelDrive Customer Volume Through Cross Functional Partnership with Key AccountsCreate deeply ingrained connections and alignment with Key Accounts teamIdentify how distribution management can leverage (and be leveraged) to increase velocities in existing accountsChannel-Specific Business DevelopmentIdentify and setup channel specific distribution agreements for Foodservice and Specialty Channels (Quick-serve restaurants, office/at-work, travel, etc.)Enable clear product flow and reportingMaintain low-touchpoint communications pathways/routinesWhen viable, staff appropriately for deeper management as volume opportunities requireEnsure alignment with future RTM strategy and avoid conflicts with DSD network while supporting Zevia’s ability to expand reach to consumersPreferred Education, Experience, and CompetenciesProven track record of success in Distribution management, specifically DSD in major markets.Proven track record of clear market development and execution in the Beverage industry specifically, high-growth early-to-mid stage company a plusProven track record of people management, including driving accountability, setting priorities, problem-solving, establishing ways-of-working, onboarding, and performance managementExperience with syndicated data reporting platforms a strong plusDemonstrable competency in annual business plan development, budget oversight, and strategic priority and initiative creationExperience leveraging data to assess performance, create scorecards, set KPIs, and measure impactTrack record of excellent cross-functional leadership with high ambitions a mustStrong verbal and presentation skillsSupervisory ResponsibilityThis position functions in a supervisory capacity with direct reports.Work EnvironmentUnder normal operations, this position operates in a hybrid environment (home and in-person). This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, and fax machines.Hybrid role, working from home office and in DSD markets with team as needed. Limited requirement to be in HQ office outside of occasional team and management meetings, unless living within range of “in-office” parameters for Encino HQ.Physical DemandsThe physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.The employee is occasionally required to sit; climb or balance; and stoop, kneel, crouch or crawl. The employee must frequently lift and/or move up to thirty (30) pounds and occasionally lift and move up to fifty (50) pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.Position TypeFull-time, ExemptTravelThis position may require up to 40% travel.Work Authorization/Security ClearanceMust be eligible to work in the U.S.EEOC StatementWe are committed to providing equal employment opportunities for all qualified job candidates and employees. To that end, Zevia maintains a workplace free of discrimination and harassment on the basis of an individual’s race, color, religion, creed, sex, gender, sexual orientation, disability, national origin, marital status, or any other characteristic protected by applicable law.Other DutiesPlease note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
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sales
national distribution network development, expansion, and market results. They will be responsible for delivering against revenue & volume targets by ensuring Zevia’s DSD network expansion is implemented with urgency, ambition, and consistently impactful ongoing engagement of each market’s distribution partner. In addition, they will oversee an existing network of national distributors in the natural channel (UNFI, KeHE). As customer opportunities evolve in new channels, they will oversee partnering with relevant foodservice & specialty distributors.Their successful leadership directly with each distributor’s management team will ensure seamless customer transitions, impactful Brand execution at retail, increased depth of distribution in current accounts, and new breadth of distribution in white space accounts (primarily independent and C-Store accounts).As the network evolves and expands, they will spearhead new-distributor implementation by taking the lead of setup (after contract signing) through to first shipments, installing reporting and communication routines, and installing a staff of regionally local distribution managers as the business grows.As a part of the
Sales Leadership team , they will align with functional leaders in all departments across the organization to drive solutions and take fast action, advocating for a successful distributor network that increasingly drives Zevia’s revenue trajectory and delivery. They will be uniquely responsible for building the foundation on which Zevia can build a billion-dollar brand.RequirementsReasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.DSD Network Expansion & ImplementationOwn Each New Distributor Implementation, Setting the Foundation for Zevia’s Future GrowthHands-on ownership of the setup process from signature to store shipmentsSetup and lead kick-off meetings with the right contributions from internal peersEnsure Brand education and product understanding through to sales rep levelLead market-level goal setting and objective attainment for each DistributorSet aspirational and quantified volume goals by market, customer, channel levelBenchmark and drive channel-specific distribution goals by customer-type and SKU (depth and breadth of distribution)Define qualitative market execution objectives that improve Zevia’s in-store presenceMerchandising, secondary placements, displays, promotional execution/activationDesign consistent management and reporting routinesLead a clear action plan for successSpend time in each market understanding and assessing the landscape, working with distributor management and reps to lead success by exampleDefine strategic initiatives that deliver against Zevia commercial priorities; overcoming hurdles and support sales-rep level success in-storeContinually educate and engage distributor teams, enlisting incremental efforts for Brand growthDevelop and Maintain Relationships with Key Distributor StakeholdersWire to General Sales Managers & Directors at Market levelMaintain connection between Key Accounts leaders with Zevia Staff as viable to success in each DistributorNational & Channel Specific Distributor ManagementStaff and train high-performing manager to lead day-to-day operations with UNFI, KeHE, and other smaller 3rd party distributors as neededCreate clear reporting and management routines for volume forecasting and monitoringUnderstand and diagnose drivers of month-to-month business performance, resulting in action plans to course correct where neededMaintain senior level relationships, enabling transition from transaction order-delivery to strategic volume driving partnershipInstall quarterly business review practicesEnable Zevia Leadership to support accountability and partnership from distribution partners as executive levelPropose initiatives, contract terms, and course corrections where needed to drive healthy business trendsIncluding cross-functional customer-specific plans with Key Accounts teamDevelop connections between customer and sales rep teams with Zevia staffBusiness Planning & DeliverySet Annual Distribution Business PlanDevelop National Volume and Distribution TargetsSet Sales-Lever objectives and required investments to deliverCreate and maintain staffing and org design with marketing expansionDesign effective initiatives, programs, calls-to-action that step change key market areas of opportunity annuallyLead Effective Results-Oriented Business ReviewsLead monthly business review at executive levelFacilitate team review at market and distributor levelDrive Customer Volume Through Cross Functional Partnership with Key AccountsCreate deeply ingrained connections and alignment with Key Accounts teamIdentify how distribution management can leverage (and be leveraged) to increase velocities in existing accountsChannel-Specific Business DevelopmentIdentify and setup channel specific distribution agreements for Foodservice and Specialty Channels (Quick-serve restaurants, office/at-work, travel, etc.)Enable clear product flow and reportingMaintain low-touchpoint communications pathways/routinesWhen viable, staff appropriately for deeper management as volume opportunities requireEnsure alignment with future RTM strategy and avoid conflicts with DSD network while supporting Zevia’s ability to expand reach to consumersPreferred Education, Experience, and CompetenciesProven track record of success in Distribution management, specifically DSD in major markets.Proven track record of clear market development and execution in the Beverage industry specifically, high-growth early-to-mid stage company a plusProven track record of people management, including driving accountability, setting priorities, problem-solving, establishing ways-of-working, onboarding, and performance managementExperience with syndicated data reporting platforms a strong plusDemonstrable competency in annual business plan development, budget oversight, and strategic priority and initiative creationExperience leveraging data to assess performance, create scorecards, set KPIs, and measure impactTrack record of excellent cross-functional leadership with high ambitions a mustStrong verbal and presentation skillsSupervisory ResponsibilityThis position functions in a supervisory capacity with direct reports.Work EnvironmentUnder normal operations, this position operates in a hybrid environment (home and in-person). This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, and fax machines.Hybrid role, working from home office and in DSD markets with team as needed. Limited requirement to be in HQ office outside of occasional team and management meetings, unless living within range of “in-office” parameters for Encino HQ.Physical DemandsThe physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.The employee is occasionally required to sit; climb or balance; and stoop, kneel, crouch or crawl. The employee must frequently lift and/or move up to thirty (30) pounds and occasionally lift and move up to fifty (50) pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.Position TypeFull-time, ExemptTravelThis position may require up to 40% travel.Work Authorization/Security ClearanceMust be eligible to work in the U.S.EEOC StatementWe are committed to providing equal employment opportunities for all qualified job candidates and employees. To that end, Zevia maintains a workplace free of discrimination and harassment on the basis of an individual’s race, color, religion, creed, sex, gender, sexual orientation, disability, national origin, marital status, or any other characteristic protected by applicable law.Other DutiesPlease note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
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