Director of Field Sales, East

ABOUT OLIPOP

At OLIPOP, we’re on a mission to positively impact consumer health at scale. And we’re doing it through something simple: soda. But not just any soda, a new kind of soda: one that’s delicious, refreshing, and actually good for you.

This mission is deeply personal for our CEO, Co-Founder, and Formulator, Ben Goodwin. Like many of us, Ben grew up consuming the Standard American Diet: lots of soda and processed foods that prioritized convenience over nutrition. But at 14, he took his health into his own hands. After making significant changes to his nutrition and exercise, he lost 50 pounds and saw a transformation in his energy, mood, and emotional clarity.

Those changes sparked a deep curiosity about the connection between nutrition and health. Ben became a relentless student of the gut microbiome and the ways it supports overall wellness. The more he discovered, the more passionate he became about finding credible, science-backed ways to make consumer health accessible to everyone.

The mission was clear. The vehicle? Less so. After exploring the possibilities, Ben landed on an unexpected yet familiar choice: soda. It was something he loved as a kid, and he knew millions shared that same nostalgia. But this wouldn’t be just any soda. With most Americans falling short on daily fiber, Ben set out to create a version with more fiber and less sugar, one that was perfectly balanced. The result? A deliciously refreshing soda with 6 to 9 grams of fiber and 2 to 5 grams of sugar, delivering science-backed benefits without sacrificing the classic taste people crave.

In 2018, the first OLIPOP cans hit the shelves, bringing Ben’s vision to life with a functional soda that anyone could enjoy. And by reimagining soda, we’re also reshaping culture. That means creating products that support health for all and building a business grounded in humanistic values: empathy, integrity, and a belief in better for everyone. From the ingredients we source to the culture we foster, we’re committed to proving that business (and beverage!) can be a force for good, and that soda has the power to bring people together.

So join us, and let’s write a new American soda story together. One we can all feel good about. One OLIPOP at a time.

OLIPOP is looking for a Director of Sales East. In this role you’ll prioritize your time to focus on the highest impact areas, while working with and inspiring our DSD partners, third-party sales resources, retailers, and dynamic team to deliver a whole greater than the sum of its parts. You’ll be leading, managing, and owning the business across the entire East region . With laser focus, you’ll be exploring and driving new opportunities, while also building on the high velocities we’re already seeing in the market.  

  This role will work closely with the Vice President of Sales and broader team to further the development, sales, and promotion of the brand while building brand loyalty across all sales channels. If you’re looking for a fast pace, personal growth, responsibility and a lot of fun along the way, then this is a role you’ll thrive in.  

  RESPONSIBILITIES  

Collaborate with senior management, marketing, and national accounts to communicate and execute against company strategic direction, priorities, and financial guardrails.

Establish and manage partnerships with DSD distributors and regional food brokers.

Establish and communicate a monthly volume and distribution plan to achieve overall objectives in the market.

Translate national business strategy into clear and locally executable plans and focus resources accordingly within the territory.

Negotiate funding agreements with distributor partners for all channels of trade.  

Design and implement incentive programs intended to guide distributor organizations in achieving sales objectives.

Execute and evaluate rolling forecasts against annual plans on a monthly basis.

Leverage key consumption data sources, developing fact-based plans and solutions.

Build innovative presentations for total business and distribution partners designed to initiate an action-oriented response.

Lead, motivate, mentor, coach, and train a team of Regional Managers to deliver results by establishing measurable goals by territory and customer.

Provide category management leadership and marketplace insights and analysis.

Conceive of and execute big-picture short and long term plans for portfolio architecture, territory expansion, marketing support, budgets, sales forecasts by SKU, and distributors. Create vision, goals, strategies, objectives, and tactics.

Accountable for cost containment, sales growth, revenue and profit growth.   

  QUALIFICATIONS  

Holistic sales skills to align to our strategic goals including:

Use of data and data-based story telling

Identification of primary and backup strategies

Getting that mammoth! Tackling each day with pursuit and vigilance.

A high EQ approach to selling and leading a team.

Deeply passionate about OLIPOP and inspired by what we represent. Has the desire and hunger to make an impact.

People leader with demonstrated experience managing a field sales team through servant leadership.

Obsession for understanding customer behavior: lives, breaths & dreams about how to better reach and understand our consumers.

Enthusiastic and comfortable working in an early stage company. Ability to think rapidly in a growing and changing environment.

Experience in the Natural Products Industry and relevant classes of trade with CPG selling background in (refrigerated/ambient/frozen) spaces highly preferred.

Established relationships and experience working with key retail accounts and multiple distributors across multiple channels.

Ability to take initiative and work autonomously – you can run with something from beginning to end.

Works well with ambiguity – can navigate in the gray and asks the right questions to get at the solution.

Analyze opportunities quickly and have an ability to execute company goals efficiently.

Resourcefulness to improvise and adapt to deal with daily challenges via creative problem solving.

Strong planning, organization and project management skills, along with excellent interpersonal, written/oral communication and presentation skills. Full competence with G-Suite and Microsoft Suite.

5-10 years of experience in sales within a consumer-packaged goods company.

Proficient in Data Tools (SPINS, Retailer Portals) and Trade Math (selling price, margins, etc.).

Clean driver’s license, reliable transportation and proof of insurance.  

 

REPORTS TO:   Vice President Field Sales

  COMPENSATION: $150k-$170k base + Bonus HOW WE WORK

We may be fully remote, but we’re anything but disconnected. OLIPOP has grown from a few passionate people around a table to a nationwide team, and we’ve done it without losing our collaborative spirit or sense of purpose.

Connection here is intentional. From cross-functional projects and IRL offsites to thoughtful Slack threads and spontaneous gifs, we make the effort to stay close, even across time zones. Sure, we move quickly, but we lead with trust, transparency, and a shared commitment to doing work that matters.

We value thoughtful debate. We give feedback with care and receive it with curiosity, knowing that real growth, both personal and collective, comes from listening as much as leading. Because at OLIPOP, it’s not just about getting things done. It’s about growing together, staying true to what matters, and building something with lasting impact.

 

WHAT WE VALUE

At OLIPOP, our values aren’t just posters on a wall. They shape how we show up: for each other, for our customers, and for the mission we’re chasing together. 

Mission Connectivity : Everything we do ladders up to our shared goal: supporting human health. Whether launching a new flavor or conducting clinical research, the mission stays front and center.

Indomitable Spirit : When things get messy, we get inventive. We stay curious, adapt quickly, and find the path forward, most likely with a dedicated Slack thread and a beautifully overbuilt deck.

Lead at Every Level : Leadership isn’t about titles, it’s about ownership. We speak up, follow through, and lift each other up. If you’ve got ideas and initiative, you’ve got influence.

Courageous Humility: We’re confident in what we bring and curious about what we don’t know (yet). We give feedback with care, take it with grace, and know that real growth takes both.

 

WHAT WE’RE LOOKING FOR

Success at OLIPOP doesn’t come from checking boxes; it comes from living our values, staying curious, and finding energy in both the pace and the purpose. We’re building something big, and we’re looking for people who: 

Think big, move fast, and take thoughtful risks

Thrive in a high-performance, feedback-rich environment

Value real human connection and honest collaboration

Are fired up by building something new, and making it better every day

Startup life at OLIPOP is equally fun and fast-paced. If you’re energized by a dynamic environment, eager to grow, and excited to help shape something meaningful from the inside out, OLIPOP is a one-of-a-kind ride.

 

We are committed to providing reasonable accommodations to qualified individuals with disabilities or other needs during the application process and employment. To request an accommodation, please contact The People Team at recruiting@drinkolipop.com.

We are proud to be an Equal Opportunity Employer.  OLIPOP will consider all qualified applicants without regard to race, religion, gender (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, veteran status, or any other characteristics protected by law.

 

Submission of Application Materials Applicants are required to submit only the materials specifically requested as part of the application process. Please do not include any unsolicited materials, as they will not be reviewed or considered.

Unsolicited materials may include, but are not limited to:

Marketing or promotional concepts

Business ideas or strategies

Photographs, videos, or other media

Presentations, designs, or other creative content

By submitting any materials beyond those explicitly requested, you agree that:

You are voluntarily providing such materials;

You irrevocably assign all rights, title, and interest in and to those materials to Olipop Inc.; and

Olipop Inc. may use, reproduce, modify, distribute, or otherwise exploit such materials for any purpose anywhere in the world, without restriction or compensation.