Regional Sales Manager
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Job Description
Regional Sales Manager overseeing revenue and team performance for Nabis in Northern California. Responsible for driving multi-brand sales growth and managing a high-performing field team.
Responsibilities:
- Own the regional number: Deliver against monthly and quarterly revenue quotas for Northern California
- Forecast accuracy: Submit a weekly rolling 30/60/90-day forecast to the Head of Sales with variance commentary.
- Pipeline coverage: Maintain 3x pipeline coverage relative to monthly quota across the team.
- Multi-brand mix: Hit revenue and case targets across the full Nabis brand portfolio, not just the priority SKU.
- Coach in the field: Conduct at least one ride-along per rep per week; deliver written coaching notes and develop reps to quota.
- Performance management: Run weekly 1:1s, monthly scorecards, and a formal 30/60/90 evaluation on every new hire. Document and act on underperformance within 60 days.
- Retention: Keep voluntary regrettable rep attrition below 10% annualized.
- Territory design: Build and maintain a written territory plan for each rep with named target accounts, route cadence, and quota.
- Top accounts: Personally own and grow the top 10 accounts in the region; conduct quarterly business reviews with each.
- New business: Drive net-new account acquisition and reactivate dormant accounts in partnership with the inside sales team.
- Field cadence: Ensure every rep is making a minimum of 25 in-person account visits per week with documented call notes in CRM.
- Brand partners: Serve as the regional point of contact for brand partners; coordinate ride-alongs, demo days, and market activations.
- Cross-sell: Drive multi-brand penetration across the portfolio — partner with brand and marketing on regional sell-in campaigns.
- CRM discipline: Enforce daily CRM logging — visits, orders, samples, next steps — by every rep.
Requirements:
- 5+ years in B2B field sales, with 2+ years managing a quota-carrying team.
- Proven track record building or rebuilding a sales team and delivering aggressive revenue growth.
- Experience selling into cannabis, beverage, CPG, or another regulated three-tier distribution channel.
- Deep familiarity with the Northern California retail and dispensary landscape.
- Fluency with CRM (Salesforce, HubSpot, or comparable) and a data-driven approach to forecasting and coaching.
- Comfortable in the field 3+ days per week; valid CA driver's license and reliable vehicle.
- Existing relationships with California licensed retailers and buyers.
- Experience launching or scaling a new brand within an existing distribution book.
- Demonstrated success leading through change — restructures, brand transitions, or aggressive ramp periods.
Benefits:
- Unlimited PTO and paid holidays
- Medical/Dental/Vision offered to all full-time employees
- 401(k) plan with a match.
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