Director of Sales, West

Company Description

It’s more than just water. It’s FIJI Water, known for its iconic square bottle and unique mineral profile. Since 1996, FIJI Water has embodied what it means to be Earth’s Finest Water® and is sold in more than 90 countries. Our team has a great opportunity for a Director of Sales, West whose territory will include CA, NV, AZ, WA, OR, MT, , UT, WY, NM, CO.

Reporting to the VP, Sales, West Division, the Director, Sales, West is a key manager and leader on the FIJI Water team. This newly created role will oversee sales plans and guide and mentor a team of four Sales Managers across both Retail and On-Premise channels.

• Develop and assign account portfolios for each Sales Manager which will include independent customers, regional chains, and distributors within key markets.
• Follow the determined channel strategy to ensure that shelving, pricing, and merchandising objectives are aligned consistently with portfolio, brand and account goals and confirm efficient trade spending.
• Drive quality business communication and ongoing cross‑functional interaction with Merchandising Teams, Sales Planning, Business Development, Finance, Supply Chain, Customer Service, and Brand Marketing.
• Build, lead and mentor a high-performing team, providing clear direction, mentorship, and support.
• Set clear performance expectations, monitor team progress, and implement corrective actions to ensure continuous improvement.
• Leverage analytical resources to include Salesforce Data to optimize distribution, monitor OOS conditions, optimize SKU/pricing strategies and trade spend.
• Manage P&L adherence reporting for retail and on‑premise for distributors, chains, and independent accounts.
• Take lead and initiative in understanding overall category and competitive trends.
• Identify, target, and grow dollar share in key markets at an independent and regional level in both Retail and On‑Premise.
• Acquire a thorough understanding of each key customer’s needs and requirements and ensure team members fulfill these objectives.
• Serve as the link of communication between key customers and internal teams.
• Evaluate ROI prior to recommending POS or customized solutions.
• Develop and execute account specific programming and be on budget.
• Assist in development and delivery of annual business review at each of your accounts.

• Minimum of 7-10 years of experience selling premium beverage or consumer product to multiple accounts across all channels, including retail, food, convenience, specialty and on‑premise.
• A minimum of 5 years field management experience developing and leading an internal Sales Manager Team.
• Experience in P&L management to include financial reporting, volume planning and forecasting.
• Advanced knowledge of utilizing syndicated data to build fact‑based selling stories/presentations (i.e., Spectra, Nielsen, IRI, Mintel).
• Proven success in creating new business and distribution opportunities resulting in market growth.
• Ability to create and execute sales presentations both internally to sales team, senior leadership and external customers and train the Sales Managers on a successful production.
• Possess a customer service mindset to ensure internal and external partners receive quality sales support and be able to coach the team on proper execution.
• BS/BA degree in business, finance, related field highly preferred.
• Availability for business travel up to 60% of the time to include occasional nights and weekends.

$130,000 - $150,000 and may include a discretionary bonus. Final compensation will be dependent upon skills & experience.

• Thriving Wellness Community:
  Access to top‑notch medical coverage, comprehensive vision and dental plans, and a 401(k) with match eligibility to secure your financial future and including:
• 24/7 online physician consultations
• Virtual mental health resources
• Life coaching
• Engaging employee community groups
• Cash rewards for healthy habits and fitness reimbursements
• Library of on‑demand fitness videos
• Career Advancement Opportunities:
  Unlock your potential with clear paths for career progression and internal mobility across our diverse family of brands and business…