Regional Sales Manager

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This role’s pay will be determined by skill and experience. Talk with your recruiter to learn more.

$/yr - $/yr

Annual Bonus

Location:

Remote (Based in Southern California)

Better Earth is a leading provider of sustainable packaging solutions committed to making sustainability accessible. Our products meet the highest sustainability standards at competitive prices, and we are driven by three core pillars:
sustainability, innovation, and experience
. Beyond our products, we actively promote environmental initiatives across our supply chain and educate stakeholders on creating a circular economy.

At Better Earth, we uphold our mission with integrity. Our team thrives in a fast‑paced, collaborative, and innovative‑driven environment. We seek team players who are proactive, adaptable, and eager to contribute. We also embrace diversity, equity, and inclusion—over three‑quarters of our team are women or BIPOC (Black, Indigenous, and/or Persons of Color). We value creative thinkers who bring their whole selves, voices, and fresh perspectives to work.

Better Earth is looking for a high‑energy, results‑driven Regional Sales Manager (RSM) to drive significant sales growth and develop strategic partnerships within the Southwest Region (California, Arizona, Nevada), primarily within the food service channel.

• Achieve and exceed net sales and gross margin targets.
• Expand Better Earth’s market presence through direct engagement with end‑users and distributors.
• Manage and collaborate with brokers and sales partners to maximize market penetration.
• Educate stakeholders on the benefits of sustainable packaging and advocate for compostable solutions.

• Expand brand presence and drive incremental sales through a "pull" strategy targeting local & regional restaurant chains, colleges & universities, healthcare facilities, hospitality & business industries, stadiums & event venues.
• Develop relationships with specialty paper and broad‑line distributors and implement a "push" strategy to drive sales.
• Spend at least 3–4 days per week in the field engaging directly with prospects, customers, and partners.
• Lead, manage, and support broker partners to ensure strong sales execution, including product & sustainability training, assigning high‑value customer targets, tracking & analyzing engagement & sales performance, and conducting joint sales visits to close new business.
• Act as a sustainability advocate, educating customers on the benefits of compostable packaging versus single‑use plastics.
• Utilize CRM systems to track leads, update account data, manage pipelines, and report sales progress.
• Stay informed on market trends, competitor activity, and new business opportunities.
• Collaborate with internal teams and local composters to facilitate product distribution.
• Represent Better Earth at industry trade shows, conferences, and events.

• Serve as an Account Manager for direct purchasing customers, ensuring ongoing relationship management, regular check‑ins and sales meetings, accurate forecasts & performance tracking, product expansion and account growth.
• Complete all administrative responsibilities accurately and on time.
• Provide market intelligence and insights on customer needs, product development opportunities, and industry innovations during monthly sales meetings.

We are looking for an ambitious, results‑driven sales leader who:

• Is a self‑starter – You’re highly motivated, organized, and proactive.
• Builds strong relationships – You naturally connect with people and excel at networking.
• Owns the sales process – You confidently navigate objections, negotiations, and closing deals.
• Loves sales metrics – You thrive on revenue goals and understand how to optimize performance.
• Is passionate about sustainability – You see sales as a way to drive positive environmental change.
• Thinks strategically – You identify opportunities,…