Something & Nothing is hiring a Regional Sales Manager to lead distribution and drive sales growth across the US Central region, with a strong focus on Texas and Colorado. This role is based in Texas or Colorado with significant travel, and it owns channel and account goals across natural and conventional grocery, as well as priority foodservice channels.

You’ll manage the full sales cycle from prospecting through negotiation, onboarding, activation, and ongoing relationship management. Alongside distribution partners, brokers, and a third-party field team, you’ll build plans that improve distribution, promotional execution, and profitability while feeding performance insights back into CRM and forecasting strategy.

Where you will work

Location: Colorado (onsite)
Region focus: US Central (Texas, Colorado, plus other listed states)
Travel: 40–60% of the time

Core responsibilities

Own the end-to-end sales cycle (prospecting, negotiation, onboarding, activation, and ongoing relationship management) to win and grow distribution across natural and conventional grocery, including chain and independent stores.
Manage distributor partner relationships, keeping distributor sales teams engaged, educated, and motivated to sell Something & Nothing.
Grow distribution across natural grocery buying groups: INFRA and NCG.
Grow priority foodservice channels: travel, business and industry (B&I), restaurants and cafes, with colleges and universities as a secondary channel.
Build promotional and trade marketing plans that stay within budget; review promotional history to assess trade spend and ROI so sales and profitability grow together.
Create and deliver the in-store demo strategy for the region and use point-of-sale materials to bring the brand to life across customer types.
Ensure national and regional strategy execution at store and operator level, addressing non-compliance by fixing or compensating as appropriate.
Identify customer partnerships that demonstrate product usage across everyday refreshment, food pairing, cocktail and mocktail mixer use cases, and alcohol replacement.
Partner with retail and foodservice brokers to build and land account plans, including leading broker-supported category presentations for key regional accounts.
Support distributor sales reps and Basemakers by running ride-alongs, sales meetings, and performance reviews to maximize outcomes at each location.
Create and run incentive programs for distributors, brokers, and Basemakers.
Manage and attend distributor, customer, and industry events including food shows and trade shows.
Work with the Category & Insights Manager to analyze regional performance and share findings with distributors, brokers, and field teams.
Use CRM platforms and feed learning back into regional strategy.
Build accurate, insight-driven forecasts with the US sales and finance teams and share regional trade learnings across the business.
As the region expands, help hire additional salespeople for specific areas and coach and support them.
Be accountable for channel- and account-specific goals across the region, including volume, forecast accuracy, promotional execution, distribution targets, speed-to-market on new items, brand execution, and distributor management.

Key channel and market focus

Today, Texas and Colorado account for the majority of Central sales time.
In Texas, HEB and Sysco are the most significant relationships. You are in HEB, but not in Central Market.
The company is not yet in Whole Foods, Sprouts, or Natural Grocers anywhere in the region.
The other ten states in the region are early-stage and require less time at this point.
Success within the first 12 months includes winning Central Market and Natural Grocers, winning Whole Foods across Texas and Colorado, and expanding openings and momentum across priority grocery and foodservice accounts.

Practical details

Base: Texas or Colorado, within easy reach of a major airport (preference for Austin or San Antonio; Dallas, Houston, and Denver are also open).
Handling product: ability to lift up to 50 lbs repeatedly when moving cases, running demos, and setting up at trade shows (reasonable accommodations can be discussed).
Schedule: some work outside standard business hours may be required, including evenings and weekends, depending on trade needs.

What you bring

Experience: 5+ years in a sales role with a CPG brand, manufacturer, or distributor (beverage experience strongly preferred).
Ability to personally own a multi-state territory, including planning, travel, and numbers.
Proven track record of winning or materially growing distribution with at least one top-tier regional grocery banner, with clear examples of how it was done.
Experience delivering year-on-year sales growth and beating revenue targets.
Demonstrated success managing distributor relationships and operator accounts.
Experience selling across natural and conventional grocery (chain, independent, club, mass) and foodservice customers.
Commercial and analytical knowledge of pricing structures, rebates, trade spend and ROI, and menu cycles.
Experience coaching and developing performance, including people without formal authority.
Strong communication skills (writing, speaking, and listening) and a disciplined approach to pipeline management.
Comfort being in trade, in front of customers and distributors.
Valid driver’s license and access to reliable transportation.
Preferred: conversational business Spanish.
Preferred/Bonus: experience launching brands or building early-stage territories; existing relationships with regional chains and major distributor houses; CRM tools and forecasting system experience; real passion for food, beverage, and hospitality.
Technologies: CRM.

Compensation and benefits

Salary: USD 120,000 per year
Employment: full-time employment at a fully remote organisation
Base pay: $120,000
Bonus/commission: no commission or bonus
Share options: share options under the employee options scheme
Leave: 25 days of annual leave plus statutory holidays; 4 rejuvenation days on top of annual leave
Health insurance: medical insurance through BlueCross BlueShield (available from day one; company covers the full cost of the lowest plan option at $733 per month)
401(k): company match of 100% on the first 1% you contribute, then 50% on the next 2–6%
Allowances: mobile phone allowance ($50/month), work-from-home allowance ($50/month)
Mileage: reimbursed at $0.75 per mile
Perks: all the soda you can drink
Growth opportunity: opportunity to build an emerging brand

Regional Sales Manager