Manager, Regional Sales - West

Manager, Regional Sales (West - California & Nevada)

Torani is looking for a strategic sales manager who creatively delivers business growth in a big way for the current year while also laying the groundwork to deliver long-term success for the years ahead. The right person thrives in field-based engagement, supporting distributor sales teams, and leveraging market and trend data to foster sustainable growth. Sales are your passion and driving sales across the region by working collaboratively and creatively with distributor partners and operator customers delivers the goals!

Your ability to build business with distributors, operators (and maybe even some unlikely partners) is the critical backbone of how you develop your region. In your day to day you’ll swiftly identify barriers to entry and develop tactics to overcome them. You’ll also create and execute go-to-market strategies that open new pockets of opportunities and in turn your Region is soaring to new heights! By embodying the Torani values you are able to bring Torani to life for our customers so they will want to be part of our shared success.

Why You’ll Love Working at Torani: At Torani, we’re more than a flavor company—we’re a people-first, purpose-driven organization where growth, opportunity, and shared success are baked into everything we do. Whether you're creating new ways to bring joy to our customers or collaborating cross-functionally to drive sales, you’ll be part of a vibrant, values-led culture that puts people at the center. We believe in empowering every team member to grow personally and professionally while making a meaningful impact. If you're excited to be part of a company where your contributions are seen, celebrated, and connected to a larger purpose, you’ll thrive here.

Do you have what it takes to help us infuse flavor across the world, one new customer at a time? If so, we’d love to talk to you!

SUCCESS FACTORS (First 12-18 Months)

• Foodservice Growth Driver: You have established a rapport with our existing distributor network, identified and begun to fill the voids in the business, and are driving growth in new products and delivering new accounts. In collaboration with your Zone Manager, you have developed objectives supporting the Foodservice Division Strategy and are driving double-digit sales growth in your region.
• Regional Expert: In the food service and specialty coffee world, you have your finger on the pulse of your region; you know the numbers, the market, the competitors, and you know how to win! You have built a sales pipeline and created new opportunities through our strategic selling process. By prospecting regional chain accounts and new distributor partners, you effectively engaged both coach & buyer influencers, gaining key insights and positioning Torani as the preferred solution for operators. Your accurate monthly forecasting has contributed to optimal inventory supply for your customers.
• Value Creator for Operators & Distributors: As a Food & Beverage industry expert with a keen ability to communicate Torani’s value propositions, you have developed and executed plans to unseat the competition in top-tier cafes & regional chains while bringing new value to the market. You have built strong, collaborative relationships with distributor sales teams and have supported distributor priorities through creating shared business goals. Your joint sales calls and ride-a longs with distributors are recognized as key to success. You have been consistently in front of operators and have become the strategic business partner inspiring growth across all foodservice channels. When our customers are thinking of new beverage concepts, you are the first one they call!
• Distributor Network Architect: You have the right distribution reach, addressing gaps in underserved markets and partnering with market leaders. Our flagship Flavor Factory is in the Bay Area, and your distributor network helped us create a thriving café and operator community in our own backyard! As you develop business across your region, you helped ensure the regional distribution networks provide our customers with access to the product they want, when they want it.
• Collaboration Ninja: You have collaborated and built strong relationships throughout Torani and your external partners. In partnership with your sales colleagues, you have identified new ideas, best practices and have made meaningful contributions to our S&OP process. Your operators have been the lucky recipients of these ideas and insights and together you have worked with them to help drive growth.
• Ooze Torani Culture and Have Fun!
  
  

Minimum Qualifications:

• At least 5 years of experience working as a remote sales team member
• At least 5 years of experience in the food & beverage industry
• Experience growing relationships with foodservice operators & regional chain accounts
• Experience training distributor representatives and leading product education workshops
• Proficient in contact management databases, preferably Salesforce
• Experience working with a large ERP system (i.e. oracle, SAP, etc.)
• Proficient in Outlook, Word, Excel, and PowerPoint
• Live in the San Francisco Bay Area
• Willingness to do overnight travel for a minimum of 50% of the time, including attending key trade show participation in and out of the region (i.e. SCAA, Coffee Fest, etc.)
  
  

Salary Range: $97,000 - $118,000

Bonus : Torani offers both a competitive quarterly sales bonus as well as an annual company bonus.