Regional Key Account Manager, PNW + NorCal

ABOUT OLIPOP

At OLIPOP, we’re on a mission to positively impact consumer health at scale. And we’re doing it through something simple: soda. But not just any soda, a new kind of soda: one that’s delicious, refreshing, and actually good for you.

This mission is deeply personal for our CEO, Co-Founder, and Formulator, Ben Goodwin. Like many of us, Ben grew up consuming the Standard American Diet: lots of soda and processed foods that prioritized convenience over nutrition. But at 14, he took his health into his own hands. After making significant changes to his nutrition and exercise, he lost 50 pounds and saw a transformation in his energy, mood, and emotional clarity.

Those changes sparked a deep curiosity about the connection between nutrition and health. Ben became a relentless student of the gut microbiome and the ways it supports overall wellness. The more he discovered, the more passionate he became about finding credible, science-backed ways to make consumer health accessible to everyone.

The mission was clear. The vehicle? Less so. After exploring the possibilities, Ben landed on an unexpected yet familiar choice: soda. It was something he loved as a kid, and he knew millions shared that same nostalgia. But this wouldn’t be just any soda. With most Americans falling short on daily fiber, Ben set out to create a version with more fiber and less sugar, one that was perfectly balanced. The result? A deliciously refreshing soda with 6 to 9 grams of fiber and 2 to 5 grams of sugar, delivering science-backed benefits without sacrificing the classic taste people crave.

In 2018, the first OLIPOP cans hit the shelves, bringing Ben’s vision to life with a functional soda that anyone could enjoy. And by reimagining soda, we’re also reshaping culture. That means creating products that support health for all and building a business grounded in humanistic values: empathy, integrity, and a belief in better for everyone. From the ingredients we source to the culture we foster, we’re committed to proving that business (and beverage!) can be a force for good, and that soda has the power to bring people together.

So join us, and let’s write a new American soda story together. One we can all feel good about. One OLIPOP at a time.

THE ROLE

The Regional Key Account Manager – PNW + NorCal will be responsible for taking ownership of all PNW + NorCal Regional Accounts: Save Mart, Raley’s, New Season, PCC, Nugget, Mollie Stones, etc. They will foster relationship growth and trust with our Category Managers to help drive increased revenue growth and profitability, while collaborating with the broader OLIPOP team. 

 

RESPONSIBILITIES

• Responsible for all aspects of business related to all PNW + NorCal Regional Accounts
• Create the strategy for all promotional PNW + NorCal Regional Accounts. Review plans and promotional history to evaluate trade spend/ROI and increase profitability while growing sales.
• Responsible for leading the charge on all new item / innovation presentations to retailers, to ensure we’re getting our newest flavors & product lines out to retail as quickly and seamlessly as possible.
• Gain new distribution in our white space, lead the new customer set-up and onboarding process for these accounts/banners.
• Create strategy and priorities for the OLIPOP field teams, 3rd party merchandising partners and broker partners, to implement approved sales and marketing strategies to optimize sales at store level in order to drive success.
• Work with distributors, who currently service the PNW + NorCal Regional Accounts and monitor POs to ensure reset orders are placed and fulfilled on time for resets. Continually evaluate the route to market and make strategic decisions to move business direct when possible.
• Monthly meetings with our Demand Planner and Ops team to ensure accurate forecasts with timely communication to meet our production lead times.
• Drive key strategies while leveraging syndicated data, consumer and retailer insights.
• Work cross functionally with our trade marketing team to organize marketing activations to drive brand awareness & coordinate key programs. 
• Managing broker partner relationships to ensure all specified retailer KPIs are achieved. 
• Responsible for reporting directly to our Director of Sales West on a weekly basis with your retailer status and focus.
• Create presentations for the leadership team on a consistent basis in regards to your key account priorities, goals, strategy, and initiatives.
• Occasional travel required to tradeshows, in person meetings, offsites, etc.  

 

QUALIFICATIONS

• Ability to take initiative and work autonomously – you can run with something from beginning to end.
• Ability to present and effectively communicate brand story and strategy of an organization to key stakeholders
• Strong negotiation capabilities, with experience navigating challenging scenarios to find a win-win
• Demonstrated analytical capabilities, inclusive of drawing insights and gaps through syndicated data, retailer data and consumer insights 
• Cross-functional collaborator, with experience working across marketing, shopper marketing and retailer teams for a mutual goal
• Strong planning, organization and project management skills, along with excellent interpersonal, written/oral communication, presentation and negotiation skills.
• Competence in Google Suite and Microsoft Suite. Experience with team collaboration tools such as Slack and Zoom preferred.
• Excel Intermediate Proficiency required: pivot tables, formulas and data analysis
• Minimum of 4 years of experience with a working knowledge of the ins and outs of PNW + NorCal Regional Accounts and the CPG industry.
• Trade & Promotional experience required: experience negotiating with retailers and controlling retail pricing
• PNW + NorCal Regional Account headquarter level experience and Broker Management Experience is crucial for this role.
• Must have demonstrated experience communicating goals and driving accountability with clarity
• Must be able to work flexible hours, including evenings and weekends.
• Clean driver’s license, reliable transportation, and proof of insurance.

 

REPORTS TO:

Director of Sales, West

 

COMPENSATION:

$90,000-$110,000 base salary + bonus

 

 

 

HOW WE WORK

We may be fully remote, but we’re anything but disconnected. OLIPOP has grown from a few passionate people around a table to a nationwide team, and we’ve done it without losing our collaborative spirit or sense of purpose.

Connection here is intentional. From cross-functional projects and IRL offsites to thoughtful Slack threads and spontaneous gifs, we make the effort to stay close, even across time zones. Sure, we move quickly, but we lead with trust, transparency, and a shared commitment to doing work that matters.

We value thoughtful debate. We give feedback with care and receive it with curiosity, knowing that real growth, both personal and collective, comes from listening as much as leading. Because at OLIPOP, it’s not just about getting things done. It’s about growing together, staying true to what matters, and building something with lasting impact.

 

WHAT WE VALUE

At OLIPOP, our values aren’t just posters on a wall. They shape how we show up: for each other, for our customers, and for the mission we’re chasing together. 

• Mission Connectivity: Everything we do ladders up to our shared goal: supporting human health. Whether launching a new flavor or conducting clinical research, the mission stays front and center.
• Indomitable Spirit: When things get messy, we get inventive. We stay curious, adapt quickly, and find the path forward, most likely with a dedicated Slack thread and a beautifully overbuilt deck.
• Lead at Every Level: Leadership isn’t about titles, it’s about ownership. We speak up, follow through, and lift each other up. If you’ve got ideas and initiative, you’ve got influence.
• Courageous Humility: We’re confident in what we bring and curious about what we don’t know (yet). We give feedback with care, take it with grace, and know that real growth takes both.

 

WHAT WE’RE LOOKING FOR

Success at OLIPOP doesn’t come from checking boxes; it comes from living our values, staying curious, and finding energy in both the pace and the purpose. We’re building something big, and we’re looking for people who: 

• Think big, move fast, and take thoughtful risks
• Thrive in a high-performance, feedback-rich environment
• Value real human connection and honest collaboration
• Are fired up by building something new, and making it better every day

Startup life at OLIPOP is equally fun and fast-paced. If you’re energized by a dynamic environment, eager to grow, and excited to help shape something meaningful from the inside out, OLIPOP is a one-of-a-kind ride.

We are proud to be an Equal Opportunity/Affirmative Action Employer.  Olipop does not discriminate on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factor. Applicants and employees are protected from discrimination under Federal law. For more information, please see EEO is the Law.