Director of Sales, Club

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 Director of Sales, Club will be responsible for taking ownership of our Club strategy, and managing our Costco & BJ’s Wholesale business, building relationships and trust with our Buyers across the country to help drive increased revenue growth and profitability, while collaborating with the broader OLIPOP team.

RESPONSIBILITIES

• Responsible for all aspects of business related to Costco & BJ’s.
• Manage the club channel’s cost and pricing strategy.
• Create cost-effective retailer promotional plans for Costco and BJ’s Wholesale. Review plans and demo history to evaluate spend/ROI and increase profitability while growing sales.
• Responsible for leading the charge on all new item / innovation presentations to Costco and BJ’s Wholesale.
• Helping to create the club architecture- ensuring a cohesive club price pack architecture
• Work with commercialization team on club specific product development and collaboration with commercialization and design teams to ensure Costco and BJ’s Wholesale compliance.
• Responsible for reporting directly to our SVP of Sales on a weekly basis with your retailer’s status and focus.
• Create presentations for the leadership team on a consistent basis in regards to your key account priorities, goals, strategy, and initiatives.
• Bringing together club architecture in a holistic way by collaborating with shopper marketing, category management and brand teams.
• Monthly meetings with our Demand Planner and Ops team to ensure accurate forecasts with timely communication to meet our production lead times.
• Meet monthly with our trade marketing team to organize marketing activations to drive brand awareness & coordinate key programs with Costco and BJ’s Wholesale.
• Must be able to travel and represent OLIPOP at tradeshows, such as Expo West, as well as in person customer meetings and events.

 QUALIFICATIONS

• 8+ years of experience in national and regional account management within CPG and/or retail
• 5-10 years of experience with a working knowledge of the ins and outs of the club channel and the CPG industry.
• Experience partnering with Costco headquarters required
• Holistic sales skills to align to our strategic goals including:
  • Use of data and data-based story telling
  • Identification of primary and backup strategies
  • Getting that mammoth! Tackling each day with pursuit and vigilance.
  • A high EQ approach to selling and leading a team.
• Deeply passionate about OLIPOP, and inspired by what we represent. Has the desire and hunger to make an impact.
• Ability to take initiative and work autonomously – you can run with something from beginning to end.
• Works well with ambiguity and asks the right questions to get at the solution.
• Analyze opportunities quickly and have an ability to execute company goals efficiently.
• Resourcefulness to improvise and adapt to deal with daily challenges via creative problem solving.
• Strong planning, organization and project management skills, along with excellent interpersonal, written/oral communication and presentation skills.
• Competence in Google Suite and Microsoft Suite. Experience with team collaboration tools such as Slack and Zoom preferred.
• Must be able to work flexible hours and travel, including evenings and weekends for special events/trade shows.
• Clean driver’s license, reliable transportation and proof of insurance.

REPORTS TO: SVP of Sales

COMPENSATION: $160k-$180k 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.