Regional Sales Manager

NABIS

Regional Sales Manager overseeing revenue and team performance for Nabis in Northern California. Responsible for driving multi-brand sales growth and managing a high-performing field team.

Posted 6/12/2026full-timeRemote • California, Colorado, Florida, Idaho, Illinois, Iowa, Kansas, Maine, Maryland, Massachusetts, Missouri, Montana, Nevada, New Jersey, New York, Tennessee, Texas, Utah, Virginia, Washington • 🇺🇸 United StatesMid-LevelSenior💰 $100,000 per yearWebsite

About the role

Key responsibilities & impact

Own the regional number: Deliver against monthly and quarterly revenue quotas for Northern California
Forecast accuracy: Submit a weekly rolling 30/60/90-day forecast to the Head of Sales with variance commentary.
Pipeline coverage: Maintain 3x pipeline coverage relative to monthly quota across the team.
Multi-brand mix: Hit revenue and case targets across the full Nabis brand portfolio, not just the priority SKU.
Coach in the field: Conduct at least one ride-along per rep per week; deliver written coaching notes and develop reps to quota.
Performance management: Run weekly 1:1s, monthly scorecards, and a formal 30/60/90 evaluation on every new hire. Document and act on underperformance within 60 days.
Retention: Keep voluntary regrettable rep attrition below 10% annualized.
Territory design: Build and maintain a written territory plan for each rep with named target accounts, route cadence, and quota.
Top accounts: Personally own and grow the top 10 accounts in the region; conduct quarterly business reviews with each.
New business: Drive net-new account acquisition and reactivate dormant accounts in partnership with the inside sales team.
Field cadence: Ensure every rep is making a minimum of 25 in-person account visits per week with documented call notes in CRM.
Brand partners: Serve as the regional point of contact for brand partners; coordinate ride-alongs, demo days, and market activations.
Cross-sell: Drive multi-brand penetration across the portfolio — partner with brand and marketing on regional sell-in campaigns.
CRM discipline: Enforce daily CRM logging — visits, orders, samples, next steps — by every rep.

Requirements

What you’ll need

5+ years in B2B field sales, with 2+ years managing a quota-carrying team.
Proven track record building or rebuilding a sales team and delivering aggressive revenue growth.
Experience selling into cannabis, beverage, CPG, or another regulated three-tier distribution channel.
Deep familiarity with the Northern California retail and dispensary landscape.
Fluency with CRM (Salesforce, HubSpot, or comparable) and a data-driven approach to forecasting and coaching.
Comfortable in the field 3+ days per week; valid CA driver's license and reliable vehicle.
Existing relationships with California licensed retailers and buyers.
Experience launching or scaling a new brand within an existing distribution book.
Demonstrated success leading through change — restructures, brand transitions, or aggressive ramp periods.

Benefits

Comp & perks

Unlimited PTO and paid holidays
Medical/Dental/Vision offered to all full-time employees
401(k) plan with a match.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B salesquota managementpipeline managementperformance managementaccount acquisitionterritory planningcross-sellingdata-driven forecastingcoachingsales team building

Soft Skills

leadershipcommunicationcoachingperformance evaluationrelationship buildingchange managementorganizational skillsfield presenceteam developmentproblem-solving

Certifications

valid CA driver's license