Sales Manager - Los Angeles

The Wonderful Company is committed to providing high-quality, healthy, and iconic brands, including FIJI Water, POM Wonderful, Wonderful Pistachios, Wonderful Halos and helping improve the lives of the people who live and work in the places where we operate. Ranked No. 1 on the 2025 PEOPLE® Companies That Care list and one of Fortune® magazine’s “100 Best Companies to Work For” in the U.S., The Wonderful Company is continually recognized for its dedication to the well-being of its workforce, their communities, and the planet.

It’s more than just water. It’s FIJI Water - known for its iconic square bottle, unique mineral profile, and reputation as Earth’s Finest Water®. Since 1996, FIJI Water has built a global presence in more than 90 countries by delivering a premium product and an exceptional brand experience.

We are seeking a Sales Manager, Los Angeles, CA – West Division to play a critical role on the FIJI Water Sales Team. This position is ideal for a strategic, results-driven sales leader who excels in distributor management, market execution, and customer accountability. The ideal candidate brings a strong track record of building profitable business across Retail and On-Premise channels, including restaurants, hotels, independent retailers, and regional chains.

Reporting to the Director of Sales, West Division, this role will lead market development efforts throughout Los Angeles and surrounding key markets, with a strong emphasis on holding distributor partners accountable, driving execution excellence, and delivering sustainable growth across independent and regional accounts. This role will be measured by its ability to improve distributor execution, increase market penetration, strengthen account performance, and deliver against volume, profitability, and brand standards across Los Angeles.

Pay Range: $95,000 - $110,000 and may include a discretionary bonus. Final compensation will be dependent upon skills & experience.

Responsibilities

Lead distributor management and performance accountability across the Los Angeles market, ensuring distributor partners execute against agreed sales priorities, distribution goals, merchandising standards, pricing strategy, and promotional programs.; Own an assigned account portfolio that includes independent customers, regional chains, and distributors across both Retail and On-Premise channels.; Build top-to-top relationships with key distributor leaders, regional chain decision-makers, and independent account partners to strengthen alignment, improve execution, and unlock growth opportunities.; Drive distributor accountability through regular business reviews, performance tracking, and follow-up on KPIs such as distribution gains, out-of-stock performance, pricing compliance, display execution, and volume delivery.; Monitor and enforce P&L discipline across distributors, chains, and independent accounts, ensuring trade spending, promotional investments, and market activity align with financial goals and profitability expectations.; Execute channel strategy consistently to ensure shelving, pricing, merchandising, and assortment objectives are aligned with portfolio priorities, brand standards, and account-specific goals.; Prioritize time in market with distributors and customers to evaluate execution firsthand, strengthen relationships, identify issues quickly, and drive corrective action where needed.; Partner closely with headquarters contacts, key decision-makers, and internal merchandising teams to improve programming execution and elevate in-market performance.; Use data and analytics, including Salesforce and syndicated resources, to identify distribution opportunities, monitor out-of-stock conditions, evaluate SKU and pricing effectiveness, and improve trade spend efficiency.; Identify and win new business in key Los Angeles area markets, expanding FIJI Water’s presence and dollar share across both independent and regional accounts in Retail and On-Premise.; Analyze category, customer, and competitive trends to develop fact-based selling stories and market strategies that drive profitable growth.; Collaborate cross-functionally with Merchandising, Sales Planning, Business Development, Finance, Supply Chain, Customer Service, and Brand Marketing to ensure strong communication, operational alignment, and execution support.; Provide reporting and ad hoc analysis for retailers, distributor partners, merchandising teams, and senior leadership to support business decisions and performance management.

Requirements

Minimum 5 years of sales experience managing regional chain accounts, independent accounts, and distributor relationships across both Retail and On-Premise channels.; Demonstrated success in distributor management, including setting expectations, measuring execution, conducting business reviews, and holding partners accountable for results.; Strong experience in P&L management, including financial reporting, volume planning, forecasting, and trade spend management.; Proven ability to create new business opportunities, expand distribution, and deliver measurable market growth.; Advanced knowledge of syndicated data and fact-based selling tools such as Spectra, Nielsen, IRI, and Mintel.; Strong analytical and presentation skills, with the ability to develop and deliver compelling sales presentations to internal teams, senior leadership, distributors, and customers.; Customer-focused mindset with a commitment to delivering high-quality support to both internal and external stakeholders.; Advanced proficiency in Microsoft Excel, PowerPoint, and Word.; BS/BA degree in business, finance, or a related field strongly preferred.; Availability to travel up to 60%, including occasional nights and weekends.