Regional Sales Manager

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🏄 California, Colorado, +18 more states – Remote

🏄 California – Remote ⛰️ Colorado – Remote 🐊 Florida – Remote 🥔 Idaho – Remote 🌽 Illinois – Remote 🌾 Iowa – Remote 🌪️ Kansas – Remote 🦞 Maine – Remote 🎰 Nevada – Remote 🏖️ New Jersey – Remote 🗽 New York – Remote 🦀 Maryland – Remote 🍂 Massachusetts – Remote 🚗 Michigan – Remote 🏰 Missouri – Remote 🎸 Tennessee – Remote 🤠 Texas – Remote ⛷️ Utah – Remote ⚔️ Virginia – Remote ☕ Washington – Remote

💵 $100k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤑 Sales

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NABIS

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2018

🤝 B2B

🏪 Marketplace

B2B • Marketplace

NABIS is the leading licensed cannabis wholesaling platform, providing comprehensive services to licensed dispensaries and brands in California, New York, and Nevada. They offer a wide array of products with over 9,000 SKUs from more than 400 brands. NABIS supports its partners with services such as two-day shipping, warehousing, payment processing, and financing alongside advanced data analytics tools. Apart from facilitating cannabis distribution, NABIS offers financial solutions like invoice factoring and a streamlined software platform that ensures compliance and efficient management of inventory and finances. Their scalable platform empowers suppliers with instant state-wide reach and detailed analytical insights to optimize performance and sales strategies.

📋 Description

• 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

• 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

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