Sales Manager - Los Angeles

Company Description

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.

Job Description

• 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.

Qualifications

• 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.

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

Additional Information

• Thriving Wellness Community: Access to top-notch medical coverage comprehensive vision and dental plans, and a 401k with match eligibility to secure your financial future and including: 
  • 24/7 online physician consultations 
  • virtual mental health resources 
  • life coaching 
  • engaging employee community groups 
  • cash rewards for healthy habits and fitness reimbursements 
  • library of on-demand fitness videos 
• Career Advancement Opportunities: Unlock your potential with clear paths for career progression and internal mobility across our diverse family of brands and business units. 
• Focused Learning and Development: Grow as a leader with our dedicated Learning and Organizational Development department, offering extensive resources like People Manager and leadership training, webinars, and eLearning courses. 
• Empowering Mentorship Program: Connect with colleagues through our company-wide mentorship program to share goals, overcome challenges, and drive your career forward. 
• Continuous Improvement Training: Participate in training that empowers all employees to learn and implement concepts that drive significant, positive change in the workplace. 
• Building a Healthy Society: To date, our co-Founders Lynda and Stewart Resnick, through their foundations and The Wonderful Company, have invested more than $2.5 billion in education, health and wellness, community development, and sustainability initiatives across California’s Central Valley, Fiji, and the world. In 2025, Wonderful ranked as #1 in PEOPLE’s “100 Companies That Care” list and was named one of Fortune magazine’s 100 Best Companies to Work For. To learn more about our corporate social responsibility efforts, visit csr.wonderful.com.
• Giving Back to the Community: Make a difference with Wonderful Giving, allowing you to allocate company-provided funds to up to three charities of your choice, and join Wonderful Neighbor to contribute to group service projects within our local communities. 

FIJI® Water is a natural artesian water bottled at the source in Viti Levu (Fiji Islands). With its iconic square bottle, soft mouthfeel, and more than double the electrolytes of the other two top premium bottled water brands, FIJI Water is the No. 1 premium imported bottled water in the United States. FIJI Water has a perfectly balanced 7.7pH. FIJI Water is available in a variety of sizes, including 330mL, 500mL, 700mL, 700mL Sports Cap, 1L, and 1.5L.  

As part of its longstanding commitment to sustainability, nearly 70% of FIJI Water’s global bottle volume is in 100% recycled plastic (rPET), including its best-selling 500mL and 330mL bottles. Since 2007, the FIJI Water Foundation has been committed to supporting environmental conservation and strengthening local communities, investing more than USD $20.5 million in community development, access to safe water, education, health & wellness, and environmental sustainability.  

To discover Earth’s Finest Water®, please visit www.fijiwater.com, like us on Facebook, or follow us on Instagram. 

The Wonderful Company is an Equality Opportunity Employer that provides opportunities for advancement. We are committed to creating a diverse workforce that embodies a deep culture of acceptance, equity, and inclusion. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, protected veteran status, or other protected categories.

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