Director of Sales Operations



Sales & Business Development, Operations
Austin, TX, USA
Posted on Tuesday, June 25, 2024
ABOUT POPPI: Soda's back. Like, actually back. The twist? It's better for you this time (and no lie, it tastes better, too)! Join the team that's reclaiming soda one mouthwatering drop at a time. Refreshing and juicy without unnecessary sugar, it's time to love soda again!


  • We keep it real: We keep our egos in check and our feedback honest so we can always stay real. You know, like our ingredients.
  • We are creators: We're disruptors who see and do things differently, which is why we changed the soda game forever.
  • We do it better, together: We're better when we do together. We have one shot to become the #1 soda, so we need to make it count (while taking care of each other along the way).


As the Director of Sales Operations, you will be accountable for providing commercial, category management, and communication support to ensure the team's ability to deliver against the company's strategic revenue & EBITDA goals. This role must provide the leadership and glue to drive toward poppi's annual business objectives.


  • Support the DSD team with promotion calendar communication, matrix updates, level forecasting, monthly depletions, and recommended orders.
  • Partner with Key Account Managers, Regional Account Managers, Sales Planning, RGM, and Sales Analytics teams to evaluate strategies and action plans against allocated budget.
  • Create and aggregate all communications for upcoming retail programs (to inform distributors and field sales), and provide monthly and weekly summary of upcoming promotions.
  • Maintain an updated pricing matrix.
  • Build and manage the POS forecast tool.
  • Manage all void reporting (from chain portal data) and create programs to convert non-buys.
  • Manage trade spend budget for all key accounts, and stay within annual guardrails as a percentage of gross and net sales.
  • Inform poppi field sales team and local DSDs on important retail updates for new accounts confirmed, price promotions, off-shelf activities, and new sku authorizations.
  • Partner with Finance to track DSD billbacks, ad fees, and Broker commissions.
  • Create Monthly and Quarterly Business Reviews for DSDs, including can buy, did buy, account penetration, volume by channel, opportunity analysis (top stores); build ABP (for DSDs) and support the development of poppi's AOP.
  • Work with Sales Operations and Sales Analytics team to track voids/distribution gaps, category growth, market conditions, competitive activities, advertising, and promotional trends.
  • Collaborate with poppi shopper marketing, brand management, key account, and customer teams to create local programs for key customers that drive velocity.
  • Provide sales updates as needed to the poppi leadership team on respective customers.
  • Work with Sales Analytics to direct space management priorities.
  • Leverage data through sales tools (syndicated data, portal data, shelf set software, etc.) to inform strategies and influence decision making.
  • Contribute to the development and management of annual account plan, monthly forecasts, slotting budgets, and trade spend budgets.


  • Extensive experience with sales planning, data analysis, organization, customer management, broker leadership and management skills, and industry knowledge.
  • Expertise in managing customers, brokers, broadlines, and retail accounts.
  • Demonstrated confidence and the ability to influence when interfacing with customers and vendors.
  • Experience leading Field Sales communication at an established CPG brand; beverage brand experience required.
  • Ability to earn trust by consistently executing responsibilities and maintaining confidentiality, specifically when handling sensitive information.
  • Self-starter mentality with a hands-on approach to your work; the ability to get things done with limited resources.
  • Focused on driving business results, especially within an entrepreneurial and fast-paced environment.
  • Excel at collaborating and can work independently or as part of a team with individuals and groups of every background.
  • Ability to interpret complex data and leverage key points to develop and communicate value-add solutions.


  • Bachelor's degree, preferably in business.
  • 10+ years of beverage experience in field sales and/or retail management operations
  • Proficient with Microsoft Office Suite (Excel, PowerPoint, Word, and Outlook) and industry systems and platforms (VIP/IDIG, Repsly, IRI, SPINS, Nielsen, and Retailer Scan Data).
  • Valid state driver's license for the posted state or territory, and reliable transportation in accordance with State requirements for motor vehicles.


The above statements cover what are generally believed to be principal and essential functions of the job. Specific circumstances may allow or require some incumbents assigned to the job to perform a different combination of duties.

COMPENSATION: Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. For this role, the estimated base salary range is between $125,000- $135,000. The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview process. The listed range above is a guideline, and the base salary range for this role may be modified.

BENEFITS: poppi offers a comprehensive benefits package for full-time employees, including, but not limited to:

  • Bonus
  • Paid Time Off (3 weeks)
  • 10 Paid Company Holidays
  • Medical, Dental, and Vision Benefits
  • Flexible Spending Account Plan
  • 401(k) Program
  • Paid Parental Leave
  • Life Insurance
  • Technology Allowance
  • Employee Assistance Program
  • Quarterly poppi Product Benefit

At poppi, we are committed to building a diverse and inclusive company. We seek to create a culture where everyone can belong. We welcome people of different backgrounds, experiences, abilities, and perspectives.

poppi is proud to be an equal opportunity employer. We do not make hiring or employment decisions on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, disability status or genetic information, in compliance with applicable federal, state and local law.

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