Sales Manager - Consumer, Ecommerce & Professional Channels - Needed in Westlake Village.

Location: Westlake Village, CA

Reports to: Director of Sales

Employment Type: Full-time | Quota-Carrying

Company Overview

A rapidly growing probiotic and nutraceutical organization with multiple brands across practitioner-focused and consumer-facing channels. The company develops scientifically grounded products, delivers practitioner education, and maintains a strong commercial footprint across professional, DTC, ecommerce, retail, and international distributor markets. The organization is scaling its commercial team to support multi-channel growth while preserving clinical credibility and high-quality standards.

Position Summary

The Sales Manager is a hands-on, quota-carrying commercial leader responsible for revenue generation across both the professional/practitioner channel and all consumer-facing channels (DTC, ecommerce marketplaces, retail, and international distributors). This role manages four consumer & ecommerce sales representatives, oversees international and retail broker networks, and directs all external marketing agencies and consultants.

The Sales Manager will lead territory execution, develop strategic accounts, manage internal and external sales resources, and drive cross-functional alignment to optimize revenue, channel performance, and customer experience.

Key Responsibilities

Channel & Revenue Strategy

• Develop and execute integrated territory and channel strategies to achieve quarterly and annual revenue targets across practitioner, DTC, ecommerce, retail, and international channels.
• Define channel-specific commercial models, pricing and margin structures, and go-to-market plans tailored to each channel's dynamics.

Team Leadership & Broker Oversight

• Manage, coach, and develop a team of four consumer & ecommerce sales reps; set quotas, run 1:1s, conduct reviews, and build development plans.
• Oversee international and retail brokers: onboarding, territory assignments, KPIs, commissions, and compliance.
• Maintain alignment across practitioner and consumer/ecommerce sales to ensure consistent pricing, promotions, and brand education.
• Build sales enablement tools, training, and playbooks for both internal teams and broker partners.

Marketing Leadership & Agency Management

• Direct external marketing partners including digital agencies, creative firms, paid media vendors, SEO/CRM consultants, and PR partners.
• Provide briefs, review creative, set campaign KPIs, and ensure deliverables meet timelines and budgets.
• Manage agency scopes, contracts, and performance reviews.
• Align all marketing activities (paid media, email, social, SEO, creative, PR) with sales objectives, promotions, product launches, and regulatory guidelines.

Sales & Account Management

• Acquire and grow practitioner, specialty retail, wholesale, and distributor accounts.
• Lead professional channel initiatives including HCP engagement, education programs, and webinar-based training.
• Collaborate with digital and ecommerce teams to support promotions, merchandising, lifecycle marketing, and conversion optimization.

Broker & International Channel Management

• Recruit, train, and manage international distributors and retail brokers.
• Set expectations, reporting cadence, and conduct quarterly business reviews.
• Coordinate with operations and regulatory teams for international compliance, labeling, and logistics readiness.

Sales Operations & Cross-Functional Collaboration

• Maintain CRM integrity, pipeline hygiene, and accurate forecasting.
• Partner cross-functionally with ecommerce, marketing, operations, regulatory, finance, and customer service.
• Drive ecommerce KPIs including conversion rate, AOV, CAC, and repeat purchase rate.

Commercial Negotiation & Compliance

• Lead negotiations for retail, wholesale, and international distributor contracts.
• Ensure margin discipline, pricing alignment, and regulatory compliance across sales and broker activities.

Key Performance Indicators

• Revenue attainment by channel (professional, DTC, ecommerce, retail, international)
• Team quota attainment and development metrics
• Broker/distributor performance and compliance
• Marketing and agency ROI (CAC, CTR/CPA, email performance, campaign KPIs)
• Ecommerce metrics (conversion rate, AOV, repeat purchase rate, CAC improvement)
• Pipeline development and forecast accuracy
• Sales conversion from educational programs
• Contribution to gross margin and pricing strategy

Required Qualifications

• 4+ years B2B sales experience with consistent quota achievement
• People management experience (managing 3-5 reps preferred)
• Experience managing DTC/ecommerce sales teams and broker/distributor relationships
• Experience managing external marketing agencies and directing creative/paid media efforts
• Experience selling to HCPs, specialty/natural retail, or distributors
• Strong negotiation, coaching, and relationship management skills
• CRM proficiency (Salesforce or similar) and ecommerce analytics familiarity
• Willingness to travel
• Authorized to work in the U.S.

Preferred Qualifications

• Experience in supplements, probiotics, nutraceuticals, or related health products
• Strong ecommerce/DTC optimization background
• Experience building international distributor networks and navigating compliance
• Experience designing HCP education that drives measurable sales
• Bachelor's degree in Business, Life Sciences, or related field

Compensation & Benefits

• Base salary: $72,000 - $88,000
• Commission plan tied to individual, team, and territory performance
• Medical, dental, vision, retirement plans
• Paid time off and holidays
• Employee product discounts
• Professional development support

Career Progression

Top performers may advance into Regional Sales Manager or Director-level roles with multi-brand, multi-channel commercial responsibilities.

First 12-Month Success Objectives

• Hit revenue targets across practitioner and consumer channels
• Onboard and develop sales teams (four consumer reps + three professional reps)
• Recruit and improve performance of international distributors and brokers
• Build productive relationships with external marketing partners and deliver KPI-driven campaign improvements
• Improve ecommerce performance and customer metrics
• Build disciplined forecasting and pipeline management
• Deliver impactful practitioner education that translates to measurable revenue

All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, ancestry, religion, sex, sexual orientation, gender identity, gender expression, marital status, disability, medical condition, genetic information, pregnancy, or military or veteran status. We consider all qualified applicants, including those with criminal histories, in a manner consistent with state and local laws, including the California Fair Chance Act, City of Los Angeles' Fair Chance Initiative for Hiring Ordinance, and Los Angeles County Fair Chance Ordinance.