Territory Sales Manager-New England (MA, CT, RI, Upstate NY)

Job Summary

Better Earth is a sustainable packaging solutions provider founded to make sustainability accessible. We are seeking a high-energy, passionate Territory Sales Manager/New England who will be tasked with driving significant net sales growth and developing and nurturing strategic partnerships across the assigned territory (MA, CT, RI, upstate NY, New England states), primarily in the foodservice channel.

Our products are designed to meet the most demanding sustainability requirements at the highest quality and best price. But we don't stop there. Driven by our three core pillars: sustainability, innovation, and experience, we work diligently to catalyze environmental initiatives across our supply chain and educate stakeholders about how we can close the loop on our products and bolster the circular economy.

The Basics

Location: Remote work, role based in the territory; candidates must live in the assigned territory.

Commitment: The Territory Sales Manager role is a full-time position that requires extensive travel within the territory, some overnight stays, and a flexible work schedule, including weekends to support industry trade shows and events.

Compensation: Role includes a competitive base salary, plus you will be eligible for an annual bonus based on individual, team, and company performance, as well as achieving sales and gross margin targets and furthering the organization's strategy and objectives. Additionally, all employees are eligible for Better Earth's profit-sharing program, and employees with three or more years of tenure are eligible for Better Earth's Equity Program and Dividends.

The Territory Sales Manager/New England will report directly to the Vice President of Sales. 80% of the Territory Sales Manager's time will be committed to active/direct engagement selling, focused on selling end-user accounts (large operators and local/regional chains) and managing distributor partnerships for growth. The remaining time and workload will be dedicated to ongoing account management, strategic planning, and CRM/administrative work. This role requires maximum time in the field selling accounts, driving growth within the territory.

The role will include the following responsibilities:

Active / Direct Engagement Selling

· Achieve or exceed assigned sales revenue and strategic goals as defined by the company.

· Elevate Better Earth's brand presence and generate incremental sales through "pull" strategy, by strongdirect sales engagement with large end user accounts, specifically local & regional chains, college & universities, hospitals, hospitality, business & industry, stadiums, and hospitality. Penetrate and sell specialty paper and broadline distributors, partner with them for a 'push' strategy.

· Be in the field selling no less than 4 days per week.

· Be a sustainability educator; effectively communicate the environmental benefits of compostablepackaging, the benefits of composting vs. the impacts of landfill, and Better Earth's regenerative circularity value proposition, as compared to single-use plastics and polystyrene (Styrofoam).

· Daily engagement in our CRM platform to create and update account and contact information, follow up on assigned leads, create opportunities, update stage gate progress. CRM is our One Source of Truth for sales engagement activities and reported new business.

· Leverage technology and data sources to identify and pursue high value customer targets.

· Understand the competitive landscape, pursue competitive intelligence, and share with leadership.

· Cultivate and nurture healthy, productive, long-term customer and broker partnerships.

· Be a fully engaged, supportive team member within the Sales team, supporting cross-functional teams and executive leadership.

· Collaborate with the Better Earth Partner Advocate and local composters to facilitate the distribution of Better Earth direct accounts within the territory, where applicable.

· Participate in regional and national tradeshows, conferences, and industry events.

Account Management & Administration

· Serve as an effective account manager, establishing trust and partnership with customers (direct and indirect), demonstrating a solutions-oriented approach, conducting ongoing check-ins and business reviews, providing accurate forecasts, ensuring customer satisfaction, product expansion and continued growth. Effectively penetrate customer organizations from top to bottom.

· All administrative work should be accurate, thorough, and on time.

· Report back market intelligence on new product development opportunities, industry trends, newcompetitive products, and innovations and ideas gleaned from experience in the field.

Qualities we are looking for in an ideal candidate include:

· You're a go-getter! You're self-motivated and organized, and you feel no task is too big or too small.

· You're open, honest, and authentic in all you do!

· You're a people person. Your enthusiasm is contagious, and you feel comfortable telling the Better Earth story one-on-one, in the conference room, or on stage.

· You can control a room. Sales is often a dance; you have experience navigating push-back, objections, and/or negotiation until your goals are met.

· You're motivated by revenue goals. Numbers don't dissuade you; they excite you. You know how to navigate pain points or bottlenecks to hit your goals creatively, and you feel confident speaking up to revisit them in a timely manner if they feel no longer relevant.

· You're passionate about the role of business in solving big problems. You're motivated by the impact sales can have in solving real-world environmental issues and by understanding your critical role as an educator, storyteller, and solutions provider.

· You connect the dots. Whether it's partners, processes, environmental problems, or products, you understand all the puzzle pieces at play and enjoy finding ways to fit them together and, when possible, close the loop.

· You love trying new things. As a start-up, we're constantly exploring new product lines, services, and approaches, and you will help create and bring these ideas to life and extract insights at every step.

· You're a strong communicator and writer. You're professional, concise, and clear. You can

effortlessly adapt your style to engage everyone from executives to elementary schools.

· You like using both sides of your brain. You're just as comfortable with Excel as you are with Word, so you can win the deal and build the quote, employing all pricing nuances and terms as necessary.

It is even better if you have the following experience:

· 5+ years of sales and/or packaging experience

· Bachelor's degree

· Proven understanding of sales principles and customer service practices

· Ability to work in a rapidly changing environment

· Proficiency in using sales technologies, such as CRMs, ERPs, and Microsoft 365

· Must have and maintain a valid driver's license

Pay: From $120,000.00 per year

Work Location: Remote