✨ AI Insights & Summary
Nabis, a leader in the cannabis wholesale platform space, is seeking a dynamic Regional Sales Manager for Northern California. This player-coach role is ideal for a seasoned sales leader with a proven track record in regulated distribution environments like cannabis, CPG, or beverage. You'll have the opportunity to drive significant revenue growth, build and mentor a high-performing sales team, and shape the market presence of a rapidly expanding, tech-first company backed by notable investors. If you're a strategic sales operator passionate about innovation and leading through change, this is a high-impact opportunity.
About Nabis
Nabis is the #1 licensed cannabis wholesale platform globally, distributing over $1 billion in products annually across key US states. Their mission is to empower cannabis discovery through choice, access, and innovation, building a scalable, technology-driven platform. Backed by prominent investors and rapidly expanding, Nabis aims to be the world's largest cannabis distribution network.
Location Eligibility
This role is open to candidates based in CA, CO, FL, GA, IA, ID, IL, KS, MA, MD, ME, MI, MO, NJ, NV, NY, TN, TX, UT, VA, or WA. Applicants outside these states will not be considered.
About the Role
Nabis is looking for a Regional Sales Manager – Northern California to own top-line revenue, team performance, and brand execution. This is a player-coach leadership position for an individual with experience building and managing field sales teams in regulated industries. You will be responsible for driving aggressive growth, managing a multi-brand portfolio, and ensuring seamless execution from order to collection.
Responsibilities
Revenue & Pipeline
- Deliver monthly and quarterly revenue quotas for Northern California.
- Maintain weekly rolling 30/60/90-day forecast accuracy with variance commentary.
- Ensure 3x pipeline coverage relative to monthly quota across the team.
- Achieve revenue and case targets for the full Nabis brand portfolio.
Team Leadership
- Conduct weekly field ride-alongs with sales reps, providing coaching and development.
- Manage performance through weekly 1:1s, monthly scorecards, and formal evaluations for new hires.
- Address underperformance within 60 days and maintain voluntary rep attrition below 10% annualized.
Territory & Account Management
- Develop and maintain written territory plans for each sales rep.
- Personally manage and grow the top 10 accounts in the region, conducting quarterly business reviews.
- Drive new account acquisition and reactivate dormant accounts in partnership with inside sales.
- Ensure reps conduct a minimum of 25 in-person account visits per week with documented CRM notes.
Cross-Functional & Brand Partnership
- Serve as the regional point of contact for brand partners, coordinating activities like ride-alongs and market activations.
- Drive multi-brand penetration through cross-selling and regional sell-in campaigns.
- Enforce daily CRM logging for all sales activities by every rep.
Qualifications
- 5+ years in B2B field sales, with 2+ years managing a quota-carrying team.
- Proven success in building or rebuilding sales teams and achieving aggressive revenue growth.
- Experience selling within cannabis, beverage, CPG, or another regulated three-tier distribution channel.
- Deep knowledge of the Northern California retail and dispensary landscape.
- Proficiency with CRM systems (Salesforce, HubSpot, or comparable) and a data-driven approach.
- Willingness to be in the field 3+ days per week; possess a valid CA driver’s license and reliable vehicle.
- Existing relationships with California licensed retailers and buyers are a plus.
- Experience launching or scaling new brands within a distribution network.
- Demonstrated ability to lead through change (restructures, brand transitions, ramp periods).
Compensation & Benefits
- Unlimited PTO and paid holidays.
- Base Salary: $100,000 annually.
- Commission: 0.25% of regional gross sales, paid monthly on collected revenue.
- Medical/Dental/Vision insurance offered to full-time employees.
- 401(k) plan with a company match.