Zevia

Develops and executes growth strategies, manages full sales cycle, and builds distributor and customer relationships to expand market reach. | Requires 5+ years in consumer goods sales, experience with distributor management, strong negotiation and presentation skills, and ability to leverage data for decision-making. | About Us At Zevia, we’re creating a world of better-for-you flavor—better for people and the planet. Our team is made up of courageous challengers and tenacious builders who are passionate about our mission. We’re solutions-oriented, always improving, and we operate with a healthy thirst for risk. We believe in staying true to our convictions while continuously learning and evolving. At our core, we are people-centric. We care deeply, lead with empathy, and operate as one team—no egos, just a shared purpose. We strive to reflect the diversity of our consumer base within our organization and foster a culture of empathy and humility. Together, we aim to impact global health, provide affordable better-for-you products, and protect the planet by reducing plastic. We’re fighting the good fight to change the beverage industry for the better — and we’re just getting started. Summary The Business Development Manager (BDM) is responsible for identifying, developing, and converting white space sales opportunities across the U.S., with a primary focus on UNFI, KeHE, and new direct national and regional chain customers. The objective of this role is to deliver incremental volume growth across the U.S. business. To support this, the BDM will develop annual business plans, drive key Zevia initiatives, track and manage KPIs, and deliver results against aligned forecasts through a defined group of distributor partners and key accounts. This role will lead new chain prospecting and onboarding, expand distribution in underpenetrated channels, and unlock incremental revenue opportunities with existing distributor partners. The position is highly externally facing and works cross-functionally with Sales, Category Development, Marketing, and Operations to secure new growth opportunities. The BDM will partner closely with UNFI and KeHE national and regional teams to expand reach. This role requires a driven, self-started, and results-oriented sales professional with a strong “hunter” mindset. The BDM is naturally curious, proactive, and motivated to uncover opportunities where others may not look, while maintaining a polished, thoughtful, and professional approach with customers and internal partners. Success in this role comes from personal accountability, ownership of outcomes, and a persistent selling style. Success in this role requires strong presentation skills and the ability to craft compelling selling stories that resonate with retailers and distributors. What You’ll Do Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Zevia’s Strategy, Merchandising Standards, and Key Account Programs Coordinates meetings with UNFI, KeHE, and national and regional chain customers to identify, present, and secure new growth opportunities aligned with Zevia’s strategic priorities Develops clear communication processes to ensure alignment on growth objectives, selling priorities, and execution plans Implement systems to track and benchmark progress against white space initiatives, pipeline development, and incremental volume targets Leads new chain prospecting, onboarding, and expansion efforts across underpenetrated channels and customer segments Develops customer-specific growth strategies focused on unlocking incremental distribution, velocity, and revenue Manages the full sales cycle from opportunity identification through sell-in, authorization, and execution Establish regular communication cadence with distributor and customer partners to advance new business initiatives Business Planning Develops and gains alignment with UNFI, KeHE, and key customers on annual and customer-specific business plans focused on incremental growth Secures agreement on forecasts, growth targets, and KPIs Consistently communicates with distributor leadership and internal stakeholders to ensure alignment and accountability Effectively manages budgets and investments associated with new business development, distributor programs, and key account initiatives Operates with full ownership of assigned growth objectives and outcomes, driving results through distributor and customer partnerships Partners with Zevia HQ teams to support launches, programs, and customer-specific initiatives Keeps distributors and customers informed of new items, programs, and timing to support successful execution Business Intelligence Proactively leverages insights from Category Development, Marketing, and internal reporting to identify and advance new business opportunities Applies performance data, distribution analytics, and pipeline tracking to prioritize opportunities and address risks Leverages distributor tools and data (e.g., VIP, shipment and depletion trends) to gain insights into distributor and customer performance Other Responsibilities Provides ongoing feedback to internal teams on distributor, customer, and competitive dynamics impacting growth opportunities Develops working knowledge of geographic, channel, and customer segments relevant to assigned business scope Builds expertise in competitive landscape, category trends, and emerging opportunities across channels Represents Zevia in the marketplace with passion, enthusiasm, a growth mindset, and a polished, professional demeanor. What We're Looking For +5 years sales experience and track record in Consumer Goods industry (beverage preferred) +3 years of experience leading, influencing, and driving results through distributor and customer partners Strong strategic thinker with demonstrated ability to identify and convert white space opportunities Hunter mentality with strong business development, prospecting, and closing skills Excellent communicator, presenter, and storyteller with the ability to sell at the buyer level Strong negotiator and influencer, comfortable navigating complex organizations Highly numerate and analytical, with the ability to leverage data to inform decisions and selling strategies Proven ability to develop and execute successful sales and trade marketing strategies Ability to leverage data from SPINS, VIP, and standard BI reporting tools to gain insights Self-directed, organized, and able to work independently with full ownership of outcomes Experience with basic administrative programs, Windows, Word, PowerPoint, Excel Must have the ability to: Travel via car with a valid driver’s license and untarnished driving record. Travel outside of local territory occasionally, at least once per month 4-year college degree preferred, equivalent professional experience considered in lieu of Supervisory Responsibility This position has no direct supervisory responsibility. Work Environment Under normal operations, this position operates in a home office environment for 60% of the time. This role has significant travel requirements of up to 40% with the focus on this travel to be the attending of customer HQ appointments and conferences. Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. The employee is occasionally required to sit; climb or balance; and stoop, kneel, crouch or crawl. The employee must frequently lift and/or move up to thirty (30) pounds and occasionally lift and/or move up to fifty (50) pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus. Position Type Full Time, Exempt Travel This position requires up to 40% travel. Work Authorization/Security Clearance Must be eligible to work in the U.S. Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice. What We Offer A collaborative environment, where everyone contributes and delivers A place where you can grow, develop and learn Competitive compensation that includes a base salary, discretionary bonus and stock options. See below for range. A comprehensive benefits package which includes: An array of medical plans Dental Vision Group Life Insurance Short-term disability + Long-term disability Flexible Spending Accounts: Medical, Dependent and Limited Use Health Savings Account Accident Insurance Critical Illness Insurance Hospital Indemnity Insurance Legal Insurance Travel Assistance Employee Assistance Program Pet Insurance 401k Plan (Traditional and Roth) Vacation, Personal/Sick Days, and Holidays Professional development contributions And of course, all the Zevia you can drink! Our compensation package includes a base pay range + bonus + equity Pay Range $100,000—$115,000 USD Equal Opportunity Employer Statement We are committed to providing equal employment opportunities for all qualified job candidates and employees. To that end, Zevia maintains a workplace free of discrimination and harassment on the basis of an individual’s race (including traits historically associated with race, such as hair texture and protective hairstyles such as braids, locks, and twists), color, religion, creed, sex (including pregnancy, childbirth, breastfeeding, or related medical condition), gender (including gender identity, gender expression, change of sex, and transgender status), sexual orientation, sexual and reproductive health decisions, height, weight, age, any physical or mental disability (including gender dysphoria or similar gender-related conditions), medical condition, national origin, ancestry, marital status (including registered domestic partnership, civil union, or any other partnership status), familial status, caregiver status, military or veteran status (including unfavorable discharge from military status), genetic information, genetic testing, predisposing genetic characteristics, caregiver status, order of protection status, work authorization status, citizenship status, immigration status, conviction record or history, arrest record, pre-employment marijuana testing, credit history, salary history, Civil Air Patrol status, status as a victim of domestic violence, assault, or stalking, or any other characteristic protected by applicable local, state, or federal law (each, a “Protected Characteristic”). Please review our California Consumer Privacy Act Notice for Candidates here

Transform retail and consumer data into insights to support sales and marketing strategies, influencing buyer decisions and optimizing retail execution. | 5+ years of experience in CPG or related industry, proficiency with syndicated data platforms like Nielsen or IRI, and strong communication skills. | About Us At Zevia, we’re creating a world of better-for-you flavor—better for people and the planet. Our team is made up of courageous challengers and tenacious builders who are passionate about our mission. We’re solutions-oriented, always improving, and we operate with a healthy thirst for risk. We believe in staying true to our convictions while continuously learning and evolving. At our core, we are people-centric. We care deeply, lead with empathy, and operate as one team—no egos, just a shared purpose. We strive to reflect the diversity of our consumer base within our organization and foster a culture of empathy and humility. Together, we aim to impact global health, provide affordable better-for-you products, and protect the planet by reducing plastic. We’re fighting the good fight to change the beverage industry for the better — and we’re just getting started. Summary The Senior Manager, Category Management, turns data into insights that directly help Zevia win at retail. This role brings together data expertise, shopper curiosity, and retailer understanding to create clear, actionable recommendations that improve distribution, shelf placement, and merchandising performance. As a key partner to Sales, this leader transforms shopper, market, and competitive data into compelling, customer-ready narratives that drives strong buyer engagement and unlock growth across existing and emerging channels. What You’ll Do Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. 1) Category Management Leverage category, market, competitive, and retailer data to identify performance drivers and translate insights into persuasive selling stories that enable distribution growth, improve shelf placement, optimize merchandising, and unlock new whitespace opportunities. Serve as the primary Category Management resource for top retailers, acting as the go‑to insights partner for Sales team Utilize syndicated, retailer POS, panel, and shopper insights data to uncover trends, performance drivers, gaps, and opportunities by customer and channel. Serve as key player in category reviews, trend analyses, competitive assessments, and assortment evaluations, delivering insight‑led recommendations that align with each retailer’s strategy and objectives. Recommend improved shelf execution, adjacencies, and space allocation to improve visibility, velocity, and category growth Perform performance‑driver analysis to diagnose shifts in distribution, velocity, baseline volume, promotional lift, and share—clarifying what’s moving the business and why. Evaluate promotional and pricing activity to identify what’s working, what’s not, and how to optimize investment for greater impact and ROI. Present clear, customer‑ready recommendations that connect insights to retailer priorities and expected outcomes, strengthening Sales’ influence in buyer conversations. Utilize Next Gen AI dashboards + Syndicated/Scan data to simplify reporting surface new insights and accelerate decision-making Support account planning, buyer meetings, and business reviews with actionable insights, decks, and scorecards aligned to Sales objectives and customer goals. 2) Shopper Insights Help Sales and Marketing better understand who the shopper is in each retailer and channel, and what we need to do to win with them. Shopper Profiling: Help the team better understand who is shopping in different retailers/channels to inform commercial plans. Utilize shopper and panel data to optimize assortment and SKU mix. Enable shopper‑relevant promotional and merchandising execution by identifying what shoppers buy together. 3) Influence Turn data into clear, persuasive insights and equip Sales with sales‑ready materials that elevate buyer conversations and strengthen Zevia’s presence at retail. Turn data into simple, persuasive insights that clearly explain what’s happening in the business and what actions Sales should take to grow distribution, improve shelf placement, and capture whitespace. Create compelling, sales‑ready presentations, narratives, and customer decks that transform insights into retailer‑friendly recommendations for line reviews, business reviews, and joint planning sessions. Deliver excellent written and verbal communication, presenting insights in a clear, concise, and influential way that strengthens buyer engagement and improves Sales’ ability to tell a compelling story. What We're Looking For 5+ years of Category Management experience in the Consumer-Packaged Goods (CPG) industry with additional benefit from beverage and/or natural product experience. Proficiency with syndicated and scan data platforms, including Nielsen, Circana, and SPINS, with the ability to synthesize findings into clear insights. Experience with consumer/shopper panel data such as Numerator or IRI/Nielsen Homescan. Experience with retailer data portals (e.g., Walmart Luminate, 84.51°, Target Vendor Portal) 4-Year degree preferred and/or equivalent combination of education and work experience. Ability to execute core category management and assortment optimization work, informing shelf, pack, and portfolio recommendations Experience turning complex data into simple, actionable insights that influence buyers and Sales partners Strong verbal and written communication skills Experience interacting with and influencing retail buyers, supporting collaborative planning and category storytelling. Curious, growth‑minded, and proactive, seeking ways to make the team, culture and business better Ability to prioritize and operate effectively in a fast‑moving, data‑rich environment Supervisory Responsibility This position does have direct supervisory responsibility and serves as a mentor and coach within the department. Work Environment This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, and photocopiers, filing cabinets, and fax machines. Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. The employee is occasionally required to sit; climb or balance; and stoop, kneel, crouch or crawl. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 30 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus. Position Type/Expected Hours of Work Full-Time Exempt Travel This position may require ad hoc travel, per business need (up to 35%). Work Authorization/Security Clearance Must be eligible to work in the U.S. Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice. What We Offer A collaborative environment, where everyone contributes and delivers A place where you can grow, develop and learn Competitive compensation that includes a base salary, discretionary bonus and stock options. See below for range. A comprehensive benefits package which includes: An array of medical plans Dental Vision Group Life Insurance Short-term disability + Long-term disability Flexible Spending Accounts: Medical, Dependent and Limited Use Health Savings Account Accident Insurance Critical Illness Insurance Hospital Indemnity Insurance Legal Insurance Travel Assistance Employee Assistance Program Pet Insurance 401k Plan (Traditional and Roth) Vacation, Personal/Sick Days, and Holidays Professional development contributions And of course, all the Zevia you can drink! Our compensation package includes a base pay range + bonus + equity Pay Range $120,000—$130,000 USD Equal Opportunity Employer Statement We are committed to providing equal employment opportunities for all qualified job candidates and employees. To that end, Zevia maintains a workplace free of discrimination and harassment on the basis of an individual’s race (including traits historically associated with race, such as hair texture and protective hairstyles such as braids, locks, and twists), color, religion, creed, sex (including pregnancy, childbirth, breastfeeding, or related medical condition), gender (including gender identity, gender expression, change of sex, and transgender status), sexual orientation, sexual and reproductive health decisions, height, weight, age, any physical or mental disability (including gender dysphoria or similar gender-related conditions), medical condition, national origin, ancestry, marital status (including registered domestic partnership, civil union, or any other partnership status), familial status, caregiver status, military or veteran status (including unfavorable discharge from military status), genetic information, genetic testing, predisposing genetic characteristics, caregiver status, order of protection status, work authorization status, citizenship status, immigration status, conviction record or history, arrest record, pre-employment marijuana testing, credit history, salary history, Civil Air Patrol status, status as a victim of domestic violence, assault, or stalking, or any other characteristic protected by applicable local, state, or federal law (each, a “Protected Characteristic”). Please review our California Consumer Privacy Act Notice for Candidates here