The Role
Lead sales strategy and execution for MA & CT, manage and develop a field sales team, drive revenue/market share via pricing, promotions, distribution, and retail partnerships, own forecasting and KPIs, ensure regulatory compliance, and coordinate cross-functionally for product launches and in-market activations.
Summary Generated by Built In
Kiva Confections (www.kivaconfections.com) is a world-class cannabis-infused edibles company in California, the largest cannabis market in the world. Kiva's line includes Kiva Chocolate Bars, Terra Bites, Petra Mints, Lost Farms Gummies & Chews, and Camino Gummies. Our products are crafted from premium ingredients and thoughtfully combined with California cannabis. Since our beginning in 2010, our goal has been to create confections that redefine what a cannabis confection ought to be. By applying art and science, we ensure a deliciously consistent experience.
We have high-reaching growth plans as the legal market and consumer adoption expand. Key growth initiatives include ambitious platform innovation, outstanding marketing, geographic expansion, strategic partnerships, and more. We are resourced for this spectacular growth and looking for great people to help take us to the next level.
Job Summary
The Senior Sales Manager is responsible for leading sales strategy and execution across assigned markets, driving revenue growth, market share, and profitability. This role partners closely with Sales Operations, Marketing, Finance, and Operations to translate company objectives into actionable market plans and ensure disciplined execution at the account and field level.
The Senior Sales Manager leads, coaches, and develops a team of sales professionals, builds and deepens strategic retail partnerships, and ensures consistent performance management through forecasting, pipeline reviews, and KPI tracking. This role requires strong commercial acumen, the ability to balance strategic planning with hands-on execution, and a deep understanding of pricing, promotions, distribution, and inventory management in a regulated, fast-paced environment.
The Senior Sales Manager leads, coaches, and develops a team of sales professionals, builds and deepens strategic retail partnerships, and ensures consistent performance management through forecasting, pipeline reviews, and KPI tracking. This role requires strong commercial acumen, the ability to balance strategic planning with hands-on execution, and a deep understanding of pricing, promotions, distribution, and inventory management in a regulated, fast-paced environment.
The ideal candidate is a strong people leader and commercial operator who can align teams around clear priorities, adapt to changing market dynamics, and deliver results through collaboration, accountability, and data-driven decision-making.
MUST reside near the Boston, Massachusetts area!
As Kiva's Senior Sales Manager - Massachusetts/Connecticut, you will …
- You are a strong people leader who enjoys coaching, developing, and holding teams accountable to clear goals and performance standards.
- You have a proven ability to drive revenue and market share through disciplined execution, strategic account management, and effective prioritization.
- You think commercially and understand how pricing, promotions, assortment, distribution, and inventory work together to impact results.
- You are comfortable balancing strategic planning with hands-on execution, and are willing to roll up your sleeves when needed.
- You value data and use sales metrics, forecasts, and KPIs to guide decisions and conversations with your team.
- You excel at building and maintaining strong retail and partner relationships, serving as a trusted advisor rather than just a vendor.
- You communicate clearly and confidently, aligning your team and cross-functional partners around priorities and expectations.
- You are adaptable and resilient in a fast-paced, regulated environment, and can pivot quickly as market conditions change.
- You collaborate effectively with Sales Operations, Marketing, Finance, and Operations to ensure plans are realistic, aligned, and executable.
- You take ownership of outcomes, celebrate wins, learn from misses, and continuously look for ways to improve performance.
As Kiva's Senior Sales Manager - Massachusetts/Connecticut, you will...
- Lead sales strategy and execution across assigned markets, delivering revenue growth, market share gains, and profitable performance.
- Build, coach, and develop a high-performing team of sales professionals through clear expectations, regular feedback, and performance management.
- Own market planning, forecasting, and pipeline management, ensuring accurate projections and disciplined execution against goals.
- Develop and deepen strategic retail partnerships, serving as a trusted advisor and driving long-term, mutually beneficial relationships.
- Execute pricing, promotion, and assortment strategies in partnership with Sales Operations, Marketing, and Finance to maximize velocity and margin.
- Monitor key performance metrics (e.g., revenue, units, distribution, velocity, OOS risk) and translate insights into actionable plans for the field team.
- Partner cross-functionally to support product launches, retail programs, and in-market activations, ensuring alignment from strategy through execution.
- Identify risks and opportunities in your markets, proactively adjusting plans to address changing conditions and customer needs.
- Ensure compliance with all state and local regulations, company policies, and partner requirements in a highly regulated environment.
- Represent Kiva professionally at customer meetings, industry events, and internal leadership forums.
What we're looking for...
- Proven experience leading sales teams and driving revenue growth in a CPG, retail, or highly regulated environment; cannabis industry experience is a plus.
- Strong commercial acumen with a demonstrated ability to manage pricing, promotions, assortment, distribution, and inventory to drive performance.
- A data-driven mindset with experience using sales metrics, forecasts, dashboards, and KPIs to guide decisions and performance conversations.
- Ability to build and maintain strategic retail partnerships, serving as a trusted advisor and long-term partner.
- Experience coaching, developing, and holding sales teams accountable to clear goals and execution standards.
- Excellent communication skills, with the ability to clearly present insights and recommendations to field teams and senior leadership.
- Strong cross-functional collaboration skills, with experience partnering closely with Sales Operations, Marketing, Finance, and Operations.
- High level of organization and attention to detail, with the ability to manage multiple priorities in a fast-paced environment.
- Comfort operating in ambiguity and adapting quickly as market dynamics, regulations, or business priorities change.
- Proficiency with CRM systems and productivity tools (e.g., Salesforce, Microsoft Office, Google Workspace).
Work Environment
This role operates in a hybrid work environment, combining remote work with regular time spent in the field and at customer locations. The work environment includes:
- Working from a home office with regular use of a computer, phone, and video conferencing tools.
- Frequent travel within assigned markets to visit retail partners, attend meetings, and support in-market execution.
- Time spent standing or walking in retail environments, including dispensaries and events.
- Collaboration with cross-functional teams and sales leadership across multiple time zones.
- Participation in sales meetings, trainings, and industry events that may require extended periods of standing or activity.
- A fast-paced, results-driven environment that requires flexibility, adaptability, and the ability to manage multiple priorities simultaneously.
Physical Requirements
- Ability to sit or stand for extended periods of time while working at a computer, participating in meetings, or traveling.
- Ability to walk and stand for extended periods in retail environments, events, and customer locations.
- Ability to travel by car or plane as required, which may include carrying and handling personal or work-related materials.
- Ability to use a computer, keyboard, mouse, and other standard office equipment for prolonged periods.
- Ability to communicate clearly and effectively in person, by phone, and via video conferencing.
- Ability to occasionally lift and carry materials weighing up to 20 pounds, such as samples, displays, or presentation materials.
California Privacy Notice at Collection – Job Applicants
If you are a California resident we are required to disclose that we collect personal information about you in connection with your application for employment.
Categories of Personal Information Collected:
Identifiers (e.g., name, email, phone number, address)
Professional and employment-related information (e.g., resume, work history, references)
Education information
Background check information (where permitted by law)
Sensitive Personal Information (e.g., Social Security number, driver’s license or government ID number, if required for background checks or legal compliance)
Purposes for Collection:
We collect this information to evaluate your candidacy, communicate with you, conduct background checks (where permitted), comply with legal obligations, and maintain employment records.
We do not sell or share applicant personal information for cross-context behavioral advertising.
We retain your information for as long as reasonably necessary to evaluate your application, comply with legal obligations, and protect our rights.
For more information about how we collect, use, disclose, and retain personal information (and to learn about your California privacy rights) please review our full California Job Applicant Privacy Notice here:
If you are a California resident, you have the right to request access to, correction of, or deletion of your personal information, subject to certain exceptions.
To submit a privacy request, please contact:
[email protected] | 510.610.8968
Skills Required
- Reside near Boston, Massachusetts
- Proven experience leading sales teams and driving revenue growth in CPG, retail, or highly regulated environments
- Strong commercial acumen with experience managing pricing, promotions, assortment, distribution, and inventory
- Data-driven mindset with experience using sales metrics, forecasts, dashboards, and KPIs
- Experience building and maintaining strategic retail partnerships
- Experience coaching, developing, and holding sales teams accountable to goals
- Excellent communication skills for presenting insights and recommendations
- Strong cross-functional collaboration with Sales Operations, Marketing, Finance, and Operations
- High organization and attention to detail; ability to manage multiple priorities
- Comfort operating in ambiguity and adapting to changing market dynamics and regulations
- Proficiency with CRM systems and productivity tools (e.g., Salesforce, Microsoft Office, Google Workspace)
- Cannabis industry experience
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The Company
What We Do
Kiva was founded in 2010 with a clear mission - change how the world views and uses cannabis for the better. Frustrated by the inconsistent, low-quality edibles available at the time, a young couple began making chocolate bars out of their Bay Area home kitchen. Today, their award-winning chocolates, mints, and gummies are the most trusted, recommended, and sought after on the market. For this, Kiva has become the most recognized edible brand in cannabis with a loyal customer base throughout hundreds of dispensaries across seven states
