Senior Sales Manager - Massachusetts & Connecticut

Job Summary

The Senior Sales Manager (SSM) 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 SSM 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).