Sales Director in Irvine, California at Eterna Management, LLC

ETERNA MANAGEMENT, LLC
JOB DESCRIPTION
Job Title:
Sales Director
Department:
Sales / Business Development
Reports To:
[Confirm — e.g., CEO / President]
Location:
Santa Ana, CA (2901 Daimler Street); regular field and client travel
Employment Type:
Full-Time
FLSA Status:
Exempt
Supervises:
Sales and account management staff, as assigned

Position Summary
The Sales Director leads Eterna Management, LLC's revenue growth by developing and executing the company's sales strategy across its manufacturing, packaging, and third-party logistics services. This role is responsible for acquiring new business, expanding key accounts, leading the sales team, and partnering closely with Operations and Production to ensure that client commitments are accurate, profitable, and achievable. The Sales Director serves as a senior representative of Eterna in the marketplace and helps ensure all sales activity is conducted in full compliance with applicable regulations.
Essential Duties and Responsibilities
Develop and execute a comprehensive sales strategy to grow revenue across Eterna's contract manufacturing, private label, and third-party logistics (3PL) service lines.
Identify, pursue, and close new B2B accounts, including brand owners, distributors, and retail partners in the hemp-derived and adjacent consumer product markets.
Build and manage a qualified sales pipeline; maintain accurate forecasting, activity tracking, and reporting in the company CRM.
Lead, coach, and hold accountable sales and account management staff; set individual targets and conduct performance reviews.
Prepare proposals, quotes, and pricing in coordination with Operations, Production, QC, and Finance to ensure accuracy, margin, and feasibility.
Negotiate client agreements, manufacturing and fulfillment terms, and renewals in partnership with leadership and legal counsel.
Serve as the primary relationship lead for key accounts; drive retention, upsell, and client satisfaction.
Coordinate client onboarding with Production and Warehouse teams, including capacity planning, timelines, and product specifications.
Monitor market trends, competitor activity, and the federal and state regulatory landscape for hemp-derived products, and communicate impacts to leadership.
Ensure all sales activity, marketing claims, and client representations comply with applicable federal, California, and destination-state regulations.
Represent Eterna at trade shows, industry events, and client site visits.
Develop annual sales budgets and targets and report results to leadership.
Perform other related duties as assigned.
Qualifications
Bachelor's degree in Business, Marketing, or a related field preferred; equivalent experience considered.
7+ years of B2B sales experience, including 3+ years in a sales leadership role.
Experience selling contract manufacturing, co-packing, private label, and/or 3PL services strongly preferred.
Experience in the hemp, CBD, nutraceutical, supplement, cosmetic, or consumer packaged goods (CPG) industry preferred.
Demonstrated record of meeting or exceeding revenue targets and building a sales team.
Working knowledge of regulatory considerations affecting hemp-derived products, or the ability to learn them quickly.
Proficiency with CRM platforms and Microsoft Office.
Valid California driver's license, current auto insurance, and acceptable driving record (required for travel).
Ability to travel regionally and nationally as needed.
Knowledge, Skills, and Abilities
Strong negotiation, presentation, and closing skills.
Consultative selling approach with the ability to translate client needs into operational requirements.
Solid financial acumen, including pricing, margins, and forecasting.
Excellent written and verbal communication skills.
Leadership presence and the ability to motivate and develop a team.
Highly organized, self-directed, and results-driven.
Physical Requirements and Work Environment
Work is performed primarily in an office setting, with regular time on the production floor, in the warehouse, and at client locations.
Must comply with all Cal/OSHA and company safety requirements, including required personal protective equipment (PPE) when in production or warehouse areas.
Ability to sit, stand, and walk for extended periods and to operate a computer for prolonged periods.
Occasionally lift and carry up to 25 lbs (samples, trade show materials).
Ability to travel by car and air, including occasional overnight travel.
Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of this position.
Compensation
This position is eligible for commission and/or incentive compensation. Commission terms will be set forth in a separate written commission agreement, signed by the employee and the company, in accordance with California Labor Code Section 2751. The pay range listed reflects the base salary range the company reasonably expects to pay for this position.
At-Will Employment
Employment with Eterna Management, LLC is at-will. Either the employee or the company may terminate the employment relationship at any time, with or without cause or notice. Nothing in this job description creates a contract of employment or alters the at-will relationship. This job description is not an exhaustive list of duties, and responsibilities may change at any time at the company's discretion.
Paid Sick Leave
Eligible employees accrue and may use paid sick leave in accordance with California law, including the provisions of SB 616, which provides for a minimum of 40 hours or five days of paid sick leave per year.