Paul Soto
Spokane,WA.
Summary
Highly-motivated employee with desire to take on new challenges. Strong worth ethic, adaptability and exceptional interpersonal skills. Adept at working effectively unsupervised and quickly mastering new skills.
Results-driven Sales Manager bringing 13 years of experience in product development, promotion and optimization. Skilled in developing lasting client rapport based on knowledgeable support and consistent service. Proficient in developing and applying advanced marketing, prospecting and merchandising strategies to accomplish promotional goals. Demonstrated success in building networks and supporting branding objectives.
Overview
15
15
years of professional experience
Work History
Territory Manager
Juul Labs Inc.
Spokane, WA
01.2025 - Current
- Territory: Spokane, Tri-Cities, Walla Walla, Wenatchee and the Northern Idaho Panhandle.
- Managing a multi-market territory using Salesforce to analyze performance, surface opportunities, prioritize calls, and track execution with clean, accurate data.
- Growing incremental volume by gaining shelf space, opening new points of distribution, increasing facings, and secondary placements and displays.
- Selling in innovation and independent promotions with data-driven proposals that align with retailer objectives and promo calendars.
- Negotiating and maintaining account contracts, while completing tax documentation and ACH setup to streamline onboarding and compliance.
- Building strong distributor and key account relationships through joint business planning, market blitzes, resets, and consistent follow-through on service levels.
- Improving data integrity and forecasting through disciplined reporting and territory audits.
- Planning efficient routes and weekly calendars to maximize coverage, frequency, and sell-through.
- Communicate timely, concise recaps, and action plans to stakeholders to keep execution tight and clear.
Sales Representative
ITG Brands
Spokane, WA
10.2023 - 01.2025
- Working with buyers and gaining authorization on new innovation and giving insight on product optimization to ensure sales growth in chain and independent accounts
- Working with chain buyers and negotiating products and space throughout multiple locations
- Finalizing POG’s, assisting in resets and monitoring product performance
- Visiting accounts, merchandising products and maintaining compliance
- Contracting and ensuring fair margin in between competitor brands
- Generated new sales leads through cold calling and networking activities.
- Organized client visits, presentations, product demonstrations and trade shows.
- Maintain accurate records of all sales and prospecting activities.
- Researched competitors' products, prices, and sales techniques.
- Negotiated pricing contracts with customers to maximize profits.
- Identified opportunities for cross-selling additional products and services.
- Performed regular follow-ups with prospects to close deals in a timely manner.
- Conducted market research to identify potential customers and their needs.
- Using Analytics software to measure my territory sales and close gaps
- Using Salesforce software to maintain data integrity, pinpointing targets and scheduling routes
- Using Power BI territory usage and quarterly sales information to maintain KPI objectives
Field Sales Manager
Bang Energy
Spokane, WA
11.2020 - 08.2023
- Duties include working with multiple buyers and distributors throughout the Pacific Northwest, Central Washington and Northern Idaho Panhandle.
- Working in small and large chain, independent and on premise accounts
- Obtained military badge and working in AAFE and Decca accounts.
- Working in community college Sodexo accounts
- Create and maintain strong partnership with distributors and retailers
- Communicate upcoming promotions and activities to our distributors and speaking with buyers in the field and gaining incremental placement
- Educated store personnel about program changes, new processes and current product information.
- Work closely with teams and regional sales managers to maintain a clear path of communication
- Participate in team meetings to ensure all teams are educated on current innovations, market conditions as well as knowledge of competitor trends.
- Multiple years experience in product placement point of sale and merchandising standards.
- After launching with new distributor I have had growth and new distribution throughout large, small, and independent accounts assisting my territory distributor in selling 50,146 cases, And Idaho distributor 13,773 cases to date overachieving our broadcasted goal.
- Have sold in 248 incremental displays this year
- Have added 38 new cold equipment placements
- Employee national frontline recognition award
Rockstar Energy Legacy Representative
PepsiCo
Spokane, WA
04.2020 - 11.2020
- Stocked, organized and arranged new merchandise displays on sales floor.
- Communicated and built positive working relationships with store management and team members to foster atmosphere conducive to productivity.
- Conducted pricing, merchandising and selling operations to effectively and efficiently complete assigned tasks.
Sales Representative
Rockstar Energy
Spokane, WA
07.2013 - 04.2020
- Work with distributors, district managers and sales teams with grocery and convenience store accounts in Spokane and Northern Idaho
- Reviewing regional sales numbers and working in areas to further grow the Rockstar brand
- Work with account owners and managers with contracting, pricing, product placement and selling incremental volume, reading planogram, assisting in resets
- Manage account point-of-sale
- Balance monthly expense reports and company vehicle expenses
- Communicate with sales team and weekly sales conference, going over chain activity, void reports and new product launches.
Merchandiser
Odom Corporation
Spokane, WA
04.2010 - 07.2013
- Maintain knowledge of product and product placement
- Keep track of product rotation and back-stock
- Work with Odom sales reps and account managers to build displays.
- Manage monthly mileage reports and communicate with management.
- Built product displays and placed appropriate signage for merchandise.
- Arranged items in favorable positions and areas of store to attract customers and optimize sales.
- Communicated and coordinated planogram execution with store management.
Education
GED -
Spokane Falls Community College
Spokane, WA12.2002
Some College (No Degree) - Business
Spokane Falls Community College
Spokane, WASkills
- Outlook
- Word
- Excel
- PowerPoint
- Tableau
- CGI Cloud
- Karma Sales App
- Margin Minder
- Profit Story
- Territory Management
- Performance Management
- Strategic Planning
- Customer Service
- Inventory Management
- Account Servicing
- Sales Reporting
- AAFES
- DECA
- Sodexo
- Salesforce Software
- Power BI Software
- Analytics
Timeline
Territory Manager
Juul Labs Inc.
01.2025 - Current
Sales Representative
ITG Brands
10.2023 - 01.2025
Field Sales Manager
Bang Energy
11.2020 - 08.2023
Rockstar Energy Legacy Representative
PepsiCo
04.2020 - 11.2020
Sales Representative
Rockstar Energy
07.2013 - 04.2020
Merchandiser
Odom Corporation
04.2010 - 07.2013
GED -
Spokane Falls Community College
Some College (No Degree) - Business
Spokane Falls Community College