Poppi Executive Search Case Study

Partnering with poppi to build a leadership team for future growth and innovation. 

Poppi Executive Search Case Study

Partnering with poppi to build a leadership team for future growth and innovation. 

Key Results
  • 5 leadership hires across key business functions
  • 18 days on average to source the eventual hires
  • 21 days on average to present the successful candidates
  • 45.8 days on average from approval to offer acceptance (46 days rounded)
Business Context
  • Reported US distribution: 55%+ ACV; reported growth: 3.5X
  • Reported annual sales growth during the partnership: 5X
  • poppi acquired by PepsiCo in a landmark deal for $1.95 billion.
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From Startup to Market Leader

poppi is a prebiotic soda brand revolutionizing soda for the next generation. Founded by husband and wife duo Stephen and Allison Ellsworth, poppi combines fruit juice and prebiotics to create a deliciously refreshing, full-flavored soda with 5g of sugar and 25 calories.  

The company's evolution from a small-scale operation to a retail powerhouse was catalyzed by a strategic Shark Tank partnership from Rohan Oza in 2018.

Following a rebrand, poppi was quickly propelled into a period of rapid expansion and brand evolution. Today, consumers can purchase poppi’s vibrant cans at all major retailers nationwide, including Amazon, Target, Walmart and more. 

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Strategic Partnership Fuels Growth

The foundation of poppi's success lies in its commitment to combining great taste and better-for-you formulation, inspired by Allison Ellsworth's personal health journey. Their Shark Tank appearance and subsequent rebranding under Rohan Oza's guidance marked a pivotal moment, driving significant online sales and broadening market presence. Before working with us, poppi was already making waves in the functional beverage space, with sales reaching up to $500,000 by their Shark Tank pitch.

Despite early success, sustaining and accelerating growth meant strategically enhancing the team. We partnered with poppi to strengthen their core departments and maximize two major funding rounds. The challenge was navigating a booming market while preserving the brand’s innovative spirit.

One key department, previously led by an exceptional executive hire, now needed a refresh as business demands evolved. This called for leaders with the skills and pace to support poppi's evolving business needs.

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Our Targeted Executive Search Strategy

In response, we launched a targeted executive search, focusing on key roles crucial to poppi's next growth phase: 

  • Controller
  • Director of People
  • SVP of Operations
  • VP of Product, Technology & Innovation
  • FP&A Manager

The case records averages of 18 days to source the eventual hires, 21 days to present the successful candidates, and 45.8 days from approval to offer acceptance (rounded to 46 days in the summary). These are different milestones in this Poppi engagement, not promised timelines for future searches.

The Impact of Top Talent

Our strategic partnership marked a significant turning point. The revamp included hiring a key executive for the Human Resources department, who not only ensured proper processes but was also promoted within the first 12 months, becoming one of the most senior leaders in the organization. 

Furthermore, we partnered on hiring the number two position in the Operations group, bringing in a seasoned professional from the consumer-packaged goods beverage space. This individual helped transform poppi's organization operationally, bringing route-to-market comprehension and efficiencies across the board. 

Key Metrics

  • Interviewed an average of 3.6 candidates per position
  • Talent was found in less than three weeks
  • The entire hiring process averaged 45.8 days from green light to offer acceptance by the candidates

Building leadership for the next stage

The searches supported Poppi’s finance, people, operations, and product capabilities as the business expanded. The company’s distribution, sales, and acquisition outcomes reflect many commercial and operating decisions; they should be distinguished from the hiring milestones reported in this case study.

Planning a similar hire? Explore our beverage executive search services and food and beverage retained search process, or discuss your leadership search with Protis Global.

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