The Territory Sales Manager is responsible for driving revenue growth, execution excellence, and competitive dominance across a defined portfolio of high-priority retail partners.

The expectation is simple: operate and execute as the #1 salesperson in your region.

This role requires intensity, discipline, accountability, and a relentless competitive mindset. If you are not first, you are last.

The Territory Sales Manager owns execution, drives sell-through, enforces standards, and ensures that assigned accounts outperform the market.

Key Responsibilities:

• Portfolio: ~30-50 high-volume / priority retail partners
• Focus: Growth and performance optimization of existing business
• Cadence: Structured account planning and disciplined field execution
• Field Presence: Daily in-market execution
• Ownership: Full performance responsibility across assigned doors

Commercial Responsibilities

The Territory Sales Manager operates as the primary commercial driver across their assigned accounts.

• Own revenue performance across all assigned doors
• Develop and execute quarterly growth plans
• Build structured Joint Business Plans (JBPs) with retail partners
• Manage promotional calendars and execution cadence
• Ensure strong assortment and distribution breadth
• Identify growth opportunities and close distribution gaps
• Drive consistent order cadence and sell-through velocity
• Conduct structured business reviews with key partners

Field Execution Standards

This role emphasizes depth, consistency, and elite execution.

• Conduct 3-5 high-quality in-person visits per day
• Maintain weekly presence across all assigned doors
• Ensure merchandising standards and display compliance
• Execute promotional programming accurately and on time
• Deliver product education and staff training
• Document all visits and action plans in CRM within 24 hours

Performance & Accountability

The Territory Sales Manager is responsible for elevating execution standards within their portfolio.

• Monitor pricing integrity and promotional adherence
• Enforce execution of agreed programming
• Address underperformance immediately with corrective plans
• Track competitive activity and respond with urgency
• Hold retail partners accountable to business commitments
• Protect brand positioning within each account

Revenue Execution

• Drive consistent order volume and account penetration
• Increase SKU count per door
• Ensure priority product placement and launch success
• Maximize participation in promotional periods
• Maintain clean AR status in partnership with Finance

KPIs & Success Metrics

Performance is measured through clear and non-negotiable standards:

• Revenue vs target
• Sell-through velocity by category
• Distribution breadth (SKUs per door)
• 95%+ weekly visit completion
• 100% priority door coverage
• 90%+ promotional execution accuracy
• AR aging within agreed terms
• New item placement success

Requirements

• 5+ years field sales or strategic account management experience
• Experience managing multi-location or chain retailers preferred
• Proven track record of top-tier regional sales performance
• Strong analytical and organizational skills
• Experience building account growth plans
• CRM proficiency (Salesforce preferred)
• Cannabis or CPG industry experience strongly preferred
• Must be 21+ and able to travel daily within assigned region

Core Competencies

• Competitive drive and urgency
• Execution discipline
• Accountability mindset
• Negotiation and influence
• Structured time management
• Professional field presence
• Cross-functional collaboration

Ideal Candidate Profile

• Operates with a "#1 in the region" mentality
• Treats execution as non-negotiable
• Comfortable pushing partners to perform
• Highly organized and process-driven
• Competitive, intense, and results-oriented
• Relentless about winning market share

Benefits & Compensation

Additional details about compensation and benefits eligibility for this role will be provided during the hiring process. All employees are provided competitive compensation, paid training, and employee discounts on our products and services. We offer a range of benefits packages based on employee eligibility, including:

• Paid Vacation Time, Paid Sick Leave, Paid Holidays, Parental Leave.
• Health, Dental, and Vision Insurance.
• Employee Assistance Program.
• 401k with generous employer match.
• Life Insurance.
• Employee discounts on products and services.