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

Company:

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