Territory Sales Manager

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: 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: 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: 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: 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