Territory Sales Manager

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 - 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 **Company:** Are you interested in working for the world's largest cannabis market with a footprint that covers the enti…