Territory Sales Manager

midland, MI

Full Time

Mid Level

The Territory Sales Manager works autonomously to focus on developing new accounts and maintaining current accounts within the assigned territory. A high emphasis is placed on increasing the availability and visibility of products in new and existing accounts by using consultative sales tactics. The focus of this position is entirely on selling the Highway Horticulture Productions portfolio of products. This includes upgrading the number of product lines in dispensaries and supporting growth of the brands through merchandising, sales, and promotional marketing initiatives. Additionally, emphasis should be placed on identifying major accounts that are not being penetrated with HHP products and developing a plan to establish business with such accounts while improving conditions and merchandise accounts by building visible displays, resetting category segments to meet HHP merchandising standards, and displaying point of sale items to increase visibility of HHP brands.

Job duties will include, but are not limited to:

New Distribution
• Selling entire HHP portfolio, emphasis on priority brands
• Executing against quarterly distribution targets
• Developing new account relationships

Account Relationships
• Regular communication & follow-up with accounts to support & further grow business
• Execution of programs & promotional events at accounts – presell events with suppliers, ride alongs in market with internal team and HHP stakeholders, vendor days, industry events, marketing execution
• Increasing rate of sale through brand visibility, staff trainings, and education

Forecasting, Reporting, Budgeting
• Maintain weekly sales reports and detailed account visit tracking
• Regularly monitor & analyze sales results via BI tools to identify opportunities & gaps
• As needed support sales forecasts for territory to inform future growth plans
• Maintain territory-level budget & expense tracking

Wholesale Management
• Meet regularly with distributor to review results and align on priorities
• Work with Director of Wholesale to develop & present Annual Account Management Plans
• Roll-out & drive execution of distributor-level programs – incentives, price promos, etc
• Monitor distributor sales & inventory levels, recommending order quantities

Requirements:
• Must be at least 21 years of age and authorized to work in the US
• Minimum 2 years in beer sales (craft sales preferred), cannabis sales or related industry
• Bachelor’s degree preferred or relevant experience
• Must have a valid driver’s license with a clean driving record and reliable transportation
• Passion for and knowledge of cannabis and the industry
• Sales skills – communication, relationship development, work ethic, self-motivated
• Willingness & ability to work nights & weekends periodically for events
• Ability to lift to 30 pounds and move cases of product
• Reside in sales territory
• This role is heavily focused on retail execution: 80% of time spent in the trade, 20% time internal meetings + administration
• Proficient in Microsoft Office Suite

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Are you currently a registered care giver under the Michigan Medical Marihuana Program?*

If you are currently a registered caregiver under the MMMP, would you be willing to withdraw your license in a manner established by the Cannabis Regulatory Agency? Please note that the CRA does not currently allow registered caregivers to be employed by a Grower or Processor (there are no restrictions on Retail Provisioning Centers).*

Please let us know any days or times you are unavailable to work. We operate seven days a week, typically between 8:00am to 10:00pm. If you do not have any scheduling limitations, just put "open". We will do our best to schedule fairly and honor individual preferences, but we will assume your availability based on what you tell us here.*

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