The Territory Sales Representative 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 cannabis sales
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

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