Territory Manager

TERRITORY MANAGER

Department: Sales
Territory: West

Position Summary

The Territory Manager is responsible for driving profitable growth and strengthening the company’s market position within the assigned territory. This role leads commercial strategy, identifies new business opportunities, and develops high-performing teams while ensuring an excellent customer experience and sustainable business growth.

The position combines commercial leadership, operational management, and financial oversight, working closely with Sales, Trade Marketing, Supply Chain, and other internal teams. The role requires frequent travel within the assigned territory, approximately 50% of the time.

Key Responsibilities

• Lead the development and execution of sales and marketing strategies to achieve growth and profitability objectives within the assigned territory.
• Develop and execute Joint Business Plans (JBPs) to strengthen relationships with existing customers and identify new business opportunities.
• Identify growth opportunities to increase market share for strategic brands through high-impact displays and point-of-sale (POS) initiatives.
• Act as a strategic business partner and consultant to key accounts, strengthening long-term commercial relationships.
• Optimize the Trade Marketing budget, ensuring effective execution and measurable return on investment (ROI).
• Ensure achievement of key performance indicators (KPIs), including revenue, volume, profitability, and market share.
• Lead the sales forecasting process and work closely with Supply Chain to improve planning, minimize out-of-stocks, and reduce excess inventory.
• Oversee accounts receivable (AR) and territorial cash flow in accordance with company policies and internal controls.
• Use sales data, market analysis, and industry trends to support commercial decision-making and strengthen brand presence at retail locations.
• Supervise and hold accountable Key Account Managers, Team Leaders, Trade Coordinators, and operational teams within the assigned territory.
• Establish processes that improve productivity, quality, and consistency across commercial operations.
• Ensure standardized and excellent route execution, including order management, merchandising, and seasonal planning.
• Develop commercial talent through field coaching, mentoring, and ongoing feedback.
• Support career development and high performance among direct and indirect reports.
• Lead special projects and strategic initiatives assigned by senior management.
• Perform other duties and projects as assigned.

Qualifications

• Bachelor’s degree in Marketing, Business Administration, Sales, or a related field.
• Minimum of 7 years of experience in the Consumer Packaged Goods (CPG) or Fast-Moving Consumer Goods (FMCG) industry.
• Minimum of 3 years of experience leading sales teams, field supervisors, or commercial teams.
• Experience leading managers or other leaders is highly preferred.
• Experience developing commercial strategies, managing key accounts, and driving market growth.
• Knowledge of retail channels, including major retail chains, independent retailers, and Hispanic/multicultural channels.
• Knowledge of DSD (Direct Store Delivery) and wholesale distribution models.
• Knowledge of seasonal planning, planograms, and Category Management (CatMan).
• Post-graduate education or certifications in Sales Management, Trade Marketing, or Finance for Non-Financial Managers is preferred.

Skills and Competencies

• Strong leadership and team development skills.
• Strategic mindset with a strong focus on growth and profitability.
• Ability to analyze sales data, market trends, and financial results to support business decisions.
• Strong knowledge of gross profit (GP) margins, markups, price elasticity, and promotional ROI.
• Strong relationship-building and negotiation skills with strategic customers.
• Excellent communication, presentation, negotiation, and influencing skills.
• Ability to collaborate effectively with cross-functional teams.
• Proficiency with CRM and data analytics tools such as Salesforce, HubSpot, or Power BI.
• Bilingual in English and Spanish, with the ability to conduct executive presentations and negotiations in both languages.
• Ability to adapt to different markets, customers, and business situations.

Additional Requirements

• Must be authorized to work in the United States without current or future sponsorship.
• Must be available to travel frequently within the assigned territory, approximately 50% of the time.
• Valid driver’s license and ability to drive for extended periods as part of store visits and customer meetings.
• Ability to stand and walk for extended periods while visiting retail locations.
• Ability to bend, use step ladders, and reach products as required during store visits.
• Ability to lift, move, and handle promotional materials or product samples weighing up to 20 pounds.
• Ability to sit for extended periods while performing administrative tasks, including analysis, reporting, and meetings.
• Visual ability to read documents and work with computer screens.

Schedule

• Monday - Friday

Benefits

• Medical Insurance
• Dental Insurance
• Vision Insurance
• 401(k) with Company Match
• Paid Time Off (PTO)
• Paid Holidays
• Birthday Paid Day Off
• Paid Volunteer Day
• Life Insurance
• Employee Referral Program