Territory Sales Manager

The Strategic Account Manager is responsible for the strategic ownership, performance management, and profitable growth of a defined portfolio of high-value retail partners. Unlike Territory Sales Managers who manage broad geographic coverage and general account acquisition, the Key Account Manager operates as the business owner for a limited number of priority accounts, delivering deeper operational execution, structured performance management, and elevated service standards. This role functions as the primary commercial lead for assigned partners and is accountable for revenue growth, sell-through velocity, promotional execution, merchandising compliance, and financial performance. The position requires a high level of autonomy, analytical rigor, and cross-functional leadership. Role Scope: Portfolio: ~30-50 strategic or high-volume accountsFocus: existing business growth and optimizationCoverage: structured cadence and business planning vs route-based sellingEnvironment: daily field presence within assigned regionOwnership: full account performance responsibilities Business Ownership Responsibilities: The Key Account Manager operates as the general manager of their assigned portfolio. Own revenue, margin, and sell-through performance for all assigned accountsDevelop quarterly Joint Business Plans (JBPs) with volume and growth targetsManage promotional calendars and trade spend investmentsForecast demand and align inventory flow with operationsMonitor assortment strategy and distribution breadth by doorConduct monthly business reviews internally and with retail partnersIdentify risks and implement recovery plans to protect revenue and margin Field Execution & Service Standards: This role emphasizes quality, depth, and operational excellence over high-volume routing. Conduct 3-5 in-person store visits per dayMaintain consistent weekly presence across all assigned doorsEnsure merchandising standards, displays, and placement complianceExecute promotional programs accurately and on scheduleDeliver product education and staff training sessionsDocument all visits and action plans within CRM within 24 hours KPI Enforcement & Performance Management The KAM is responsible for ensuring accounts meet agreed service and execution standards. Monitor pricing, promotional adherence, and display complianceEnforce execution of contracted promotional programmingAddress underperformance with corrective action plansTrack competitive activity and recommend counter-strategiesHold retail partners accountable to agreed business commitments Revenue & Financial Accountability Manage order cadence and forecast accuracyTrack trade spend ROI and promotional effectivenessPartner with Finance/AR to support on-time collectionsMonitor deductions, credits, and margin impactProtect profitability through disciplined discounting and investment Decision Authority This role operates with greater autonomy than traditional territory coverage positions and may: Recommend pricing and promotional strategiesApprove account-specific programs within budget guidelinesPrioritize inventory allocation for key partnersInfluence assortment and launch strategyEscalate or adjust service levels for non-compliant accountsPropose growth initiatives and investment plans KPIs & Success Metrics Performance is measured through defined, quantifiable standards: Revenue vs targetSell-through velocity by categoryDistribution breadth (SKUs per door)95%+ weekly visit completion100% priority door coverage90%+ promotional execution accuracyForecast variance within 10%AR aging within agreed termsTrade spend ROINew item placement success Role Boundaries (Scope Clarification) To ensure functional clarity, this role differs from Territory Sales coverage in the following ways: The Key Account Manager: Does not prospect or open new independent doorsDoes not maintain broad route coverageDoes not manage high-frequency transactional accountsFocuses exclusively on assigned strategic partnersNew account acquisition and general territory routing remain responsibilities of the Territory Sales Manager function. Qualifications: 5+ years field sales or account management experienceExperience managing multi-location or chain retailers preferredDemonstrated ownership of $X+ book of business or equivalent portfolioStrong analytical and financial acumenExperience building account plans and forecastsCRM proficiency (Salesforce or similar)Excellent negotiation and presentation skillsCannabis or CPG industry experience strongly preferredMust be 21+ and able to travel daily within assigned region Core Competencies Account ownership mindsetStructured execution disciplineData-driven decision makingNegotiation & influenceTime managementCross-functional collaborationProfessional field presence Ideal Candidate Profile Treats each account like a standalone businessComfortable holding partners accountableOrganized, process-driven, and disciplinedStrong operational thinkerProactive and solutions-orientedBalances relationship management with performance rigor We provide equal employment opportunities to all employees and applicants for employment and prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.