Sales Manager

Prairie Island CBH Inc; Hastings (MN); On-site; USD 54,000 - 66,000; Full time

Benefits offered by this job

Medical, dental, vision

401(k) with employer match

PTO

Job summary

Prairie Island CBH, Inc. is seeking a Sales Manager to lead wholesale account development for Tokahe Distribution, covering Minnesota and tribal markets. The role builds relationships, protects margins, and drives repeat business across authorized customers.

The position reports to the Tokahe Distribution Operations Manager and requires hands-on account ownership, cross-functional collaboration with Distribution, Cultivation, Finance, and Marketing, and regular field travel within Minnesota.

Qualifications

• At least four years of B2B wholesale or field sales experience.
• Experience managing an account portfolio or territory.
• Strong buyer communication, negotiation, and relationship management.
• Knowledge of pricing, discounts, gross margin, and payment terms.
• CRM and spreadsheets for records, analysis, forecasting.
• Ability to learn regulatory requirements for cannabis.

Responsibilities

• Develop territory and account plans with the Distribution Operations Manager.
• Own the sales process from prospecting to follow-up.
• Grow repeat business through visits and reorder planning.
• Maintain CRM records and prepare forecasts.
• Coordinate onboarding with Compliance, Finance, Distribution.
• Travel throughout Minnesota to customer locations.

Skills

B2B sales

Account management

Negotiation

CRM

Forecasting

Relationship building

Tools

CRM systems

Spreadsheets

METRC knowledge

Job description

• Location Prairie Island CBH Inc,Hastings, MN, 55033,United States
• Base Pay $60,000.00 - $60,000.00 / Year
• Employee Type Full-Time Exempt

Description

DEPARTMENT: Tokahe Distribution / Sales

REPORTS TO: Tokahe Distribution Operations Manager

EMPLOYMENT STATUS: Full-time

LOCATION: Welch, MN; regular travel throughout Minnesota

Scope and Summary of the Position

The Sales Manager leads wholesale account development for Tokahe Distribution, part of Prairie Island CBH, Inc. The role grows business with eligible customers throughout Minnesota, including authorized Tribal market channels, and supports Island Pezi, Grasslands, and other approved products. The manager builds lasting customer relationships, protects margin, and generates repeat business.

Reporting to the Tokahe Distribution Operations Manager, this hands-on role owns an account portfolio and coordinates field activity. Working with Distribution, Cultivation, Finance, and Marketing as one CBH team, the manager connects customer needs with available products and builds wholesale business supporting the Prairie Island Indian Community's economic priorities.

Primary Duties and Responsibilities

Develop territory and account plans with the Distribution Operations Manager. Prioritize eligible prospects, existing customers, and growth opportunities based on demand, product availability, service capacity, and commercial value.

Own the sales process from prospecting and buyer meetings through proposals, approved terms, order confirmation, and follow-up. Build relationships with purchasing decision-makers and maintain clear next steps for each opportunity.

Grow repeat business through consistent account visits, assortment recommendations, retailer follow-up, and reorder planning. Monitor customer sell-through where data is available, identify at-risk accounts, and address barriers to retention.

Maintain working knowledge of approved products, specifications, test information, availability, and handling requirements. Present each brand accurately and communicate buyer feedback and market observations to the responsible CBH teams.

Pricing and account financial performance

Prepare accurate quotations and negotiate within approved pricing, discount, and contract authority. Evaluate net selling price and margin after discounts, returns, and promotional costs; obtain approval for exceptions before making commitments.

Coordinate account onboarding with Compliance, Finance, and Distribution, including buyer eligibility, purchasing authority, account documentation, credit approval, and payment terms.

Review customer balances and payment issues with Finance. Support collection follow-up, resolve disputed invoices, and respect credit holds and approved limits. Refer credits, write-offs, and changes to terms to the authorized approver.

Forecasting and order coordination

Maintain accurate CRM records, including contacts, account history, quotations, opportunities, next steps, and commitments. Prepare regular forecasts by account, product, and expected order period, distinguishing buyer interest from confirmed orders.

Confirm available inventory, release status, and delivery expectations with Distribution before promising supply. Submit complete and accurate orders through approved systems, and communicate shortages, substitutions, and timing changes promptly.

Share demand forecasts with Distribution, Cultivation, and other production teams to support purchasing, production, and allocation decisions. Balance wholesale commitments with approved enterprise priorities and avoid unsupported delivery promises.

Coordinate customer concerns, shortages, damaged goods, returns, and recall communications with the responsible teams. Track issues through resolution and maintain a clear handoff to Distribution for fulfillment, manifests, transportation, and delivery.

Field activity and sales leadership

Visit customers and prospects regularly throughout the assigned territory. Plan efficient travel, maintain a dependable service cadence, and represent Tokahe professionally at approved buyer meetings and industry events.

Coordinate retail demonstrations, product education, launches, and ambassador activity with Tokahe leadership and Marketing. Use approved materials, respect each brand's positioning, and obtain required cultural guidance and Community permissions.

Set priorities and coach sales representatives or brand ambassadors when assigned. Review account coverage, product knowledge, follow-through, and results; support hiring, training, and performance feedback within delegated authority.

Compliance and professional conduct

Follow applicable Tribal and CRC requirements, compact conditions, and location-specific rules for each customer, product, and sales channel. Coordinate verification of licenses and purchasing eligibility, and follow approved testing, release, METRC tracking, and transfer procedures.

Use approved product claims and sales materials. Follow approved age-affirmation procedures before individualized marketing or marketing-list enrollment. Obtain required approval for samples, promotions, demonstrations, and customer incentives; ensure any product movement follows authorized inventory and transport procedures.

Protect confidential pricing, customer, financial, and business information. Disclose conflicts of interest, follow company gift and expense policies, and promptly elevate suspected diversion, inaccurate claims, or other compliance concerns.

Perform other related duties consistent with the position as assigned. Keep the Distribution Operations Manager informed of account risks, resource needs, and commitments requiring leadership approval.

Performance expectations

During the first 90 days, assess accounts, meet priority customers, establish territory plans, improve CRM records, and agree on forecasts and priorities. Performance measures include net wholesale sales, margin, new and repeat-purchasing accounts, pipeline conversion, forecast accuracy, receivables follow-up, and reliable order handoffs. Goals will reflect available supply and operating capacity.

Minimum Qualifications

At least four years of business-to-business, wholesale, field sales, or account-management experience, including responsibility for an account portfolio or territory.

Demonstrated success acquiring accounts and growing repeat business, with a clear explanation of personal contributions, results, and timeframe.

Strong buyer communication, negotiation, relationship management, and follow-through. Ability to present products professionally and resolve commercial issues constructively.

Working knowledge of pricing, discounts, gross margin, payment terms, and receivables. Ability to use CRM systems and spreadsheets for account records, analysis, and forecasting.

Sound judgment with customer qualification, confidential information, regulated products, and approval requirements. Ability to learn changing rules and follow established procedures.

Ability to manage competing priorities, work independently in the field, collaborate across departments, and represent a tribally owned enterprise with professionalism and respect.

Preferred Qualifications

Cannabis wholesale sales experience or experience in another regulated consumer-products industry, with knowledge of Minnesota retail and wholesale markets.

Experience supporting product launches, retail sell-through, multiple brands, or a growing distribution business.

Experience coaching sales representatives or brand ambassadors, or working with Tribal enterprises and Community organizations.

Familiarity with cannabis ordering platforms and METRC-related sales workflows. Relevant education or training in business, sales, marketing, or a related field; equivalent practical experience and results are valued.

Physical Demands

The physical demands described below are representative of those required to perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions, absent undue hardship.

Regularly use computers, phones, and business systems for extended periods, including entering data, reviewing reports, and preparing sales presentations.

Regularly communicate with customers, colleagues, and groups in person, by phone, and through electronic communications.

Regularly manage competing priorities, high work volumes, and time-sensitive customer and sales matters.

Regularly stand and walk during customer visits, retail meetings, distribution site visits, and events.

Occasionally bend, stretch, reach, and use hands to handle materials, tools, or equipment.

Occasionally lift or move items weighing up to 25 pounds.

Maintain scheduling flexibility for customer appointments, events, and occasional evening, weekend, or overnight commitments.

This field-based role requires regular travel throughout Minnesota to customer locations, retail sites, distribution facilities, and approved events. When driving for company business, maintain a valid driver’s license and meet company insurability requirements.

The duties and responsibilities described above provide a general overview of this position and are not an exhaustive list. Other duties and responsibilities may be assigned as necessary or desirable, with or without notice.

• Medical, dental, vision, 401(k) with employer match, and paid time off (PTO).

Eligibility and participation are governed by current plan documents and CBH policies.

Mission Statement

Prairie Island CBH, Inc. is a tribally owned cannabis company committed to being a source of pride for our community and the cannabis industry. We operate a highly controlled, high-quality, multi-faceted operation that provides a broad range of cannabis products and services.

Disclaimer and Conditions of Employment

Employment is contingent upon successfully completing applicable employment screenings and obtaining and maintaining required licensing from the Prairie Island Cannabis Regulatory Commission, including any required key employee designation, background checks, and suitability review. Employees must meet applicable age requirements for assigned cannabis-related duties.

All Prairie Island CBH, Inc. employees must be able to perform the essential functions of their positions satisfactorily, with reasonable accommodation for individuals with disabilities where requested and absent undue hardship. Applicants may request accommodation during the selection process through Human Resources.

The Prairie Island Indian Community Tribal Employment Rights Ordinance applies to this and all employment opportunities for the Community. Recruitment and selection will follow applicable employment preference requirements and CBH policies.