TERRITORY SALES MANAGER

Klass Time LTD; Los Angeles (CA); Hybrid; USD 90,000 - 140,000; Full time

Job summary

Klass Time LTD is seeking an experienced Territory Sales Manager to drive sales growth, strengthen distributor and retail relationships, and ensure excellent in-store execution across an assigned territory. This role reports to sales leadership and requires hands-on management of field teams to deliver across channels.

The ideal candidate will have 5+ years in the CPG industry, strong experience in trade marketing and forecasting, and fluency in English and Spanish.

Qualifications

• 5+ years in the CPG industry with distributor/retail account management.
• Proven experience leading and developing sales teams.
• Strong knowledge of trade marketing, sales forecasting, merchandising, and retail execution.
• Excellent negotiation, communication, problem-solving, and relationship-building skills.
• Bilingual in English and Spanish.

Responsibilities

• Achieve territory sales targets and negotiate with distributors and retailers.
• Drive retail execution including planograms, displays, and POP materials with audits and KPI monitoring.
• Maintain relationships with key accounts and manage sales forecasts and promotions.
• Oversee territory operations, logistics, and inventory, including merchandising materials.
• Expand market presence and secure new product listings while representing the company at trade shows.
• Lead and coach field sales supervisors and ensure performance standards.
• Monitor KPIs, support recruitment, and drive employee engagement and retention.
• Collaborate with internal teams using tools like Repsly to track activity and spend.

Skills

CPG sales leadership

Distributor & retail account mgmt

Trade marketing

Sales forecasting

Merchandising & retail execution

Negotiation & communication

Excel & PowerPoint

Repsly platform

Bilingual English/Spanish

Education

Bachelor's degree preferred

Tools

Repsly

Excel

PowerPoint

Job description

Description

About the Role

Klass Time LTD is seeking an experienced and results-driven Territory Sales Manager to drive sales growth, strengthen distributor and retail relationships, and ensure excellent in-store execution across an assigned territory.

This position is responsible for achieving sales targets, developing business opportunities, leading field sales teams, and ensuring effective implementation of commercial strategies and merchandising standards.

Key Responsibilities

• Sales Growth & Account Management: Achieve territory sales targets, negotiate with distributors and retailers, develop existing accounts, and identify new business opportunities.
• Retail Execution: Ensure proper implementation of planograms, promotional displays, POP materials, trade marketing programs, and commercial agreements through regular store audits and KPI monitoring.
• Distributor & Retailer Management: Maintain strong relationships with key accounts, monitor inventory levels, manage sales forecasts, and coordinate promotional incentives with external sales teams.
• Territory Operations: Oversee order follow-up, coordinate logistics and customer service, optimize sales routes, and manage company storage units, merchandising materials, and inventory.
• Business Development: Expand market presence, secure new product listings, identify growth opportunities, and represent the company at industry trade shows.
• Team Leadership: Lead, train, coach, and motivate sales supervisors and field execution teams, ensuring consistent performance and execution standards.
• Performance & Talent Management: Monitor sales and execution KPIs, conduct performance evaluations, support recruitment and onboarding, and promote employee development, engagement, and retention.
• Reporting & Collaboration: Use tools such as Repsly to monitor field activities, track trade spending and performance, and collaborate with internal departments to achieve business objectives.

Qualifications & Experience

• 5+ years of experience in the Consumer Packaged Goods (CPG) industry, including distributor and retail account management.
• Proven experience leading and developing sales teams.
• Strong knowledge of trade marketing, sales forecasting, merchandising, and retail execution.
• Excellent negotiation, communication, problem-solving, and relationship-building skills.
• Proficiency in Microsoft Excel, PowerPoint, and retail execution platforms such as Repsly.
• Highly organized, results-driven, and comfortable with a hands-on management approach.
• Strong sense of ownership, resilience, and follow-through.
• Bilingual in English and Spanish.
• Bachelor's degree preferred.

Requirements

Working Conditions & Travel Requirements

• Full-time position in a hybrid environment combining field visits, office responsibilities, and remote administrative activities.
• Travel required approximately 50–75% of the time within the assigned territory.
• Frequent local travel and occasional overnight travel based on business needs.
• Flexibility to work early mornings, evenings, or occasional weekends for customer meetings, store audits, trade events, and inventory checks.
• Regular exposure to retail stores, warehouses, and distribution centers.
• Frequent use of company-provided technology and reporting tools.

Physical Requirements

• Ability to sit, stand, walk, and drive for extended periods throughout the assigned territory.
• Ability to conduct regular store visits, market audits, merchandising reviews, and customer meetings.
• Ability to inspect shelves, promotional displays, merchandise placement, and inventory conditions.
• Ability to lift, carry, move, and set up materials weighing up to 25 lbs, including promotional displays and trade marketing materials.
• Ability to travel frequently by automobile and occasionally by air.
• Ability to use computers, tablets, smartphones, and other business technology for extended periods.
• Ability to communicate effectively with customers, distributors, retailers, and team members in person, by phone, and electronically.
• Valid driver's license and acceptable driving record required.

Equal Employment Opportunity

Klass Time LTD is an Equal Opportunity Employer committed to creating an inclusive work environment for all employees.