Territory Sales Manager – Northern California

Open Farm; San Francisco (CA); Hybrid; USD 90,000 - 140,000; Full time

Job summary

Open Farm is hiring a Territory Sales Manager for Northern California. The role focuses on expanding the brand in retail, strengthening retailer and distributor relationships, and delivering education to partners to champion Open Farm products in store.

The role requires in-person store visits, frequent travel, and a deep commitment to Open Farm’s mission. Excellent communication and data-driven sales skills are essential.

Qualifications

• 3+ years of experience in sales or territory management.
• Pet industry experience is an asset.
• Proven ability to drive growth and exceed targets.
• Excellent interpersonal and communication skills.
• Self-starter in a fast-paced environment.

Responsibilities

• Drive Territory Growth by meeting targets and increasing market share.
• Forecasting and planning based on data, insights, and market trends.
• Manage budgets for travel, promotions, and customer engagement.
• Build meaningful partnerships with retailers and distributors.
• Engage with accounts through store visits and ongoing communication.
• Deliver product and brand training to partners.
• Address challenges with a solutions-oriented mindset.
• Expand footprint through proactive prospecting and networking.
• Collaborate on promotions and in-store activations with marketing.
• Monitor trends and feedback to inform decisions.
• Uphold ethics, transparency, and excellence in all activities.

Skills

3+ years sales/territory mgmt

Growth & targets

Sales strategy execution

Interpersonal communication

Self-starter

Time management

Team player

Pet passion

Excel

PowerPoint

Sales reporting systems

Tools

Excel

PowerPoint

Job description

Territory Sales Manager - Northern California

Remote (Must be in Northern California)

About Us

At Open Farm we are transforming the way people feed their pets, with a focus on producing premium, healthy food and treats, all ethically sourced from farm-to-bowl. Headquarteredin Torontoand with teammembersacross the US, Open Farm is one of the fastest growing CPG companies in North America. We believe that the best foods are made with consciously sourced, top-quality ingredients from farmers and fisheries who believe in doinggood for all animals and the environment.

Role Description:

Reporting to the Regional Director of Sales, a Territory Sales Manager plays a key role in driving sales performance, accelerating market expansion, and building brand presence in both existing and new territories. We're seeking an exceptional candidate responsible for executing strategies that grow Open Farm's retail footprint in Northern California. The focus will be to strengthen relationships with key accounts and retailers, and ensure our products are well represented and top-of-mind for consumers in the retail space.

A Territory Sales Manager directly contributes to the company's overall growth by identifying new business opportunities, optimizing sales channels, and executing sales and retail initiatives that enhance visibility and market share across the region. A Territory Sales Manager also act as a brand ambassador - inspiring retailers, distributors, and cusotmers alike to champion Open Farm's mission and products.

Responsibilities:

• Drive Territory Growth: Consistently meet and exceed sales targets by implementing strategic initiatives that fuel revenue growth and strengthen Open Farm’s market position.
• Strategic Forecasting & Planning: Develop forward-looking territory plans grounded in data, insights, and market trends to ensure alignment with company goals and long-term growth strategies.
• Effective Budget Stewardship: Manage budgets related to travel, promotions, and customer engagement with a focus on maximizing ROI and supporting impactful growth initiatives.

Customer Focus

• Build Meaningful Partnerships: Cultivate deep, trust-based relationships with retailers, distributors, and key partners, becoming their go-to resource for driving mutual success.
• Customer Relationship Management: Engage consistently with accounts through store visits and ongoing communication to strengthen loyalty and advocacy for the Open Farm brand.
• Empower Through Education: Deliver compelling product and brand training sessions that inspire confidence, deepen product knowledge, and equip partners to effectively champion Open Farm in-store.
• Solutions-Oriented Mindset: Address challenges with empathy, urgency, and creativity, collaborating cross-functionally to deliver solutions that enhance customer satisfaction and business outcomes.

Business Development & Operations

• Expand Our Footprint: Identify and capture new business opportunities through proactive prospecting, relationship building, and strategic networking.
• Champion the Brand: Collaborate with marketing and retail partners to execute engaging promotional programs, events, and in-store activations that bring the Open Farm story to life.
• Insights-Driven Performance: Monitor market trends, competitive activity, and customer feedback to uncover opportunities and provide actionable insights that inform strategic decisions.
• Integrity in Action: Uphold Open Farm’s values by ensuring all sales and marketing activities reflect our commitment to ethics, transparency, and excellence.

Required Experience and Skills

• 3+years of experience in sales or territory management; experience in the pet industry is an asset.
• Demonstrated ability to drive growth, exceed targets, and expand market presence.
• A track record of developing and executing effective sales strategies that deliver measurable results and strengthen brand impact.
• Exceptional interpersonal and communication skills that foster trust, collaboration, and long-term partnerships with customers and colleagues alike.
• A self-starter who thrives in a fast-paced, dynamic environment and is motivated to make a meaningful impact every day.
• Outstanding time management and prioritization skills, with the ability to balance multiple initiatives and deliver consistently high-quality results.
• A team player who values connection, feedback, and shared success while taking ownership of individual goals.
• A proactive, positive attitude paired with a genuine passion for pets, the planet, and Open Farm’s purpose-driven mission.
• Competence in Excel, PowerPoint, and sales reporting systems to support data-driven territory management.

Territory and Travel Requirements

This role demands a high level of flexibility, mobility, and commitment to in-person relationship building. The Territory Sales Manager works primarily in the field, requiring regular travel and a proactive, hands-on approach to driving results through in-person retailer communication and store visits.

The Territory Sales Manager (TSM) position requires flexible work arrangements, including occasional evenings and weekends, with a minimum of 20 in-person retail store visits per week and up to 60% overnight travel within the assigned territory. The territory includes Northern California.

A TSM is required to hold a valid driver’s license; reliable transportation and the ability to travel extensively are essential for success in this role.

A TSM is typically a remote position, and employees must reside within the assigned territory to effectively manage regional relationships and opportunities. Territories may be reassigned at the discretion of the Company.

Our Values

We Raise the Bar | We Open the Barn Doors | We Graze Lightly | We Are Customer Obsessed | We Are One Team | Win-Win Partnerships

Open Farm values diversity in its workforce and encourages applications from all qualified individuals. Applicants requiring a disability-related accommodation at any stage of Open Farm's recruitment process should contact [e-mail]. As required by legislation, Open Farm will consult with applications requesting such an accommodation to ensure that Open Farm's recruitment process takes into account their accessibility needs.