Territory Sales Manager – Tennessee

One11brands; Northern (KY); Hybrid; USD 70,000 - 110,000; Full time

Job summary

One 11 Brands is seeking a Territory Sales Manager to maximize distribution and sell-through in retail accounts across a defined geography in Kentucky. You will build lasting relationships, plan routes, and execute sales tools to drive growth.

The role requires 3+ years of CPG sales (or 7+ with HS), travel up to 90%, a valid driver’s license, and strong leadership, time management, and public speaking skills. You'll collaborate with distributors and internal teams to achieve targets.

Qualifications

• Bachelor’s degree + 3 years of CPG sales experience or HS diploma + 7 years of CPG sales experience.

Responsibilities

• Partner with distributor personnel to develop a territory of stores/outlets in a defined geography.
• Segment accounts (A/B/C/D) by volume potential and influence.
• Build monthly, weekly, and daily routes and visit frequencies for accounts.
• Visit, build relationships, and execute sales tools within the territory.
• Collaborate with distributor reps, DMs, and AMs to coordinate strategy and execution.
• Drive performance, monitor goals, and share market intelligence with management.
• Promote One 11 standards and support distributor personnel to maximize sales.

Skills

CPG sales

Leadership selling

Time management

Public speaking

Travel readiness

Education

Bachelor’s degree

High school diploma or equivalency

Job description

As a Territory Sales Manager you will maximize the distribution, execution, and sell-through of One 11 Brands in retail accounts by building lasting relationships, operating efficiently, and utilizing all available sales tools and tactics. Develop a territory of stores and outlets in a specific geography.

What You’ll Do

• Partner with distributor personnel to develop a territory which is a specific set of stores and outlets in a specific geography. This territory is a mix of buying accounts and ‘most wanted’/non-buying accounts across all channels.
• Utilize company priorities, distributor lists, local knowledge, and manager’s input to establish territory and have segmented each account (i.e. A/B/C/D segmentation model) based on volume potential and market influence and impact.
• Use segmentation to build out monthly, weekly, and daily routes and frequency of visits (i.e. A accounts get weekly visits… B accounts get 2 visit per month… C accounts get 1 visit per month….).
• Follow a specific route to each outlet or account and incorporate all knowledge available (i.e. distributor rep call/delivery days, traffic patterns, etc.) to best ensure maximum efficiency and impact.
• Visit, build relationships, and execute sales tools and tactics within Territory.
• Works with distributor personal (i.e., Reps, DMs, AMs) in assigned territory.
• Makes choice-full decisions when working with distributor personnel. Recognizes opportunities and re-allocates time strategically toward highest opportunity, pivoting between motivating, training, supporting close of sales gaps, etc. as appropriate, based on business performance, time of the month, opportunities in the account and needs of the rep.
• Directly monitors and ensures achievement of performance goals and objectives.
• Gathers marketing intelligence, reviews market, product performance, and other sales related data.
• Identifies and shares with management market, competitive and brand opportunities to further One 11 sales, such as pricing opportunities or issues vs. competitors.
• Works closely with other One 11 team members (key accounts, field marketing) to ensure strategy and execution is coordinated and integrated.
• Motivates distributor management and sales people (Kick offs, new program introductions, and crew drives) to maximize the sale and distribution of One 11 brands.
• Reinforces periodic local/regional communication on One 11 standards.
• Demonstrates innovation and entrepreneurial mindset – adopt change and act in future-focused way.
• Engages accounts and distributor personnel to ensure all e-Retail opportunities in marketplace are maximized.
• Supports commercialization of digital marketing programs.
• Leverages technology (e.g., Account 360) and digital assets in order to monitor performance, identify opportunities, direct the action of distributor personnel, make decisions, identify exceptions, etc.
• Supports sales specialists and cross functional partners with identification and activation of consumer engagement initiatives and event execution.
• Makes sound business decisions and optimizes resource allocation based on business trends, data, growth opportunities, etc.
• Acts as a One 11 Ambassador, advocating for our brands, including hosting events, leveraging social media and other tools to promote for One 11 sales within the community.
• Develops positive working relationships with all levels of accounts, distributor management and distributor personnel.
• Controls and monitors business expenses (meals, transportation, lodging, etc.).
• Maintains satisfactory attendance, to include timeliness.
• Responsible for understanding and complying with applicable quality, environmental and safety regulatory considerations. If accountable for the work of others, responsible for ensuring their understanding and compliance.

What You’ll Need

• Bachelor’s degree plus 3 years of CPG sales experience reflecting increasing levels of responsibility; OR High school diploma or State-issued equivalency certificate plus 7 years of CPG sales experience reflecting increasing levels of responsibility.
• Candidate is required to have a valid driver’s license, a safe driving record and reliable vehicle (if applicable) at the time of hire. This position will undergo a motor vehicle check (MVR) to confirm a history of safe and responsible driving. If needed, candidate must obtain the appropriate state driver’s license based on the position’s location within 30 days of hire.
• Required to travel by air and car in order to execute job functions.
• Required to see, taste, and smell energy drink products and perform product tastings as part of job functions.
• Required to travel by air and automobile up to 90% during the course of business.
• Experience demonstrating strong leadership selling, time management, public speaking skills.
• Required to travel to company offices, sites, and/or meeting locations for onboarding, training, meetings, and events for development, department needs, and business delivery up to 5% of the time, with or without reasonable accommodation. This may be in addition to travel requirements, if applicable, as listed in this job description.
• Required to be 18 years or older. This may be in addition to other age requirements, if applicable, as listed in this job description.

How You’ll Stand Out

• Bachelor’s degree plus 5 years of CPG sales experience to include non-alcoholic beverage experience.
• Identifies and understands issues, problems, and opportunities; comparing data from different sources to draw conclusions.
• Experience addressing customer needs a primary focus of one’s actions; experience building positive relationships with customers (translates as both internal and external).
• Skilled in monitoring the results of multiple assignments and projects.
• Experience establishing action plans for oneself and others to ensure tasks and projects are completed on time.
• Skilled in anticipating future consequences and trends accurately, can create competitive strategies and plans.
• Skilled in commanding presence, presenting ideas effectively to individuals or a group.
• Experience adapting presentation strategies to suit the needs of the audience and the situation; skilled in clearly conveying information and ideas through a variety of media that engages and inspires.
• Experience taking prompt action to accomplish objectives and taking action to achieve goals beyond what is required; being proactive.
• Experience setting high standards of performance for self and others; experience implementing standards of excellence.