Territory Sales Representative

PepsiCo; Junction City (KS); On-site; USD 63,000 - 85,000; Full time

Benefits offered by this job

Medical benefits

Retirement plan

Paid time off

Bonus eligibility

Tuition reimbursement

Mileage reimbursement

Job summary

PepsiCo is seeking a Territory Sales Representative to drive revenue across assigned territories, overseeing merchandisers and maintaining brand presence with store owners and managers. You will balance small-format upselling with large-format collaboration to maximize in-store performance.

The role requires strong customer relationship skills, willingness to travel across the PBNA region, and ability to execute promotions while meeting sales targets.

Qualifications

• Experience in B2B sales and growing revenue in assigned territories.
• Ability to manage multiple store formats from convenience to large supermarkets.
• Proven track record of meeting or exceeding sales targets.

Responsibilities

• Serve as primary salesperson in assigned geography across all account types.
• Drive revenue and profit growth; manage communications with store owners/managers.
• Lead upselling, new orders, inventory management in small formats.
• Collaborate with merchandisers for in-store execution in large formats.
• Develop merchandisers to ensure order accuracy and display execution.
• Grow customer relationships and communicate product needs.
• Execute promotions and initiatives to build brand performance.
• Collaborate with Key Account Managers and teammates on opportunities.

Skills

Sales experience

Account management

Relationship building

Negotiation

Merchandising knowledge

MS Office proficiency

Sales data analysis

Tools

SMARTr

Savvy

PEPSI systems

Premier systems

Job description

Title: Territory Sales Representative

Location: PBNA

Salary: $74,000 per year

Job Overview

Territory sales representative responsible for driving revenue and profit growth across assigned territories, managing relationships with store owners and managers, and overseeing a team of merchandisers to ensure brand presence and performance.

Key Responsibilities

• Serve as the primary salesperson for all account types in an assigned geography, including small stores such as convenience, gas, drug, dollar stores, and larger supermarkets and mass merchants.
• Provide professional selling, drive revenue share and profit growth, and manage communications with Store Owners and managers.
• Handle all aspects of sales in small format accounts: upselling, writing new orders, managing inventory, and providing support as needed.
• In large format accounts, lead incremental selling initiatives and collaborate with a pod of merchandisers for in‑store execution.
• Develop and motivate merchandisers to ensure accurate order submission, customer service excellence, display execution, and inventory management.
• Grow and develop customer relationships, monitor contract compliance, and communicate incremental displays and product needs.
• Provide superior customer service and cultivate strong relationships to develop sales strategies for each customer.
• Execute local and national marketplace initiatives and promotions to build brands and maximize performance.
• Collaborate with Key Account Managers, Territory Sales Leads, and merchandisers to target incremental opportunities and drive key performance metrics such as revenue, share, waste, and profit.
• Effectively sell annual Customer Development Agreements, holiday promotions, and other initiatives with key customers.
• Ensure product availability, rotation, and appropriate pricing.
• Work a flexible schedule that may include early mornings, evenings, and weekends.
• Periodically lift up to 40 lbs. while performing work activities.

Minimum Requirements

• 18 years or older
• Must have a car to access multi‑store locations within assigned shift
• Valid U.S. driver’s license and proof of insurance
• Indefinite right to work in the United States

Helpful Experience

• Experience in sales or selling new products, promotions, and new distribution points
• Account management experience with targets and opportunity identification
• Business‑to‑business selling, building customer relationships, handling complaints
• Incremental selling (upselling, additional product suggestion)
• Sales of beverages or consumer products, filling orders, handling customer problems
• Financial target achievement and responsibility for product breakage and profit margins
• Fact‑based selling using sales data, industry data, or consumer research
• Solutions selling, tailoring solutions to customer needs
• Upskilling or developing others through feedback and training
• Customer service, resolving issues, ensuring communication with managers
• Merchandising knowledge: planograms, displays, stocking, back‑room organization
• Inventory management: current stock, projected sales, ordering
• In‑store marketing: POP placement, creative displays
• Working under limited supervision without constant direction
• Following safety procedures and proper lifting techniques
• Route management: prioritize stops, schedule, servicing accounts, delivery windows
• Microsoft Office Suite proficiency (Outlook, Word, Excel, PowerPoint)
• Experience with PepsiCo sales applications such as SMARTr, Savvy, or similar
• Proficiency with P.E.P.S.I and Premier systems

Benefits

• Medical, vision, and dental coverage starting Day 1 for full‑time U.S. employees and eligible family members
• Company‑provided retirement benefits, paid time off, and bonus eligibility
• Tuition reimbursement eligibility
• Competitive pay, bonus opportunities, and mileage reimbursement
• Comprehensive employee development program and career advancement opportunities
• Access to PepsiCo’s technology, brand recognition, and national portfolio

Equality and Diversity

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status. PepsiCo is an Equal Opportunity Employer: Female / Minority / Disability / Protected Veteran / Sexual Orientation / Gender Identity. View PepsiCo EEO Policy. Please view our Pay Transparency Statement.