Territory Sales Representative

Highway Horticulture; Midland, Northern (MI, KY); Hybrid; USD 60,000 - 90,000; Full time

Job summary

Highway Horticulture is seeking a Territory Sales Representative to independently grow the company’s Midwest cannabis product portfolio, focusing on new accounts and strengthening existing relationships in the Midland area.

You will execute distribution targets, manage promotions and events, use BI insights to spot opportunities, and collaborate with distributors to optimize shelves and displays while maintaining accurate territory planning and reporting.

Qualifications

• Must be at least 21 years old and authorized to work in the US.
• Minimum 2 years in cannabis sales.
• Bachelor’s degree preferred or relevant experience.
• Must have a valid driver’s license with a clean driving record and reliable transportation.
• Passion for and knowledge of cannabis and the industry.
• Sales skills – communication, relationship development, work ethic, self-motivated.
• Willingness & ability to work nights & weekends periodically for events.
• Ability to lift to 30 pounds and move cases of product.
• Reside in sales territory.
• This role is heavily focused on retail execution: 80% of time spent in the trade, 20% time internal meetings + administration

Responsibilities

• Sell entire HHP portfolio, emphasis on priority brands
• Execute against quarterly distribution targets
• Develop new account relationships
• Regular communication & follow-up with accounts to grow business
• Execute programs & promotional events at accounts – presell events with suppliers, ride alongs with internal team and HHP stakeholders, vendor days, industry events, marketing execution
• Increase rate of sale through brand visibility, staff trainings, and education
• Maintain weekly sales reports and detailed account visit tracking
• Regularly monitor & analyze sales results via BI tools to identify opportunities & gaps
• As needed support sales forecasts for territory to inform future growth plans
• Maintain territory-level budget & expense tracking
• Meet regularly with distributor to review results and align on priorities
• Work with Director of Wholesale to develop & present Annual Account Management Plans
• Roll-out & drive execution of distributor-level programs – incentives, price promos, etc
• Monitor distributor sales & inventory levels, recommending order quantities

Skills

Sales skills

Communication

Relationship development

Work ethic

Self-motivated

Education

Bachelor's degree preferred

Tools

BI tools

Job description

The Territory Sales Representative works autonomously to focus on developing new accounts and maintaining current accounts within the assigned territory. A high emphasis is placed on increasing the availability and visibility of products in new and existing accounts by using consultative sales tactics. The focus of this position is entirely on selling the Highway Horticulture Productions portfolio of products. This includes upgrading the number of product lines in dispensaries and supporting growth of the brands through merchandising, sales, and promotional marketing initiatives. Additionally, emphasis should be placed on identifying major accounts that are not being penetrated with HHP products and developing a plan to establish business with such accounts while improving conditions and merchandise accounts by building visible displays, resetting category segments to meet HHP merchandising standards, and displaying point of sale items to increase visibility of HHP brands.

Job duties will include, but are not limited to:

New Distribution

• Selling entire HHP portfolio, emphasis on priority brands
• Executing against quarterly distribution targets
• Developing new account relationships

Account Relationships

• Regular communication & follow-up with accounts to support & further grow business
• Execution of programs & promotional events at accounts – presell events with suppliers, ride alongs in market with internal team and HHP stakeholders, vendor days, industry events, marketing execution
• Increasing rate of sale through brand visibility, staff trainings, and education

Forecasting, Reporting, Budgeting

• Maintain weekly sales reports and detailed account visit tracking
• Regularly monitor & analyze sales results via BI tools to identify opportunities & gaps
• As needed support sales forecasts for territory to inform future growth plans
• Maintain territory-level budget & expense tracking

Wholesale Management

• Meet regularly with distributor to review results and align on priorities
• Work with Director of Wholesale to develop & present Annual Account Management Plans
• Roll-out & drive execution of distributor-level programs – incentives, price promos, etc
• Monitor distributor sales & inventory levels, recommending order quantities

Requirements

• Must be at least 21 years of age and authorized to work in the US
• Minimum 2 years in cannabis sales
• Bachelor’s degree preferred or relevant experience
• Must have a valid driver’s license with a clean driving record and reliable transportation
• Passion for and knowledge of cannabis and the industry
• Sales skills – communication, relationship development, work ethic, self-motivated
• Willingness & ability to work nights & weekends periodically for events
• Ability to lift to 30 pounds and move cases of product
• Reside in sales territory
• This role is heavily focused on retail execution: 80% of time spent in the trade, 20% time internal meetings + administration