Territory Sales Representative

First Element; Westlake Village (CA); On-site; USD 65,000 - 90,000; Full time

Job summary

First Element is seeking a dynamic Territory Sales Representative to drive retail expansion for our hydrogen product line across Southern California. This boots-on-the-ground, B2B role blends in-person sales with field marketing to introduce hydrogen products to retail buyers and secure new shelf space.

The ideal candidate has 3–5 years of B2B sales experience, a proven ability to acquire new accounts, and a readiness to travel throughout Southern California in a fast-paced, premium-brand

Qualifications

• 3–5 years of relevant B2B sales experience.
• Proven ability to acquire new accounts.
• Experience selling to retail buyers or decision-makers preferred.
• Ability to travel within Southern California.
• Premium-brand presentation and high-energy approach.

Responsibilities

• Drive In-Person Sales: Conduct daily face-to-face store visits to pitch retail buyers and secure new shelf space.
• Anchor Account Management: Own and expand our presence at priority accounts like Erewhon, leveraging upcoming new store openings to build brand credibility.
• Target Next-Wave Accounts: Prospect and close deals with Sprouts, independent health shops, and specialty natural grocery stores across South California.
• Field Marketing & Activations: Plan and execute in-store demos, product samplings, and activations to drive velocity once on shelves.
• Territory Strategy: Identify, prioritize, and select which high-potential stores, local conferences, and event opportunities to target for maximum ROI.
• Utilize Sales Playbooks: Execute custom pitch strategies, discovery questions, and objection-handling scripts created alongside the founding team.

Skills

Prospecting

In-person selling

Territory management

Relationship building

Store visits

Job description

We are seeking a dynamic, boots-on-the-ground Territory Sales Representative to drive retail expansion for our hydrogen product line throughout Southern California.

This is a B2B, distribution-first sales role combining traditional in-person sales with high-impact field marketing. Your primary mission is to introduce our hydrogen products to retail buyers, secure new accounts, expand shelf presence, and build strong relationships with high-potential wellness, health, grocery, and specialty retail partners.

You will spend your days working the territory—visiting stores, pitching buyers, opening new accounts, conducting product demonstrations, and executing in-store activations. As the brand grows, you will also help establish the retail foundation for additional product lines launching in the future.

This role is ideal for a high-energy, polished sales professional who thrives on face-to-face selling, enjoys building relationships, and is motivated by the opportunity to introduce innovative wellness products to the market.

POSITION DETAILS:

The Territory Sales Representative will be responsible for developing and expanding retail distribution for our hydrogen product line across Southern California. The ideal candidate is comfortable being highly active in the field, proactively identifying new opportunities, walking into retail locations, speaking directly with buyers and decision-makers, overcoming objections, and converting prospects into long-term accounts. Experience in hydrogen, wellness, supplements, natural products, health, specialty grocery, or consumer wellness is highly valued.

RESPONSIBILITIES:

• Drive In-Person Sales: Conduct daily face-to-face store visits to pitch retail buyers and secure new shelf space.
• Anchor Account Management: Own and expand our presence at priority accounts like Erewhon, leveraging upcoming new store openings to build brand credibility.
• Target Next-Wave Accounts: Prospect and close deals with Sprouts, independent health shops, and specialty natural grocery stores across South California.
• Field Marketing & Activations: Plan and execute in-store demos, product samplings, and activations to drive velocity once on shelves.
• Territory Strategy: Identify, prioritize, and select which high-potential stores, local conferences, and event opportunities to target for maximum ROI.
• Utilize Sales Playbooks: Execute custom pitch strategies, discovery questions, and objection-handling scripts created alongside the founding team.

QUALIFICATIONS:

• Experience: 3–5 years of relevant B2B sales experience, preferably in wellness, hydrogen, supplements, natural products, health, specialty grocery, consumer health, or related industries.
• Proven experience acquiring new accounts and generating sales through proactive prospecting.
• Experience selling directly to retail buyers, store owners, or other purchasing decision-makers is strongly preferred.
• Experience managing a geographic territory or field-sales region is preferred.
• Sales Style: Highly comfortable with traditional, proactive in-person selling and working a physical territory.
• Presence: Polished presentation aligned with a premium brand, paired with a relentlessly positive attitude in the room.
• Relationships (Preferred): Existing buyer relationships at specialty grocery and health retailers in Southern California are a major plus, but a relentless door-knocking work ethic is required.
• Location: Must be based in the Greater Los Angeles / Westlake Village area and capable of consistently traveling the territory in person.
• Mobility: Must possess a reliable personal vehicle for daily travel between retail accounts and regional events.