Territory Manager - C-Stores

ROLE OBJECTIVES

• Lead, coach, and develop Sales team members to ensure consistent execution of sales and merchandising standards across the territory.


• Drive operational excellence by optimizing staffing, routes, and resources while maintaining compliance with company, supplier, and chain requirements.


• Improve sales performance by analyzing territory trends, identifying growth opportunities, and supporting pricing and promotional strategies.


• Ensure high-quality in-store execution, including displays, product rotation, cold box standards, and program compliance.


• Strengthen collaboration between Sales team members, key accounts, and management to align priorities and resolve execution issues.


• Support business initiatives such as product launches, seasonal programs, and new store openings.


• Maintain accurate reporting, performance metrics, and documentation to provide clear visibility into territory performance.


• Foster a positive, safe, and accountable team environment that reflects company values and customer service expectations.

BUSINESS OPERATIONS - Through cooperation and commitment to excellence, our processes are efficient and effective.

• Oversee day-to-day execution of sales, merchandising, and route operations within the assigned territory.


• Set weekly priorities, schedules, and route expectations to ensure consistent coverage and execution.


• Allocate labor and resources efficiently across stores and workload peaks.


• Ensure proper execution of merchandising standards, including:
  
  
  
  • Display builds and resets
  
  
  • Cold box inspections and opportunities
  
  
  • Product rotation and freshness
  
  
  • Back-room organization
  
  
  • Monthly chain programs
  
  
  • Program and promotion communication
  
  
  
  


• Audit accounts regularly to ensure compliance with company, supplier, and chain standards.


• Review and approve team member reports, schedules, and merchandising logs.


• Track execution of chain programs and report compliance to management.


• Maintain accurate territory records, performance metrics, and visit documentation.


• Support product launches, seasonal programs, and new store openings.


• Attend leadership meetings, trainings, and company events.

INNOVATION - Innovation is a way of thinking, challenging the status quo and continually improving.

• Analyze territory sales trends to identify growth opportunities and performance gaps.


• Partner with Sales team members on pricing strategies, promotional models, and selling initiatives.


• Work with key chain and independent accounts to grow distribution, displays, and promotional execution.


• Present sales data, opportunities, and action plans to management.


• Identify process improvements that enhance efficiency, execution, and results.


• Collaborate with sales partners to secure display space and resolve execution issues.

PEOPLE - We optimize talent to achieve results.

• Directly manage, coach, and mentor Sales team members within the assigned territory.


• Conduct regular ride-alongs to assess performance, provide feedback, and reinforce best practices.


• Train team members on selling techniques, merchandising standards, inventory practices, reporting tools, and company programs.


• Provide ongoing performance evaluations and initiate corrective action when necessary.


• Serve as a key communication link between Sales Associates, Sales Representatives, chain divisions, and account management.


• Communicate programs, procedures, and operational updates to the team.


• Foster a positive, team-oriented environment that encourages collaboration, accountability, and engagement.


• Promote safety standards, professionalism, integrity, and customer service excellence.

SKILLS WE VALUE

• Strong leadership, coaching, and team development abilities.


• Excellent communication and interpersonal skills.


• Ability to analyze sales data and translate insights into actionable plans.


• Strong organizational and time-management skills.


• Ability to manage multiple priorities and meet deadlines.


• Strategic, proactive problem-solving mindset.


• High level of integrity and professionalism.

REQUIREMENTS

• High School Diploma or GED required.


• 2–5 years’ experience in retail sales, merchandising, or route management.


• Supervisory or team-lead experience preferred.


• Valid driver’s license with the ability to travel extensively within the assigned territory.


• Bachelor’s degree in business, Marketing, or a related field preferred


• Experience in convenience stores, beverage, grocery, or consumer packaged goods (CPG) industries