Territory sales manager

We are hiring a Territory Sales Manager to build and grow our West Coast region. This is a territory development role, not a book-of-business position. The right candidate will establish new customer relationships, develop a pipeline, and grow the territory into a $5M+ business over time. This role is ideal for an early-career, high-drive seller who wants to own a territory, learn a technical product category, and build long-term earnings through consistent growth.

The Territory Sales Manager is responsible for developing and growing a multi-state West Coast territory through new business acquisition and account expansion. This is a territory-building role requiring strong prospecting, pipeline development, and long-cycle sales execution.

Key Responsibilities

• Develop and execute a territory plan aligned to revenue growth targets
• Prospect and acquire new customers within the food and beverage sector
• Build and manage a qualified pipeline to support quota attainment
• Drive full-cycle sales from discovery through close
• Expand initial customer wins into repeat and multi-product opportunities
• Maintain relationship ownership and drive long-term revenue
• Partner with R&D to translate technical solutions into customer value
• Coordinate with marketing, operations, and customer service teams
• Learn and apply product and formulation concepts (e.g., Brix, acids, processing)
• Communicate technical insights effectively to non-technical customers
• Geographic coverage across Western U.S. (CA, UT, NV, OR, WA, ID)
• Primary focus on a defined core region, with expansion over time
• Travel required for customer visits and account development

Performance Expectations

• Year 1: Build pipeline and achieve initial revenue ($1.5M–$2M target)
• Year 2: Expand accounts and grow revenue ($3M+ target)
• Year 3: Operate mature territory (~$5M target)

Requirements

Required Qualifications

• 1–4 years of B2B sales experience or equivalent
• Demonstrated prospecting and pipeline generation ability
• Strong communication and relationship-building skills
• High level of coachability, resilience, and self-motivation

Preferred Qualifications

• Experience in food, beverage, CPG, ingredients, or technical sales
• Exposure to long-cycle or consultative sales environments
• Background in competitive or commission-driven settings