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.

• 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.

• 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.

• 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.

• 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.

• 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