Territory Sales Manager
Location: Berkley, Massachusetts
Full-time, Onsite
Our client is an established Massachusetts cannabis operator with cultivation, post-harvest, wholesale, and retail operations. The company has built a strong presence in the Massachusetts market and is seeking an experienced sales professional to support and grow wholesale sales across the state.
This is a field-based role focused on dispensary relationships, account growth, product education, retail sell-through, and representing the company’s branded cannabis products throughout the state.
This is an individual contributor role and does not currently include team management.
MUST HAVE:
- Must currently live in Massachusetts.
- Must have previous B2B sales, territory sales, wholesale sales, or account management experience within cannabis or a related CPG category in Massachusetts.
- Must be comfortable traveling throughout Massachusetts to visit dispensaries, buyers, and retail teams.
- Must have a valid driver’s license and reliable transportation.
- Must be comfortable conducting in-person visits, product education sessions, buyer meetings, and retail activations.
Key Responsibilities
Territory Sales
- Visit licensed dispensaries across Massachusetts to present and sell branded cannabis products.
- Support territory growth through consistent outreach, in-person visits, follow-up, and relationship management.
- Introduce products, pricing, promotions, and available inventory to dispensary buyers.
- Open new wholesale accounts and support regular ordering from existing customers.
- Work toward assigned sales targets, account goals, and product placement objectives.
Account Management
- Build and maintain strong relationships with dispensary owners, buyers, managers, and retail teams.
- Manage communication with active accounts regarding product availability, orders, promotions, and customer questions.
- Support sell-through by identifying opportunities for reorders, additional product placement, and retail education.
- Maintain regular contact with larger accounts and multi-store operators.
- Gather customer feedback and communicate relevant market insights internally.
Brand Representation
- Represent the company and its brands professionally across the Massachusetts cannabis market.
- Conduct product knowledge sessions for dispensary teams.
- Support vendor days, buyer meetings, retail activations, product launches, and industry events.
- Help retail teams understand product positioning, customer profiles, and key selling points.
- Monitor competitor products, pricing, promotions, and market activity.
Wholesale Support
- Support wholesale sales of branded cannabis products to licensed dispensaries.
- Identify broader wholesale, white label, co-manufacturing, bulk flower, or extract-related opportunities where appropriate.
- Bring qualified opportunities back to leadership for review and next steps.
- Maintain awareness of account needs, buying patterns, and future opportunities.
- Help strengthen the company’s presence with key operators and retail partners across the state.
Sales Administration
- Maintain accurate records of account activity, follow-up, orders, sales opportunities, and customer feedback.
- Use internal sales tools or CRM systems to track activity and support account management.
- Provide regular updates on pipeline, account status, sales activity, and market feedback.
- Coordinate with internal teams to support accurate order processing, fulfillment, and customer communication.
- Stay organized while managing a field-based schedule across the Massachusetts market.
Qualifications
- 2+ years of B2B sales, territory sales, wholesale sales, route sales, or account management experience.
- Cannabis industry sales experience is strongly preferred.
- Experience selling into dispensaries, retailers, liquor stores, beverage accounts, food retailers, wellness retailers, or another CPG channel is considered an asset.
- Strong communication, relationship-building, presentation, and follow-up skills.
- Comfortable with cold outreach, account visits, buyer conversations, and product education.
- Proven ability to build customer relationships and support repeat business.
- Existing relationships within the Massachusetts cannabis retail market are considered a strong asset.
- Experience using CRM systems, wholesale sales platforms, order management tools, or cannabis sales platforms is preferred.
- Organized, dependable, self-directed, and comfortable working independently in the field.
Compensation
In compliance with Massachusetts Pay Transparency requirements, the expected salary range for this role is $65,000 annually + performance-based commission structure. In addition to base salary, the compensation package includes additional compensation opportunities, with a comprehensive benefits program.
Equal Opportunity Statement
Emerald Lane Recruitment is committed to advancing equity and inclusion across the global cannabis industry. We proudly support our clients in building teams that reflect the full diversity of the communities they serve. All qualified applicants will receive consideration for employment without regard to disability status, veteran status, or any other protected characteristic, in accordance with applicable federal, state, and local laws. Reasonable accommodations may be made to enable individuals with disabilities to perform essential job functions.
Please Note: At Emerald Lane Recruitment, we truly appreciate every application we receive. Due to the high volume of interest in our roles, our team will carefully review all submissions and contact candidates whose skills and experience align with the requirements of the position. We are committed to ensuring a fair, inclusive, and respectful recruitment process that adheres to global HR best practices. If you don’t hear from us this time, please know that your application will be kept on file for future opportunities that may be a better fit. Thank you for considering a role with us!
Looking to explore a new job in the global cannabis industry? Find all our active roles at https://emeraldlanerecruitment.com/