Territory Manager - Bay Area

About the role

At Kiva Sales & Service, we are the exclusive distributor for a curated portfolio of premium cannabis brands, ensuring seamless product access for dispensaries across California through next-day deliveries, expert account management, and robust logistics. As a Territory Manager for the Bay Area, you will own the end-to-end execution of sales plans and marketing initiatives for these brands within your assigned region. You will act as the primary strategic partner for retail accounts, aligning Kiva's brand offerings with business goals and shelf objectives. This role requires analysis of store performance, consumer trends, and category dynamics to develop actionable plans that maximize distribution and sales velocity. You will coordinate cross-functionally with logistics, merchandising, and brand teams to ensure flawless in-store execution and timely problem resolution, leveraging data and field insights to refine go-to-market strategies. You will build and maintain trusted relationships that position Kiva as the preferred distribution partner, owning key performance metrics such as coverage, sell-through, and planogram compliance. You will continuously scout new retail partners and expand footprint through proactive outreach and consultative selling.

This role is based in Oakland, California, requires Bay Area residency, and operates in a highly regulated industry with strict adherence to all applicable laws, policies, and compliance guidelines.

What you'll do

• Perform comprehensive account management for a book of business retailers, ensuring consistent coverage and strong in-store execution of programs.
• Develop and implement category plans and sales strategies that align product assortment with retailer demand and consumer preferences in the Bay Area.
• Utilize advanced data analytics to identify underperforming accounts, forecast demand, and recommend corrective actions that improve sell-through.
• Collaborate with logistics partners to optimize routing, reduce stock-outs, and improve delivery reliability for all assigned accounts.
• Lead promotional planning and execution, coordinating with brand teams to maximize event impact and consumer engagement at the retail level.
• Partner with merchandising and creative teams to design and deploy planograms, fixtures, and materials that enhance visibility and shopper experience.
• Monitor competitor activity and market dynamics, providing timely insights that inform strategic adjustments to distribution and sales approaches.
• Drive adoption of new product launches, ensuring retailers understand features, benefits, and selling points to confidently recommend to consumers.
• Build and present performance reviews and business reviews with key accounts, highlighting achievements and outlining clear growth plans.
• Act as the primary point of contact for resolving operational issues, ensuring retailers view Kiva as a responsive and dependable partner.
• Represent Kiva at industry trade events, conferences, and retailer meetings to strengthen brand presence and open new business opportunities.
• Maintain accurate forecasting and pipeline management, ensuring consistent coverage and alignment with company revenue targets.
• Educate retail staff on product knowledge, compliance requirements, and merchandising standards to support premium in-store experiences.
• Identify and qualify new retail prospects, expanding the distribution footprint and penetration of Kiva's brand portfolio across the territory.

Requirements

• Must reside in the Bay Area and be able to manage a territory that includes Oakland and surrounding counties.
• Hold a valid driver's license with a clean driving record suitable for company vehicle operation.
• Have the legal right to work in the United States and provide documentation as required by the employer.
• Be at least twenty-one years of age to comply with industry regulations and access restricted product areas.
• Hold a high school diploma or equivalent, with preference for candidates who have completed some college or relevant coursework.
• Bring a proven track record of success in sales, business development, or account management roles, preferably within cannabis or consumer packaged goods.
• Demonstrate strong knowledge of retail operations, merchandising principles, and the dynamics of the cannabis marketplace.
• Possess excellent written and verbal communication skills, enabling productive conversations with retailers at all organizational levels.

Nice to have

• Experience in cannabis distribution, sales, or a related field within California is highly valued.
• Familiarity with cannabis compliance regulations and best practices.
• Proficiency in using sales force automation, customer relationship management, and data analytics tools.
• A background in consumer behavior, marketing, or brand management provides additional context for developing winning strategies.

Practical notes

This is a full-time position based in Oakland, California, with regular travel throughout the assigned Bay Area territory. The schedule requires availability during standard business hours, including evenings and weekends as needed to support key programs and retailer events. Candidates must be able to lift and transport moderately heavy materials, such as product boxes and display fixtures, up to fifty pounds. Employment is contingent upon successful completion of a background check and verification of eligibility to work in the United States.