Senior Territory Manager
About The Position
The Senior Territory Manager, GTA West is responsible for owning and leading a portfolio of high-value, strategic accounts within the Natural Channel, including top natural retailers in Ontario, (Whole Foods Canada) and regional accounts across Manitoba and Saskatchewan. This is a senior field-based role that combines advanced account management with strong in-market execution. The position requires a highly commercial, strategic thinker who is equally comfortable leading head office conversations and being on the road to ensure flawless execution at store level. The Senior Territory Manager is accountable for driving profitable growth, strengthening customer partnerships, and elevating execution standards across the territory.
Requirements
- Degree or diploma in Sales, Marketing, Business, or a related field (or equivalent experience).
- 5+ years of progressive sales experience within CPG, ideally within the Natural Channel.
- Proven experience managing regional or national accounts while maintaining strong field execution.
- Experience working with large, complex retailers such as Whole Foods or similar banners is strongly preferred.
- Strong account management skills with the ability to build, influence, and grow customer relationships at both head office and store level.
- Passion for the natural and organic food industry and strong alignment with company values.
- Advanced commercial and financial acumen, including experience managing trade spend, forecasting, and profitability.
Responsibilities
- Demonstrate and uphold Company core values in all interactions internally and externally.
- Own and manage all aspects of assigned strategic accounts, with a strong focus on building and maintaining head office relationships while staying closely connected to in-market execution.
- Develop and execute account plans aligned to national sales strategies, delivering against revenue, distribution, and profitability targets.
- Take full ownership of account performance, including revenue growth, trade spend management, profitability, and achievement of KPIs.
- Analyze sales data, customer performance, and market trends to identify risks and opportunities, and proactively adjust strategies.
- Conduct regular business reviews with key customers, presenting insights, performance updates, and forward-looking growth plans.
- Negotiate effectively with buyers and decision-makers to secure incremental opportunities, improve shelf presence, and maximize promotional effectiveness.
- Act as the primary point of contact between Riverside Natural Foods and assigned accounts, ensuring alignment across internal stakeholders including marketing, supply chain, and leadership.
- Drive disciplined trade spend management with a strong focus on ROI, ensuring all investments deliver measurable business impact.
- Spend significant time in market (on the road) executing against priorities, validating strategy, and identifying opportunities at store level.
- Own territory execution standards, ensuring best-in-class merchandising, pricing accuracy, promotional compliance, and in-store visibility across all banners.
- Establish and maintain a structured call cycle, prioritizing top accounts and high-impact stores, balancing strategic account needs with consistent field presence.
- Identify and act on in-store opportunities including displays, secondary placements, and local activations to drive incremental sales.
- Represent Riverside Natural Foods at key customer meetings, industry events, and trade shows as required.
- Adapt to evolving business needs and take on additional responsibilities to support brand growth and market expansion.
Benefits
- RRSP matching or 401k matching for an empowered financial journey
- Eligibility to participate in Riverside's Profit Sharing Plan
- Join Employee-Led Resource Groups (ERGs) championing mental health, sustainability, diversity, women, and LGBTQ+ rights
- Develop your career further through our Riverside University program and with our Tuition Reimbursement Program
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
Associate degree
