Territory Manager – Florida (North)

Diversified Botanics•Tallahassee, FL

About The Position

Diversified Botanics operates at the intersection of wellness, manufacturing discipline, and operational rigor. We build botanical wellness products that hold up under scrutiny—not just speed. Our portfolio includes category-leading brands such as MIT45, along with emerging products like Uprising and Kava+, all produced under rigorous GMP and NSF-certified standards. Our teams move with urgency, but never without evidence, accountability, and respect for the work. This is a place for people who take pride in precision, understand the cost of shortcuts, and show up ready to contribute to a team that runs tight by design. Note to Recruitment Agencies Diversified Botanics does not engage external recruiting agencies. All candidates must apply directly. Role Purpose The Territory Manager owns the full commercial performance of an assigned territory with a clear dual mandate: hunt for new business, service what you've built. This role is accountable for generating net-new revenue while retaining and deepening the existing customer base through high daily activity and disciplined territory management. This is not a coverage role. It is a business ownership role with clear accountability for revenue growth, margin discipline, and brand integrity — executed through consistent daily outreach, structured field activity, and hands-on account servicing. This role requires comfort making independent commercial decisions with material revenue impact, including building pipeline, activating distributor and broker relationships, and ensuring consistent sell-through — not just sell-in. What You'll Do Own the full commercial performance of an assigned territory, treating it as your business Execute a high-volume daily activity standard — including a minimum of 30+ outbound calls per day and in-person visits scaled to territory opportunity Prospect, engage, and open net-new accounts across varied market structures, including convenience stores and independent retail Service and grow the existing customer base through regular touchpoints, structured follow-through, and proactive relationship management Develop, align, and hold distributors and brokers accountable to defined performance standards and growth targets Translate distributor relationships into measurable activation, penetration, and reorder performance Expand share of wallet, product penetration, and strategic depth within current accounts Identify competitive risks, churn signals, and whitespace opportunities early Execute structured territory plans that balance revenue growth, travel efficiency, and margin discipline Maintain rigorous CRM discipline, forecasting accuracy, and pipeline visibility Represent Diversified Botanics consistently and professionally across all interactions Independently manage travel planning and prioritization based on growth opportunity You'll Thrive Here If You Come from a high-activity sales environment — car sales, cell phone/wireless, DSD, or route-based sales — where volume, urgency, and leading with value are daily habits Are energized by opening new doors and thrive on consistent prospecting activity Understand the convenience store channel and can work across buyers, category managers, and store-level execution Take as much pride in servicing existing accounts as you do in closing new ones Are comfortable managing distributor performance and indirect channels Convert sell-in into sustained sell-through performance Use data to allocate time and travel efficiently Operate autonomously without sacrificing forecast precision You May Struggle Here If You Prefer low-volume, relationship-only selling with minimal outbound activity Avoid structured daily prospecting and cold outreach Underinvest in account servicing or distributor alignment Rely on informal follow-up rather than structured activation Resist ownership of forecast accuracy and pipeline discipline Prefer transactional selling over disciplined territory ownership Bottom Line You hunt. You service. You own the results. This role is for a commercial operator who picks up the phone 30+ times a day, gets in front of accounts, and builds lasting performance through equal parts hustle and follow-through.

Requirements

5+ years of outside B2B sales experience — backgrounds in car sales, wireless/cell phone retail, DSD, or route-based sales strongly valued
Demonstrated success generating net-new revenue while retaining and growing existing accounts
Proven ability to sustain 30+ daily outbound calls alongside consistent field activity
Experience working the convenience store channel preferred
Experience working with distributors, brokers, or indirect channels
Strong commercial judgment, negotiation discipline, and deal hygiene
Comfort operating with autonomy, accountability, and clear performance expectations
Alignment with our operating values: integrity, ownership, evidence, accountability, and velocity
Proven success generating new business and expanding B2B accounts
Demonstrated ability to maintain high daily outbound call activity (30+ calls/day) alongside in-person field visits
Experience independently managing territory coverage and travel strategy
Strong communication, forecasting accuracy, and CRM discipline

Nice To Haves

Convenience store or independent retail channel experience
Distributor or broker management experience
Background in car sales, wireless/cell phone, DSD, or route-based sales
Experience expanding territories through new applications or channel development
Background in regulated, technical, or compliance-driven markets

Responsibilities

Own the full commercial performance of an assigned territory, treating it as your business
Execute a high-volume daily activity standard — including a minimum of 30+ outbound calls per day and in-person visits scaled to territory opportunity
Prospect, engage, and open net-new accounts across varied market structures, including convenience stores and independent retail
Service and grow the existing customer base through regular touchpoints, structured follow-through, and proactive relationship management
Develop, align, and hold distributors and brokers accountable to defined performance standards and growth targets
Translate distributor relationships into measurable activation, penetration, and reorder performance
Expand share of wallet, product penetration, and strategic depth within current accounts
Identify competitive risks, churn signals, and whitespace opportunities early
Execute structured territory plans that balance revenue growth, travel efficiency, and margin discipline
Maintain rigorous CRM discipline, forecasting accuracy, and pipeline visibility
Represent Diversified Botanics consistently and professionally across all interactions
Independently manage travel planning and prioritization based on growth opportunity

Benefits

100% company-paid health premiums for employees and their families
Mental wellness and support resources
Fitness reimbursement: up to $1,000 per year
Tuition reimbursement: up to $5,250 per year
Professional development: up to $5,000 per year
$150/month in Diversified Botanics products, plus 50% employee discount thereafter
Free meals, drinks, and celebration days
Discretionary quarterly bonus program
401(k) with 100% match on the first 2% and 50% match on the next 4%

Stand Out From the Crowd

Upload your resume and get instant feedback on how well it matches this job.

Upload and Match Resume