Territory Manager - C-Stores

Badger Liquor•Fond du Lac, WI

About The Position

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. BUSINESS OPERATIONS - Through cooperation and commitment to excellence, our processes are efficient and effective. 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. INNOVATION - Innovation is a way of thinking, challenging the status quo and continually improving. 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. PEOPLE - We optimize talent to achieve results. 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.

Requirements

High School Diploma or GED required
2–5 years’ experience in retail sales, merchandising, or route management
Valid driver’s license with the ability to travel extensively within the assigned territory

Nice To Haves

Supervisory or team-lead experience preferred
Bachelor’s degree in business, Marketing, or a related field preferred
Experience in convenience stores, beverage, grocery, or consumer packaged goods (CPG) industries

Responsibilities

Lead, coach, and develop Sales team members
Drive operational excellence by optimizing staffing, routes, and resources
Improve sales performance by analyzing territory trends
Ensure high-quality in-store execution
Strengthen collaboration between Sales team members, key accounts, and management
Support business initiatives such as product launches, seasonal programs, and new store openings
Maintain accurate reporting, performance metrics, and documentation
Foster a positive, safe, and accountable team environment
Oversee day-to-day execution of sales, merchandising, and route operations
Set weekly priorities, schedules, and route expectations
Allocate labor and resources efficiently across stores and workload peaks
Ensure proper execution of merchandising standards
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