Territory Sales Manager- Midwest

Diversified Botanics • St. Louis, MO

1d

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.
What This Role Actually Is
You own a single state. Your job is to get Diversified Botanics products onto the shelves of convenience stores across your territory and keep them selling.
This is a DSD-style field sales role. You are in the car. You are walking into c-stores. You are on the phone 50+ times a day. You are building relationships with store buyers, category managers, and the distributors who supply them. You are not behind a desk.
Your territory has a defined addressable market — a real number of c-stores, a realistic penetration target, and a weekly velocity benchmark per door. That math produces your quota. You are accountable to hitting it.
Your Day-to-Day
The phone comes first. Emails go out before 9 AM so every call has a reason to connect. Fifty outbound touches per day — calls, texts, emails, and in-person visits — is the floor, not the goal. That's roughly 3 hours of call time. The rest of the day is field visits, follow-ups, and pipeline management.
You are selling into convenience stores. Your buyers are c-store owners, operators, and category managers. You need to understand how their business works — margin, category performance, shelf velocity, reorder cycles. You are not leading with product. You are leading with economics: how many dollars per door per day can this category generate for them.
You are working distributors. Your sell-in only matters if it drives sell-through. You are holding distributor partners accountable to door count targets and velocity benchmarks — not just taking orders.
You are opening new accounts every month. The minimum is 20 new c-store accounts per month. Existing accounts need consistent touchpoints, structured follow-through, and an 80%+ reorder rate within 60 days of opening.
You are managing a pipeline. CRM is updated daily. Every open quote gets a follow-up within 24 hours. Pipeline coverage stays at 3x your monthly quota at all times. Below 3x is a yellow flag. Below 2x is a red flag.
The Ramp
Your first 90 days are onboarding, training, and pipeline build. No revenue is expected in that window. Starting in month 4, quota phases in — 25%, 50%, 75% — before hitting 100% in month 7. You will have time to learn the territory. You will not have time to coast.
Who Does Well Here
People with backgrounds in car sales, wireless/cell phone retail, DSD, or route-based sales move fast in this role. You already know what high-volume outbound looks like. You already know how to build a book from scratch while servicing what you've opened.
Convenience store channel experience is a plus. Distributor management experience is a plus. The non-negotiable is the work ethic and the activity standard — 50 touches a day, every day, logged.
Who Struggles Here
If your best sales environments have been low-volume, relationship-only roles with minimal cold outreach — this role will be a hard adjustment. The activity floor is real and it is tracked daily. There is no version of this territory that gets built without consistent prospecting.
Bottom Line
You own a state. You have a quota, a lead system, a CRM, and daily activity standards. The company provides the infrastructure. You provide the output. If you can run 50 touches a day, get in front of c-store buyers, build distributor accountability, and drive sell-through — this is a significant commercial opportunity with real earning potential. If you need to be managed into daily activity, this is not the right seat.

Requirements

• 5+ years of outside B2B sales — DSD, route sales, car, wireless, or similar high-activity environments strongly preferred
• Demonstrated ability to open new accounts while retaining and growing an existing book
• Comfort with 50+ daily outbound touches alongside consistent field activity
• Strong CRM discipline and forecasting accuracy
• Ability to operate autonomously with clear performance accountability

Nice To Haves

• Convenience store channel experience is a plus.
• Distributor management experience is a plus.

Responsibilities

• Get Diversified Botanics products onto the shelves of convenience stores across your territory and keep them selling.
• Build relationships with store buyers, category managers, and the distributors who supply them.
• Make 50+ outbound touches per day — calls, texts, emails, and in-person visits.
• Understand how convenience store business works — margin, category performance, shelf velocity, reorder cycles.
• Hold distributor partners accountable to door count targets and velocity benchmarks.
• Open 20 new c-store accounts per month.
• Ensure existing accounts need consistent touchpoints, structured follow-through, and an 80%+ reorder rate within 60 days of opening.
• Manage a pipeline and update CRM daily.
• Follow-up every open quote within 24 hours.
• Maintain pipeline coverage at 3x your monthly quota at all times.

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%

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed