Territory Sales Manager

Keurig Dr Pepper•, VA

5d•$76,400 - $105,000•Remote

About The Position

The Territory Sales Manager (TSM) drives sales growth, distribution, and retail execution across Keurig Dr Pepper’s Virginia sub-distributor network. Reporting to the Regional Sales Manager, the TSM serves as the primary field contact between KDP, bottling partners, sub-distributors, and key retail customers. The role focuses on distribution, in-stock conditions, Must Carry compliance, new item execution, merchandising, displays, and service levels. This is a remote-based position in Virginia that involves significant time in the field.

Requirements

Bachelor’s degree in business, marketing, or a related field, or equivalent experience.
At least 3 years of CPG or beverage sales experience.
Ability to influence partners without direct authority and drive accountability for results.
Strong retail execution knowledge across grocery, dollar, mass, and convenience channels.
Analytical skills to turn sales and distribution data into action plans.
Proficiency in Excel and sales reporting tools.
Excellent communication, relationship-building, and organizational skills.

Nice To Haves

Experience working with distributors, bottlers, or a third-party route-to-market model.

Responsibilities

Build relationships with Virginia sub-distributor sales teams and leadership.
Conduct market visits and business reviews, setting expectations for delivery, service, merchandising, distribution, and execution.
Identify service gaps and work with sub-distributors on corrective action plans; act as a link between the Regional Sales Manager and sub-distributor organizations.
Identify incremental distribution opportunities across KDP’s beverage portfolio, improve Must Carry compliance, close distribution voids, and drive new item authorization and execution.
Analyze sales data and selling tools to identify underperforming territories, retailers, brands, and packages, and develop actionable distributor plans.
Drive field execution in key accounts serviced through Virginia sub-distributors, including Food Lion, Dollar General, Family Dollar, Walmart, Kroger, Harris Teeter, and 7-Eleven.
Identify voids and out-of-stocks and ensure authorized items are ordered and delivered.
Improve display and promotional execution and follow up on resets and new item launches.
Work with sub-distributor sales teams to resolve chronic service issues in key accounts.
Audit retail execution in the field and validate sub-distributor performance against KDP and retailer expectations.
Increase brand visibility through incremental displays and secondary placements, including hands-on support building and improving displays.
Capture field photos, competitive activity, and retailer feedback.
Develop scorecards covering sales, distribution, voids, in-stock performance, service issues, and execution.
Set measurable follow-up actions with sub-distributor leadership, track recurring service problems, escalate significant issues to the Regional Sales Manager, and share best practices from higher-performing Virginia sub-distributors.
Partner with the Regional Sales Manager on territory priorities and joint business plans.
Provide weekly updates on wins, risks, opportunities, and follow-ups; share retailer and distributor feedback internally and collaborate on route-to-market solutions.
Recommend improvements to sales growth, distributor effectiveness, and customer service.