About Emerald Gardens
Emerald Gardens is a family-owned Illinois craft cultivator, awarded an Illinois craft grow license in 2022.
We grow small-batch, hand-trimmed, lab-tested flower under one roof, by one team — and we build brands on top of it. Our portfolio spans seven distinct cannabis brands with a rotating menu of premium strains. We are not a multi-state operator, and that is the point. Dispensaries work with us because we move faster, keep the menu fresh, and pick up the phone.
The Role
The Director of Sales owns Illinois dispensary channel revenue — and carries a bag while doing it.
This is a player-coach job. You will personally sell and manage our largest chain and key accounts, and you will lead a team of three to four sales reps selling everything else. You'll also help build the demand forecast, own the sales budget, and have a real voice in what we launch next. If you want to stop selling and manage full-time, this is not the role.
What You'll Own
Your own book. Personally sell and manage our largest chain and independent accounts — the buyer relationship, pricing, promotions, and quarterly reviews. You are measured on this book individually.
The team. Lead and coach three to five field reps. Set territories and quotas, run a weekly cadence, ride along in market, and recruit as the team grows.
Forecasting and budgeting. Build the quarterly and annual forecast by brand, SKU, and account. Own the sales operating and trade-spend budgets and report against them to leadership.
Demand planning. Partner with cultivation, production, and finance in a standing monthly planning meeting — translating the sales forecast into a demand signal the grow can plant against.
New products. Recommend strains, formats, and price points based on what is moving on Illinois shelves, and own the sell-in plan for every launch.
What We're Looking For
- 5+ years in B2B wholesale sales, including at least 2 years leading a team while carrying your own accounts
- Direct cannabis wholesale experience, or a strong record in a comparable regulated CPG category (alcohol, beverage, tobacco)
- Proven track record personally closing and growing key accounts
- Real forecasting and budgeting experience
- Working knowledge of METRC and Illinois wholesale compliance
- Valid driver's license and willingness to travel throughout Illinois
- 21+ and able to pass an Illinois cannabis industry background check per state law
Preferred: existing relationships with Illinois dispensary buyers and chains; experience selling a multi-brand portfolio; comfort in a startup environment where building the process is part of the job.
Compensation & Benefits
$90,000–$120,000 OTE — base salary plus quarterly performance bonus, commensurate with experience.
The bonus is earned quarterly on two components combined: individual performance on the accounts you personally carry, and company performance against the quarterly plan. Goals are set in writing with leadership each quarter, with upside above target.
Paid time off and company holidays · Expense budgets to support your selling efforts · Direct access to leadership and a real seat at the table.
How to Apply
Interested candidates should submit a resume through this posting. Qualified applicants will be contacted directly to schedule an initial conversation.
Pay: $90,000.00 - $120,000.00 per year
Benefits:
Application Question(s):
Education:
License/Certification:
- Driver's License? (Required)
- Social Security Card? (Required)
Work Location: In person
