Our client is an established, vertically integrated cannabis operator with a significant retail presence across Montana.
As the company expands the wholesale distribution of its branded cannabis products, it is seeking a self-directed sales professional to build a consistent statewide sales program, develop dispensary relationships, and increase product placement across the Montana market.
This is a hands-on, field-based role focused on building relationships with dispensary owners and buyers, opening new accounts, supporting existing customers, and representing the company’s product portfolio throughout the state. The Wholesale Sales Manager will typically spend four days per week traveling throughout Montana and one day managing outreach, orders, sales administration, forecasting, and account follow-up.
MUST HAVE Requirements
- Must currently live in Montana. Candidates based in or near Bozeman are preferred.
- Must have proven B2B wholesale sales experience within cannabis or a related CPG category such as alcohol, beverage, food, or wellness.
- Must have demonstrated experience independently prospecting, opening new accounts, and growing a sales territory.
- Must be comfortable traveling throughout Montana approximately four days per week, including occasional overnight travel.
- Must hold a valid driver’s license and meet the company’s requirements for operating a company vehicle.
- Must be legally authorized to work in the United States and meet all requirements to work within Montana’s licensed cannabis industry.
Key Responsibilities
Wholesale Sales
- Visit licensed dispensaries throughout Montana to present and sell the company’s wholesale products.
- Contact prospective accounts through telephone, email, text, and in-person visits.
- Introduce products, pricing, promotions, and available inventory to dispensary buyers.
- Open new accounts and support regular ordering from existing customers.
- Work toward assigned monthly and quarterly sales targets.
Account Support
- Maintain consistent communication with dispensary owners, buyers, and managers.
- Follow up on orders, product availability, promotions, and customer questions.
- Support reorders and identify opportunities to introduce additional products.
- Gather customer feedback and communicate relevant information internally.
- Help resolve account or order concerns promptly and professionally.
Territory and Brand Representation
- Plan an effective weekly travel schedule across the Montana market.
- Represent the company and its brands professionally during account visits and industry events.
- Attend vendor days, retail activations, product launches, and buyer meetings.
- Provide product information and education to dispensary teams.
- Stay informed about competitor products, pricing, and market activity.
Sales Administration
- Maintain accurate records of accounts, prospects, and sales activity.
- Update product information, pricing, and availability on the company’s wholesale platform.
- Submit orders and coordinate with internal teams to support accurate fulfillment and delivery.
- Provide regular updates on account activity, sales opportunities, and customer feedback.
- Complete administrative follow-up during the designated office day each week.
Qualifications
- 2+ years of experience in B2B sales, territory sales, route sales, or account management.
- Cannabis industry experience or experience selling alcohol, beverages, food, wellness, or other CPG products.
- Proven record of meeting or exceeding B2B sales targets.
- Demonstrated ability to build customer relationships and generate new business.
- Existing relationships within Montana’s cannabis retail market are considered a strong asset.
- Experience using APEX, LeafLink, CRM platforms, wholesale marketplaces, or similar sales systems is preferred.
- Strong understanding of retail sales, product placement, promotions, and reorder growth.
- Highly organized and consistent with communication, follow-up, and account management.
- Self-directed, dependable, solutions-focused, and accountable for results.
- Comfortable working independently across a large geographic territory.
Compensation
The expected salary for this role is $50,000 annually, plus a performance-based commission structure and a company car. OTE is expected to be ~$100,000/year. In addition to base salary, the compensation package includes additional compensation opportunities, with a comprehensive benefits program.
Emerald Lane Recruitment is committed to advancing equity and inclusion across the global cannabis industry. We proudly support our clients in building teams that reflect the full diversity of the communities they serve. All qualified applicants will receive consideration for employment without regard to disability status, veteran status, or any other protected characteristic, in accordance with applicable federal, state, and local laws. Reasonable accommodations may be made to enable individuals with disabilities to perform essential job functions.
Pay: From $50,000.00 per year
Benefits:
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Application Question(s):
- Do you hold a valid driver’s license and are confident you could meet the company’s requirements for operating a company vehicle?
Experience:
- cannabis sales: 2 years (Preferred)
- Retail sales: 2 years (Preferred)
- Customer relationship management: 2 years (Required)
- B2B sales: 2 years (Required)
Willingness to travel:
Work Location: On the road
