Territory Support Representative
Department: Sales & Marketing
Reports To: Director of Revenue Operations
FLSA Status: Non-Exempt
Position Summary
The Territory Support Representative is responsible for increasing brand awareness, supporting retail sales initiatives, strengthening dispensary relationships, and enhancing product visibility throughout assigned territories. This position serves as a key connection between the company, retail partners, budtenders, and consumers by delivering product education, supporting merchandising efforts, executing promotional activities, and providing valuable market intelligence.
This is a highly independent, field-based position requiring a minimum of four (4) days per week in-market visiting retail accounts, with regular travel throughout assigned territories and occasional evening and weekend participation in retail activations, vendor days (PADs), product launches, trade shows, and other promotional events.
Essential Functions
Brand Representation & Product Education
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Serve as a professional representative of the company and its brands in assigned territories.
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Build and maintain strong relationships with dispensary managers, buyers, budtenders, and retail staff.
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Conduct product education and training sessions to increase product knowledge and recommendation confidence among retail staff.
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Communicate product features, effects, terpene profiles, usage information, and brand differentiators.
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Support product launches, promotional campaigns, and marketing initiatives.
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Distribute educational and promotional materials to retail partners.
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Gather feedback regarding product performance, consumer preferences, and market trends.
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Represent the company at industry events, trade shows, vendor days, community events, and promotional activations.
Retail Execution & Merchandising
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Conduct routine visits to assigned retail accounts, with a minimum expectation of four (4) days per week in the field.
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Verify product placement, pricing accuracy, merchandising standards, and promotional execution.
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Maintain displays, point-of-sale materials, and marketing assets.
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Perform retail audits and communicate findings to appropriate internal stakeholders.
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Identify opportunities to improve product visibility, shelf placement, assortment, and merchandising effectiveness.
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Assist with implementation of new product launches and in-store promotions.
Territory Support & Account Development
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Partner with Territory Sales Representatives to support account growth and customer retention.
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Participate in ride-alongs and customer visits to strengthen retail partnerships.
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Assist with account follow-up, customer communication, and relationship management activities.
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Coordinate approved samples, marketing materials, and promotional support.
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Identify opportunities to expand product assortment and improve retail penetration.
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Support initiatives designed to increase sell-through and consumer engagement.
Market Intelligence & Reporting
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Monitor competitor pricing, promotions, merchandising strategies, and product launches.
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Collect and communicate market intelligence to Sales and Marketing leadership.
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Monitor inventory levels, out-of-stock conditions, pricing discrepancies, and promotional compliance.
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Document retail execution through photographs, observations, and reporting tools.
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Complete detailed digital reports following store visits and provide accurate and timely weekly territory recaps highlighting wins, challenges, competitive threats, market trends, and actionable recommendations.
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Analyze available sales and market data to identify product performance, velocity trends, high- and low-performing SKUs, account opportunities, and opportunities for growth.
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Provide actionable recommendations to improve product velocity, sales performance, retail execution, merchandising effectiveness, and customer engagement.
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Utilize available market data platforms and distributor reporting to measure promotional effectiveness, identify market trends, and support recommendations designed to increase sales.
Administrative Responsibilities
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Maintain accurate records of account visits, budtender trainings, PAD/vendor-day attendance, events, customer interactions, and retail feedback.
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Manage territory schedules and maintain a monthly calendar for trainings, retail visits, events, and field support activities.
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Submit reports, expense documentation, and required records in a timely manner.
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Attend meetings, training sessions, and company events as required.
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Perform other duties as assigned.
Supervisory Responsibilities
This position does not have direct supervisory responsibilities.
Required Qualifications
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High school diploma or equivalent.
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Valid California Driver License and acceptable driving record.
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Reliable transportation and ability to travel extensively throughout assigned territory.
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Strong verbal and written communication skills.
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Excellent interpersonal and relationship-building abilities.
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Strong organizational, planning, and time management skills.
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Ability to work independently with minimal supervision.
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Proficiency with Microsoft Office Suite, Google Workspace, CRM platforms, and mobile applications.
Preferred Qualifications
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Two (2) years or more of experience in cannabis retail, sales, merchandising, marketing, brand ambassador, customer service, or related field.
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Knowledge of California cannabis products and retail operations.
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Experience conducting product education, trainings, promotional events, or merchandising activities.
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Familiarity with retail sales reporting and market analytics platforms such as Headset, Pistil, distributor reporting, or similar tools.
Required Competencies
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Relationship Building
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Customer Service
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Professional Communication
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Product Knowledge
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Presentation Skills
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Organizational Effectiveness
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Problem Solving
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Attention to Detail
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Time Management
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Accountability
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Teamwork
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Adaptability
Work Environment
This position primarily works in retail dispensaries, event venues, trade shows, and other field-based environments. Frequent travel within assigned territories is required. The position may require evening, weekend, and holiday work based on business needs, events, and promotional activities.
Physical Demands
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this position, the employee is regularly required to:
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Stand and walk for extended periods of time.
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Drive and travel throughout assigned territories.
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Use a computer, tablet, mobile device, and standard office equipment.
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Communicate effectively in person, by telephone, and electronically.
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Lift, carry, push, and pull up to 25 pounds.
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Bend, reach, stoop, and move product displays and promotional materials as needed.
Travel Requirements
Frequent travel throughout assigned territories is required. Overnight travel may occasionally be required for trade shows, events, meetings, or business needs.
Compliance Responsibilities
Employees are expected to comply with all company policies, procedures, security requirements, safety programs, and applicable local, state, and federal laws, including regulations governing California cannabis operations.
Equal Employment Opportunity Statement
King City DBW LLC is committed to providing equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type consistent with applicable federal, state, and local laws.
At-Will Employment Statement
Employment with King City DBW LLC is at will. Nothing contained in this job description should be construed as creating an employment contract, express or implied. The Company reserves the right to modify duties, responsibilities, and qualifications as business needs require.
