Job Summary: 

We are seeking an entrepreneurial Territory Account Manager to lead the launch and growth of our brand in the Kentucky medical cannabis market. This role is designed for someone who thrives in startup environments, has experience selling highly regulated products, and is excited to roll up their sleeves to build a market from the ground up. 

This is not a role for someone looking to inherit an established book of business or step into a fully built sales organization. In the early stages, success will come from personally opening doors, building dispensary relationships, winning placements, driving reorders, and creating market momentum through hands-on execution. 

As the market grows, this individual will help build the commercial infrastructure, processes, and eventually the team needed to scale. But the top priority is to build the business, establish the brand, and create the foundation for long-term success. 

Duties/Responsibilities: 

Build the Market 

• Personally lead the launch of the brand throughout Kentucky 

• Open and develop relationships with licensed dispensaries, buyers, and retail operators 

• Own the full sales cycle, from prospecting to placement to reorder 

• Execute in-store launches, product education, merchandising, promotional initiatives, and events  

• Build account plans designed to maximize product penetration and revenue growth 

• Identify market opportunities and evaluate the competitive landscape 

Create the Foundation 

• Build territory strategy, sales playbooks, account segmentation, and reporting systems 

• Collaborate with the VP, Revenue to establish KPIs, sales routines, and field execution standards 

• Provide ongoing market intelligence to leadership, including customer feedback, pricing insights, and competitive activity 

• Collaborate with operations, marketing, and supply chain to support successful market execution 

Scale the Team 

• Identify future staffing opportunities as the market matures 

• Assist with recruiting, onboarding, and training future field sales or brand support personnel 

• Mentor new hires and help create a high-performance commercial culture 

Required Skills/Abilities:  

• 5+ years of sales or territory management experience 

• Experience in alcohol, pharmaceutical, or other regulated industries 

• Proven success building new markets, territories, or brands from the ground up 

• Strong relationship-building and negotiation skills 

• Comfortable operating independently with limited infrastructure 

• Highly organized, self-directed, and execution-focused 

• Ability to travel throughout Kentucky (50–75%) 

• Valid driver’s license and reliable transportation 

• Flexible schedule and ability to work some evenings and weekends   

Preferred Skills/Abilities: 

• Experience in startup or emerging-market environments  

• Prior experience hiring, coaching, or developing sales talent 

• Excellent verbal and written communication skills  

• Proficient technical skills including use of MS Office and CRM software 

Who Will Thrive in This Role:  

This role is ideal for someone who: 

• Loves building something from zero 

• Prefers being in the field over sitting behind a desk 

• Doesn’t wait for perfect systems—they create them 

• Can close business today while building a team for tomorrow 

• Leads through action, credibility, and execution 

• Results-oriented team player with thorough business fundamentals