Territory Manager- Midwest

Job Description

Job Description

Diversified Botanics operates at the intersection of wellness, manufacturing discipline, and operational rigor. We build botanical wellness products that hold up under scrutiny—not just speed. Our portfolio includes category-leading brands such as MIT45, along with emerging products like Uprising and Kava+, all produced under rigorous GMP and NSF-certified standards.

Our teams move with urgency, but never without evidence, accountability, and respect for the work. This is a place for people who take pride in precision, understand the cost of shortcuts, and show up ready to contribute to a team that runs tight by design.

Note to Recruitment Agencies

Diversified Botanics does not engage external recruiting agencies. All candidates must apply directly.

The Territory Manager – Midwest owns the commercial performance of a multi-state region with a clear mandate: expand first, protect always. This role is accountable for opening new c-store chains and developing underpenetrated markets while retaining and strengthening the existing customer base.

This is a geographically complex territory requiring structured prospecting, disciplined territory planning, distributor alignment, retail activation discipline, and rigorous forecasting precision.

This is not a coverage role. It is a business ownership role with clear accountability for revenue growth, margin discipline, and brand integrity across multiple states.

This role requires comfort making independent commercial decisions with material revenue impact in a multi-state environment, including activating indirect channels, building new pipeline, and ensuring consistent sell-through across dispersed markets.

• Own the full commercial performance of the Midwest territory, treating it as a coordinated, multi-state business

• Build and convert pipeline for new c-store chains and emerging Midwest markets

• Prospect, engage, and open net-new accounts across varied channel structures

• Protect and expand the existing customer base across multiple states, including key strategic accounts

• Develop, align, and hold distributors and brokers accountable to defined performance standards and growth targets

• Translate distributor relationships into measurable activation, penetration, and reorder performance

• Drive SKU expansion, shelf protection, and share of wallet within current accounts

• Identify and develop new customers, applications, and channel opportunities aligned with territory strategy

• Execute structured territory plans that balance revenue growth, travel efficiency, and margin discipline

• Identify competitive risks, churn signals, and underperforming pockets early across dispersed markets

• Maintain rigorous CRM discipline, forecasting accuracy, and pipeline visibility across all states

• Represent Diversified Botanics consistently and professionally across all regional interactions

• Independently manage travel planning and prioritization across a multi-state footprint

• Treat a dispersed region like a coordinated business with shared standards

• Are energized by opening doors and building new markets

• Balance disciplined prospecting with structured account expansion

• Are comfortable managing distributor performance and indirect channels

• Convert sell-in into sustained sell-through across multiple markets

• Use data to allocate time and travel efficiently

• Operate autonomously without sacrificing forecast precision

• Take ownership of measurable revenue growth across multiple states

• Prefer inheriting fully built territories with minimal new door responsibility

• Avoid structured prospecting in multi-state environments

• Underinvest in distributor alignment and channel accountability

• Rely on informal follow-up rather than structured activation

• Resist ownership of forecast accuracy across varied markets

• Prefer dense, single-state territories with limited complexity

• 5+ years of outside B2B sales experience in a regulated or operationally complex environment

• Demonstrated success generating net-new revenue while expanding existing accounts

• Demonstrated success managing and growing multi-state territories

• Experience working with distributors, brokers, or indirect channels

• Strong commercial judgment, negotiation discipline, and deal hygiene

• Comfort operating with autonomy, accountability, and clear performance expectations

• Alignment with our operating values: integrity, ownership, evidence, accountability, and velocity

This role balances disciplined expansion with structured protection across a geographically diverse region.

• Proven success retaining and expanding B2B accounts

• Demonstrated history of opening new accounts or entering new markets

• Experience independently managing multi-state coverage and travel strategy

• Strong communication, forecasting accuracy, and CRM discipline

• Preferred Qualifications

• Distributor or broker management experience

• Experience expanding territories through new chains, applications, or channel development

• Experience launching products across multi-location retail environments

• Background in regulated, technical, or compliance-driven markets

You are accountable for building and protecting performance across a complex region — with expansion as the first mandate and retention as disciplined execution.

This role is for a commercial operator who can prospect, coordinate, activate, and grow across a multi-state footprint with precision and commercial control.

We invest in our team with benefits designed to support sustained performance and long-term growth—personally and professionally.

Health & Insurance

• 100% company-paid health premiums for employees and their families

• Mental wellness and support resources

Lifestyle, Learning & Development

• Fitness reimbursement: up to $1,000 per year

• Tuition reimbursement: up to $5,250 per year

• Professional development: up to $5,000 per year

Employee Perks

• $150/month in Diversified Botanics products, plus 50% employee discount thereafter

• Free meals, drinks, and celebration days

Compensation & Incentives

• Discretionary quarterly bonus program

• 401(k) with 100% match on the first 2% and 50% match on the next 4%

We pay competitively and reward consistency, reliability, and impact. Every role includes clear expectations, transparent growth paths, and opportunities to advance through demonstrated performance. Compensation reflects experience, scope, and contribution.

AI literacy is considered a core professional capability at Diversified Botanics. Team members are expected to actively explore and apply AI tools to improve speed, insight, and decision-making in their work. We encourage experimentation, rapid learning, and the open sharing of practical AI workflows across teams.

Diversified Botanics is an equal opportunity employer. All qualified applicants will receive consideration without regard to protected characteristics.

We comply with applicable employment laws and provide reasonable accommodations where required.

Apply to join a team where thoughtful work matters and effort earns real respect. We’re not chasing volume—we’re looking for alignment.

Compensation Range: $85K