JOB DESCRIPTION

The Sales Representative is a critical role designed to build and grow a wholesale client base from the ground up by converting a large, recurring backlog of warm leads into a thriving book of business. This position acts as both a "hunter" and a "farmer," responsible for the full sales cycle—from first contact and closing to long-term account management, upsells, and line extensions. The representative inherits an advantageous sales environment in which customers have already received product samples and are expecting outreach, serving as the primary bridge between the company’s extensive product catalog and retailers nationwide.

ESSENTIAL JOB FUNCTIONS

• Prospecting & Pipeline Building: Work a provided warm lead list through disciplined multi-channel outreach (phone, email, and in-person), prioritizing accounts that have already received product. Execute a consistent follow-up cadence and maintain a self-developed target account list.
• Consultative Closing: Run a full sales cycle independently—discovery, qualification, presentation, negotiation, and close—using a consultative approach grounded in the buyer's needs. Convert inbound leads from the website, referrals, and trade shows.
• Account Growth & Maximization: Grow established accounts through repeat orders, line extensions, and category expansion. Generate referrals and protect profit margins when making decisions on samples and discounts.
• Account Management & Servicing: Fully service every account by troubleshooting orders, confirming invoices, collecting payments, driving reorders, and applying company verification protocols during onboarding.
• Strategic Networking: Represent the brand professionally at trade shows, expos, and buyer events as an ambassador to capture leads and build long-term relationships.
• Internal Collaboration: Work fluently within the wholesale e-commerce platform and collaborate closely with operations, fulfillment, and finance to ensure smooth order flow.
• Data Accuracy & Market Intel: Maintain accurate, up-to-date pipeline and account records within the company CRM. Surface market intelligence, including pricing shifts, competitor activity, and buyer feedback, to leadership.
• Compliance: Maintain a working knowledge of hemp and age-restricted sales compliance across operating states.

REQUIREMENTS

• 3+ years of wholesale, territory, or B2B sales experience with a documented track record of hitting and exceeding targets.
• Product sales background required (CPG, tangible consumer goods, or regulated products). Service-only sales backgrounds do not translate well to this environment.
• Proven hunter AND farmer profile: able to open new accounts independently AND grow and retain an existing book (both are mandatory).
• Experience managing large product catalogs and multi-SKU sales environments is strongly preferred.
• CRM proficiency required for pipeline management and reporting.
• Capable of managing a large, complex active pipeline with dozens of simultaneous accounts.
• Self-directed and autonomous work style—disciplined and accountable in remote environments without daily supervision.
• Demonstrated job stability; repeated short stints under one year are a disqualifying red flag.
• Full fluency in English (written and verbal) is required.
• Must be at least 21 years of age (legal requirement for age-restricted product sales).
• Available to travel for trade shows and key account meetings.

NICE TO HAVE

• Direct industry experience: cannabis, hemp, CBD, nicotine, vape, tobacco, or smoke shop/specialty retail.
• Existing book of business or established relationships with smoke shops, hemp retailers, or distributors.
• Trade show floor experience (booth staffing, lead capture, and post-show follow-up).
• Experience structuring net terms and credit agreements for wholesale accounts.
• Familiarity with wholesale e-commerce workflows.
• Bilingual English / Spanish is a plus.

COMPENSATION PACKAGE

• Base Salary: $55,000 – $75,000 annually (Dependent on Experience).
• Commission: Uncapped commission structure based on a 25% profit share on gross profit after cost.
• Target Year-One OTE: $125,000 – $150,000.
• Top Rep OTE: $180,000 – $200,000+.

WORKING CONDITIONS

• Environment: Fully Remote workspace within the United States.
• Travel: Regular travel required for trade shows and key account visits as needed.
• Territory: Candidates located in green-tier hemp-friendly states are strongly preferred due to territory accessibility.

BENEFITS

• Details to be discussed during the interview process.