Outside Sales Representative (Territory Operator)

About Us

We are a passionate team of professionals who support dynamic lifestyle brands, operating across multiple states within the US. The brands we support are e-commerce powerhouses in a variety of sectors. As we continue to evolve, we plan to expand into more verticals over the next 12-18 months, ensuring our company remains synonymous with versatility and innovation. We operate under the ethos of "it's your turn," a slogan that captures our belief in transformation and opportunity, whether it's a verb to signify change or a noun representing a chance to make an impact.

Job Summary

The Outside Sales Representative is a territory operator responsible for both generating and protecting revenue within an assigned market. This is not solely a relationship-building or hunting role. The ideal candidate will operate their territory like a business, combining disciplined execution, financial accountability, and structured account management.

This role requires more than relationship management. Successful candidates operate with commercial discipline, manage financial performance within their territory, and ensure that revenue translates into collected cash and sustainable profitability. This role is best suited for sales professionals comfortable operating with both revenue responsibility and financial accountability, including AR awareness and disciplined deal structures.

This role requires a high-performing sales professional who can:

• Drive top-line growth
• Maintain margin discipline
• Actively manage accounts receivable (AR) within their book of business
• Protect working capital
• Execute with structure and repeatable systems

The Outside Sales Representative will operate with a high degree of autonomy while ensuring revenue converts to collected cash and sustainable profitability.

Key Responsibilities

Territory Revenue Ownership

• Drive new business acquisition and expand existing accounts across multiple product categories, including cannabis, hemp, and functional beverages.
• Own and manage full territory revenue performance in dollars, not just activity metrics.
• Maintain clear visibility into monthly, quarterly, and annual revenue targets.

Financial Accountability & Cash Discipline

• Maintain direct awareness of accounts receivable aging within assigned territory.
• Ensure accounts remain in good standing; 60+ day aging is not acceptable within the territory without a documented escalation and recovery plan. Commission eligibility may be impacted when accounts become significantly delinquent.
• Proactively manage payment expectations with customers and enforce company credit terms to prevent delinquency.
• Partner with finance while owning customer-facing collections conversations when needed.
• Proactively address delinquent accounts and prevent revenue leakage.
• Ensure revenue converts to collected cash in alignment with company working capital objectives.
• Maintain margin discipline in pricing, promotions, and negotiations.

Margin & Promotion Effectiveness

• Evaluate promotion performance using measurable criteria (velocity lift, reorder frequency, margin impact, ROI).
• Protect gross margin while growing volume.
• Avoid unstructured discounting that erodes profitability.

Structured Territory Management

• Track and manage key financial and performance metrics including:
• Revenue vs. target
• Margin percentage
• AR aging / DSO
• Pipeline value and close rate
• Inventory alignment within accounts
• Implement repeatable account management systems and cadence.
• Maintain rigorous CRM hygiene, including real-time documentation of pipeline activity, account interactions, deal stages, and forecast updates.
• Follow a consistent territory operating cadence including pipeline reviews, account follow-ups, revenue forecasting, and disciplined deal progression.

Sales Execution & Growth

• Identify and pursue new business opportunities within the territory.
• Conduct in-person presentations and product demonstrations.
• Negotiate pricing, terms, and contracts aligned with company profitability goals.
• Develop strong relationships while maintaining commercial boundaries.

Market & Industry Expertise

• Stay informed on industry trends, competitor activity, and wholesale market dynamics.
• Leverage established wholesale and retail relationships within the New York market to accelerate market penetration and territory revenue growth. Existing distributor, retailer, or buyer relationships in NY are a significant advantage.

Cross-Functional Collaboration

• Work closely with Marketing, Operations, and Customer Support to ensure seamless execution.
• Align territory execution with broader revenue strategy.

Qualifications

• Proven outside sales experience with demonstrated revenue ownership.
• Experience managing customer payment expectations and participating in collections or AR oversight within a territory.
• Strong financial fluency, able to clearly articulate territory revenue in dollars, margin performance, and promotional ROI.
• Experience in wholesale, cash-accountable, or inventory-driven environments strongly preferred.
• Prior experience in cannabis, beverage, or adjacent regulated industries strongly preferred.
• Established industry relationships within the assigned territory (NY preferred) are a major plus.
• Demonstrated ability to operate independently with disciplined structure.
• Proficiency with CRM systems and performance reporting tools.
• Valid driver’s license and reliable transportation.
• Bachelor’s degree in Business, Marketing, or related field preferred.

Skills/Qualities

• Financial Acumen: Understands revenue, margin, working capital, and AR dynamics.
• Structured Thinking: Executes through systems, metrics, and accountability.
• Negotiation Discipline: Protects profitability while closing business.
• Cash Accountability: Recognizes that revenue without collection is not sustainable.
• Territory Ownership: Operates with operator-level accountability, not just relationship management.
• Communication: Confident, direct, and commercially grounded.
• Resilience & Drive: Competitive, performance-oriented, and growth-focused.

Success in This Role Includes

• Consistent territory revenue growth
• Healthy AR aging and minimal delinquency
• Margin-protective sales strategy
• Strong, structured account management
• Revenue that converts to collected cash within company credit terms
• Accurate CRM pipeline management and disciplined territory execution

If you are a disciplined sales professional who understands that growth and cash must move together, we invite you to apply.

Please submit your resume to team@asteriahr.com for employment consideration.

Pronoia Labs is an equal opportunity employer and considers applicants for employment without regard to race, color, religion, sex, gender, orientation, national origin, age, disability, genetics, or any other basis prohibited by law.

Pay: $75,000.00 - $90,000.00 per year

Benefits:

• 401(k)
• Cell phone reimbursement
• Dental insurance
• Employee discount
• Health insurance
• Mileage reimbursement
• Paid time off
• Paid training
• Travel reimbursement
• Vision insurance

Experience:

• managing customer payment expectations: 3 years (Required)
• wholesale, cash-accountable: 3 years (Required)
• outside sales with demonstrated revenue ownership.: 3 years (Required)

Work Location: In person