State Director

The IL Sales Director is responsible for overseeing all sales within the state of Illinois. This role leads the execution of market strategies, drives revenue growth, and ensures alignment with the broader company objectives. The Director works closely with the VP of Sales to implement sales initiatives, optimize account performance, and support the field team. This position plays a critical role in shaping the success of the Illinois market by ensuring consistent execution, operational efficiency, and strong customer relationships.

Drive Regional Sales Strategy:

• Own the Illinois sales plan, develop market coverage strategies, and execute against growth targets in alignment with national objectives.

Lead and Develop Team:

• Coach, train, and manage a high-performing sales team; conduct field rides, performance reviews, and enforce accountability through clear KPIs.

Execute in Market:

• Oversee retail execution across top accounts including promotions, product launches, merchandising, and sell-in of priority SKUs.

Manage Key Relationships:

• Build and maintain strategic partnerships with distributors and top-tier retail accounts; support new business development initiatives.

Cross-Functional Alignment:

• Collaborate with Sales Ops, Marketing, Finance, and Inventory to streamline reporting, forecasting, and field execution.

Territory Strategy & Market Design:

• Build and maintain a detailed market map by region and rep.

• Identify distribution gaps and develop a tiered coverage strategy that increases efficiency and expands account penetration.

Strategic Planning & Goal Setting:

• Collaborate with the VP of Sales and Business Development to define annual sales goals and create quarterly plans.

Target Account & Channel Strategy:

• Develop targeted accounts within focus markets and channels; implement tailored sales programs.

Market Intelligence & Forecasting:

• Leverage market and account insights for localized action plans; prevent out-of-stocks and service gaps.

Pricing & Competitive Analysis:

• Develop pricing strategies and conduct regular market reviews to inform promotions and maintain margins.

Performance Tracking & Insights:

• Track performance of top accounts weekly; deliver scorecards and trend analysis to inform decisions.

Field Execution & Team Coaching:

• Conduct weekly ride-alongs and monthly 1:1s; train reps on key sales tactics.

Account Management & Retail Excellence:

• Personally visit 510 priority accounts monthly to assess compliance with merchandising and pricing.

Program, Promo & Sell-Through Execution:

• Track and drive consistent sell-in of SKUs; evaluate promotional ROI.

Performance, Pipeline & Territory Management:

• Enforce weekly reporting, monitor pipelines, and ensure balanced territory coverage.

Retailer Education & Brand Representation:

• Support retailer sell-through with training, tools, and in-store events; represent the brand at key events.

Accounts Receivable & Payment Compliance:

• Monitor receivables, track payments, and work with finance on escalations.

Sales Tools & Technology Enablement:

• Ensure full adoption of CRM platforms and reporting tools.

• Minimum 10 years in retail brand sales (CPG required).

• At least 5 years leading sales teams and driving revenue.

• Proven track record in account growth and sales planning.

• Expertise in forecasting, budgeting, and margin analysis.

• Leadership experience in recruiting and managing teams.

• Strong retailer relationships.

• Proficiency in CRM and sales analytics tools.

• Cannabis industry experience preferred; CPG background required.

• Must be based in Illinois and over 21 years of age.

• Available for on-site work Monday Friday and flexible for weekends/holidays as needed.

• Able to meet physical demands (standing, lifting, navigating facilities, etc.).

• Reasonable accommodations available for individuals with disabilities.