Territory Sales Manager - Upstate New York

Uncle Arnie's is a California-born beverage company redefining the way people enjoy THC. Launched in 2020 with a mission to make cannabis approachable, affordable, and undeniably fun, Uncle Arnie's has grown into a national cannabis beverage leader. We're known for bold, full-flavored drinks and our "Life's a Trip. Drink it up." ethos, and we're sold in licensed adult-use dispensaries in six states, with more on the way. In New York, we launched in fall 2026 in licensed adult-use dispensaries with our 10mg 12oz cans. More flavors and formats are planned for 2027. We're building the New York team that will make Uncle Arnie's the drink New Yorkers ask for by name.

The Territory Manager - Upstate New York will be Uncle Arnie's first territory manager in Upstate New York (Albany, Hudson Valley, Upstate) and the person who makes the brand move off the shelf. Working with our New York State Manager, you own sales and sell-through in your territory: the buyer relationships, the budtenders who recommend us, and the distributor reps who carry our line. This is a builder role. You'll set up the territory, decide where our time goes, and give us the feedback that shapes how we grow across the state. If you like working a city block by block and want your name on a market launch, this is it.

Responsibilities

Accounts and growth

• Open new dispensary doors across Upstate New York and grow distribution across our can lineup, then new flavors and formats as they launch.
• Own buyer relationships at key accounts and multi-store operators, including reorder timing, SKU gaps, and menu placement.
• Know every account's reorder cycle and act before a door goes out of stock or goes quiet.

Sell-through

• Visit accounts on a set route and keep us visible, cold where possible, and correctly placed on shelf and menu.
• Train budtenders on our products, dosing, and how to recommend Uncle Arnie's to a new consumer.
• Plan and run in-store activations and education days within New York's cannabis marketing rules.

Partners

• Work day to day with our distributor's sales team: ride along, set their priorities, and hold the line on Uncle Arnie's execution.
• Coordinate with our in-state manufacturing partner and internal team on inventory, launches, and promotions.

Reporting and insight

• Log visits, orders, and account notes in our CRM and keep your pipeline current.
• Use sales and market data (e.g., Headset, BDSA, distributor reports) to find gaps and prove what works.
• Report on competitor activity, pricing, and category trends in the NY market.
• Follow New York Office of Cannabis Management rules in every interaction.

Required Skillsets and Experience

Required

• You live in the Upstate New York area and know its neighborhoods, traffic, and retail landscape.
• 2+ years of field sales in licensed cannabis or beverage (alcohol, non-alcoholic, or functional beverage) with a territory and a number you owned.
• A track record of opening accounts and growing sell-through, not just taking orders.
• Experience working with or through a distributor's sales team.
• Organized and self-directed: you plan your own route, keep the CRM current, and don't need a daily check-in.
• Comfortable with numbers: you can read a sales report and tell us which doors to chase this week.
• 21 or older, able to pass any state-required registration for working in the cannabis industry.

Preferred

• Licensed adult-use cannabis sales experience, ideally in New York. This is our strongest preference.
• Existing relationships with NY dispensary buyers and multi-store operators.
• Beverage background in on-premise or retail placement, merchandising, and chain programs.
• Experience launching a brand into a new market.
• Working knowledge of OCM regulations for brands and retail marketing.
• Valid driver's license.

How we'll measure success

First 90 days

• Every launch account visited, trained, and on a regular route.
• A territory plan: target doors ranked by potential, with a visit cadence for each tier.
• A working rhythm with our distributor's reps, including shared priorities and ride-alongs.
• New doors opened each month against an agreed target.

Ongoing

• Revenue and door count against goal.
• Active doors that reorder, and how long between orders.
• Number of SKUs carried per door.
• Out-of-stocks caught and fixed before the shelf goes empty.
• Budtender trainings completed and the sell-through lift that follows.

What's in it for you?

• Medical, dental, and vision insurance plans
• FREE basic life insurance
• Unlimited PTO
• $50/month phone reimbursement
• Generous referral bonuses
• Competitive base compensation with performance incentives
• Mileage and expense reimbursement
• Opportunity for career growth in one of the fastest-growing segments of the cannabis industry
• Collaborative team culture with mentorship and training

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Uncle Arnie's is an Equal Opportunity Employer. Uncle Arnie's does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law.

The base annual salary range for this position is $70,000 to $85,000 based on candidate's experience, education, and geographic location.