Field Sales Representative

Field Sales Representative

Mood is seeking a driven Field Sales Representative to grow distribution, visibility, and retail execution for Mood's THC beverage portfolio across the Nashville, Tennessee territory. As the face of Mood in the market, this role partners closely with distributor sales teams and retail decision-makers to grow the brand through new account development, in-store merchandising, promotional execution, product sampling, and relentless follow-through. The focus of this role is expanding Mood's beverage at retail.

Success is measured by what happens on the shelf and in the consumer's hand: more points of distribution, more displays, more product trials, fewer out-of-stocks, and a portfolio that consistently shows up better than the competition. This role reports to the Head of Beverage and works closely with Sales Operations, Marketing, and Distribution to ensure Mood wins with distributors, at retail, and with consumers.

Territory Sales & Retail Execution

• Own territory performance for the Mood THC beverage portfolio across distribution, displays, shelf presence, promotional execution, and market coverage goals.
• Prospect and open new accounts across grocery, convenience, liquor, independent retail, and select foodservice and on-premise channels where hemp-derived THC beverages are permitted.
• Sell in new items, secondary placements, cold-vault placements, and promotional programs at store level.
• Conduct regular market audits to identify voids, out-of-stocks, pricing gaps, and display opportunities.
• Execute and merchandise displays, resets, and point-of-sale materials to Mood brand standards.
• Leverage CRM, syndicated data (Circana / Nielsen / IRI), and sales reporting to prioritize accounts and track results.

Distributor Partnership & Field Execution

• Build strong working relationships with distributor sales reps, supervisors, and managers across the assigned territory.
• Drive execution through ride-alongs, market blitzes, and store-level work-withs alongside distributor teams.
• Equip distributor reps with product education, promotional priorities, and clear selling stories for Mood's THC beverage portfolio.
• Partner with distributor management to review market conditions, close execution gaps, and unlock growth opportunities.
• Monitor distributor inventory and depletions, securing reports as needed to keep stock and freshness aligned with demand.
• Provide timely intelligence on account conditions, competitive activity, and in-market performance to keep Mood prioritized.
• Influence outcomes through communication, relationship-building, and follow-through rather than direct personnel management.

Sampling & Consumer Trial

• Plan, schedule, and execute in-store samplings, tastings, and product demonstrations that drive consumer trial, brand awareness, and sales velocity for Mood's THC beverages.
• Serve as the face of Mood at samplings, educating consumers and retail staff on product benefits, dosing, formats, and responsible consumption.
• Ensure all sampling activity complies with applicable federal, state, and local regulations for hemp-derived THC products, including strict 21+ age verification and adherence to venue and retailer policies.
• Coordinate sampling logistics end to end, including securing retailer approval, managing sample inventory, setting up and breaking down displays, and maintaining a clean, organized, on-brand sampling footprint.
• Support local events, festivals, launches, and brand-building activations, including evening and weekend activity as needed.
• Partner with distributor reps and the Marketing team on sampling calendars, cross-promotions, and event activations that convert trial into repeat purchase and new placements.
• Capture and report sampling data (units sampled, consumer feedback, conversion, and sell-through) to inform account strategy and future activation planning.

Qualifications

Required

• 2+ years of beverage, CPG, or distributor / DSD sales experience.
• Working knowledge of the three-tier distribution model and how suppliers, distributors, and retailers operate.
• Proven success in territory sales, field execution, or account development.
• Strong understanding of grocery, convenience, liquor, and independent retail execution.
• Experience working with distributor partners and store-level decision-makers.
• Must be 21 years of age or older and comfortable representing a regulated, hemp-derived THC product.
• Valid driver's license, reliable transportation, and ability to travel extensively within territory.
• Excellent communication, presentation, organization, and follow-up skills.
• Proficiency with Google Suite, CRM tools, and field sales reporting systems.

Preferred

• Bachelor's degree in Business, Marketing, or a related field.
• Experience in THC beverages, hemp, cannabis, alcohol, energy, functional, or other regulated or emerging beverage categories, including knowledge of the legal framework and promotional regulations.
• Track record launching or growing emerging beverage brands in competitive markets.
• Experience executing consumer samplings, demos, or brand ambassador programs.
• Familiarity with syndicated data tools and depletion reporting.

Success Measures

• New distribution gains and void closure across the portfolio.
• Display wins and promotional compliance.
• Improved shelf presence and cold-vault placement.
• Sampling execution, consumer trial, and conversion to repeat purchase.
• Account growth, market coverage, and execution consistency.
• Timely, accurate sales activity, sampling, and depletion reporting.

Work Environment & Physical Requirements

• Highly field-based role requiring frequent store visits, distributor interaction, and local travel.
• Occasional evening or weekend support for samplings, activations, events, and festivals, including outdoor conditions.
• Regular work in retail environments, including refrigerated areas and cold vaults.
• Ability to lift and move cases of product (up to approximately 50 lbs) and build retail displays and sampling setups as needed.

Compensation

• Base: $62,000 to $75,000
• Monthly KPI Bonus: Up to $1,250 to $2,250 a month
• Target Cash Comp: $80,000 to $102,000

Specific compensation is commensurate with experience and territory. Mood also offers a full benefits package; details are shared during the interview process.

Legal Disclaimers

Equal Employment Opportunity (EEO)

Mood is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, sex, gender identity or expression, sexual orientation, age, disability, national origin, genetic information, veteran status, or any other protected category under applicable law. All employment is based on qualifications, merit, and business needs.

Americans with Disabilities Act (ADA)

Mood is committed to working with and providing reasonable accommodations to applicants with physical or mental disabilities. If you need a reasonable accommodation for any part of the employment process, please contact HR and let us know the nature of your request and your contact information.