Territory Sales Representative

Job Description

Job Description

L&R is the largest distributor and the 6th largest purchaser of cosmetics in the United States. We now distribute over 40,000 items (cosmetics, toys, school supplies, hosiery, hair accessories, OTC, HBA, and more) through 3 regional warehouse locations in Arkansas, New Jersey, and Nevada.

L&R Distributors is seeking a self-driven Territory Sales Representative to grow and manage independent retail accounts within an assigned geographic territory. This is an independent contractor (1099) opportunity with uncapped commission potential. This role focuses on developing new business, servicing existing customers, and driving consistent sales growth through strong in-store relationships and professional account management

GENERAL PURPOSE OF JOB

As an Independent Sales Representative for the Independent Drug channel at L&R Distributors, the ideal candidate will lead the strategic growth and customer success initiatives across a defined geographic territory. This critical role focuses on increasing sales, expanding product categories, enhancing in-store execution, and strengthening customer relationships within the highly entrepreneurial independent drug retail market.

COMPENSATION/BENEFITS

• 10% commission on all NEW accounts (first invoice only)
• Regular 8% commission rate on all ongoing sales for existing accounts
• Commission is paid on collected invoices per company terms
• No cap on earnings

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Identify, prospect, and open new retail accounts within assigned territory
• Present product lines, promotions, and programs to potential customers
• Onboard new accounts and ensure successful first orders
• Maintain accurate prospect and new account records
• Service existing accounts on a regular schedule
• Write accurate and timely sales orders
• Maintain merchandising standards and product placement
• Share new items, seasonal programs, and promotions with customers
• Monitor inventory levels and recommend appropriate reorders
• Maintain accurate visit logs, orders, and notes as required
• Communicate account issues, opportunities, and feedback
• Follow company processes for orders, returns, and credits
• Develop and execute a strategic sales plan tailored to the unique needs of the Independent Drug class of trade.
• Drive topline sales growth through upselling, cross-category expansion, and promotion execution.
• Identify and open new departments or categories within existing accounts.
• Serve as the primary point of contact for assigned independent drugstore accounts, ensuring customer satisfaction and long-term retention.
• Conduct regular business reviews with store ownership/management to identify opportunities, resolve issues, and align on objectives.

INDEPENDENT CONTRACTOR EXPECTATIONS

• Operates as a 1099 independent contractor
• Responsible for own taxes, insurance, and expenses
• Uses own vehicle, phone, and equipment
• Sets daily schedule while meeting service and performance expectations
• Partner closely with Inside Sales and Telesales for coordinated account management and growth.
• Work in tandem with the Merchandising team to ensure optimal product placement, planogram compliance, and inventory flow.
• Maintain a defined, high-potential geographic territory with assigned account coverage and clear boundaries to avoid overlap and maximize impact.
• Use sales analytics and market insights to prioritize accounts and focus efforts on high-return opportunities.
• Visit stores regularly to ensure merchandising standards, promotional compliance, and product availability.
• Engage with store owners and staff to build rapport and gather feedback to improve product performance.
• Assess inventory levels, reorder needs, and promotional sell-through.
• Utilize handheld devices or tablets to place orders, track mileage, and manage sales activity.

REQUIRED EXPERIENCE & QUALIFICATIONS

• 1-2 years of CPG sales experience, preferably within the independent retail or drug channel.
• Experience selling into the independent retail channel
• Demonstrated success in territory management, business development, and customer relationship building.
• Strong communication, presentation, and negotiation skills.
• Collaborative mindset with experience leading cross-functional initiatives.
• Tech-savvy; proficient in Microsoft Office Suite and sales enablement tools.
• Self-starter with excellent organizational and time management skills.
• Moderate physical activity (lifting up to 20 lbs, store merchandising duties, standing and walking for extended periods).
• Requires frequent travel via personal vehicle within assigned territory.
• Flexibility in working hours based on route and customer availability.

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