Territory Sales Manager - Fine Jewelry (New England)

Territory Sales Manager

CAZA Collective is representing an established fine jewelry organization seeking experienced Territory Sales Managers to drive revenue growth, strengthen retailer relationships, and expand market presence across key U.S. regions. This is a high-activity, relationship-driven field sales role focused on both account development and new business acquisition within the independent jewelry channel. Territory Coverage - New England Territory Rhode Island, Connecticut, Massachusetts, Vermont, New Hampshire, Maine, and Eastern New York Candidates must reside within RI, CT, MA, VT, NH, ME, NY The Territory Sales Manager owns all sales activity within the assigned region, managing existing accounts while aggressively developing new retail partnerships. Success in this role requires disciplined territory planning, consistent in-store presence, strong follow-through, and the ability to drive measurable results.

Territory Growth

• Expand sales with existing independent jewelers while opening new retail accounts across the territory
• Identify white-space opportunities and convert prospects into long-term partners

Quota Delivery

• Achieve or exceed monthly, quarterly, seasonal, and annual revenue targets

High Activity / High Standards

• Maintain a strong in-store cadence with structured visits, follow-up, and relationship development
• Build trust through responsiveness, accountability, and professional presence

New Business Development

• Prospect, present, negotiate, close, and onboard new retail partners
• Actively pursue competitive conversions and new store openings

Pipeline Discipline

• Manage all opportunities through the company's Proven Sales Process
• Maintain accurate forecasting, reporting, and CRM accuracy

In-Store Execution

• Conduct product presentations using samples
• Maintain merchandising standards and displays
• Train retail staff to improve product knowledge and sell-through

Industry Presence

• Represent the company at major trade shows and industry events, including JCK Las Vegas, IJO, and RJO
• Monitor competitive activity and communicate market intelligence

What "Great" Looks Like

• You are actively selling in stores - not simply maintaining accounts
• You arrive prepared with account goals, assortment opportunities, and clear next steps
• You maintain disciplined territory routing, appointment setting, and follow-up
• You consistently generate reorders and incremental business
• You build long-term retailer partnerships based on trust and performance

Essential Responsibilities

Sales & Account Management

• Develop and execute strategic plans for key accounts and regional growth
• Provide product training, marketing support, and sales guidance to retail partners
• Ensure strong in-store representation and brand visibility

Territory Planning

• Create efficient travel routes and market coverage plans
• Prioritize high-value accounts while maintaining prospecting activity

Product Expertise

• Maintain deep knowledge of product offerings, pricing, positioning, and competitive landscape

Required Qualifications (Non-Negotiable)

• Recent experience in traveling territory/outside sales (Territory Manager, Field Sales, Account Executive, or similar)
• Demonstrated success in relationship-driven field sales with measurable results
• Established book of business or strong retailer relationships within the assigned region
• 5–10 years of experience in jewelry wholesale OR comparable B2B route-based industries such as:
  • Beauty / cosmetics
  • Premium retail or fashion accessories
  • Luxury goods
  • Other relationship-driven field sales environments
• Proven ability to prospect, close, and grow accounts independently

Additional Requirements

• Bachelor's degree or equivalent experience
• Tech-ready: CRM systems, iPad-based presentations, and mobile productivity tools
• Strong communication, negotiation, and presentation skills
• Self-starter able to work independently while collaborating with leadership
• Ability to travel extensively

Working Conditions

• Approximately 75% travel
• Typically 3 weeks per month on the road, including customer visits and trade shows

Compensation & Benefits

• Competitive base salary plus commission
• Full benefits package including:
  • Health and dental insurance
  • 401(k) with company match
  • Paid time off
• Company reimburses approved territory travel and business expenses in accordance with company policy.

This role requires U.S. work authorization, as it is based in the United States. Please be advised that sponsorship for employment visas is not available through CAZA Collective or our clients. The CAZA Collective is proud to represent leading organizations across various industries. We celebrate diversity and are committed to fostering an inclusive and equitable hiring process.