Territory Sales Manager

Bring your drive to Keurig Dr Pepper, where every display, distribution win, and store visit helps our brands grow.

As Territory Sales Manager (TSM), you will drive sales growth, distribution, and retail execution across Keurig Dr Pepper’s (KDP) Virginia sub-distributor network. Reporting to the Regional Sales Manager, you will be the primary field contact between KDP, bottling partners, sub-distributors, and key retail customers.

Key focus areas include distribution, in-stock conditions, Must Carry compliance, new item execution, merchandising, displays, and service levels.

This is a remote based position based in Virginia.

Key Responsibilities

Sub-Distributor Management

• Build strong relationships with Virginia sub-distributor sales teams and leadership.
• Conduct regular market visits and business reviews, setting clear expectations for delivery, service, merchandising, distribution, and execution.
• Identify service gaps and partner with sub-distributors on corrective action plans.
• Serve as the link between the Regional Sales Manager and sub-distributor organizations.

Sales & Distribution Growth

• Identify incremental distribution opportunities across KDP's beverage portfolio.
• Improve Must Carry compliance, close distribution voids, and drive new item authorization and execution.
• Analyze sales data and selling tools to pinpoint underperforming territories, retailers, brands, and packages, and turn insights into actionable distributor plans.

Key Account Execution

• Drive field execution in key accounts serviced through Virginia sub-distributors, including Food Lion, Dollar General, Family Dollar, Walmart, Kroger, Harris Teeter, and 7-Eleven.
• Identify voids and out-of-stocks, and ensure authorized items are ordered and delivered.
• Improve display and promotional execution and follow up on resets and new item launches.
• Partner with sub-distributor sales teams to resolve chronic service issues in key accounts.

Market Execution

• Spend significant time in the field auditing retail execution and validating sub-distributor performance against KDP and retailer expectations.
• Grow brand visibility through incremental displays and secondary placements, including hands-on support building and improving displays.
• Capture field photos, competitive activity, and retailer feedback.

Distributor Performance & Accountability

• Develop scorecards covering sales, distribution, voids, in-stock performance, service issues, and execution.
• Set measurable follow-up actions with sub-distributor leadership and drive issues through to resolution.
• Track recurring service problems and escalate significant issues to the Regional Sales Manager.
• Share best practices from higher-performing Virginia sub-distributors.

Business Planning & Communication

• Partner with the Regional Sales Manager on territory priorities and joint business plans.
• Provide weekly updates on wins, risks, opportunities, and follow-ups.
• Share retailer and distributor feedback internally and collaborate with stakeholders on route-to-market solutions.
• Recommend improvements to sales growth, distributor effectiveness, and customer service.

• Salary range $76,400 - $105,000
• Actual placement within the compensation range may vary depending on experience, skills, and other factors
• Benefits, subject to election and eligibility: Medical, Dental, Vision, Disability, Paid Time Off (including paid parental leave, vacation, and sick), 401k with company match, Tuition Reimbursement, and Mileage Reimbursement
• Annual bonus based on performance and eligibility

• Bachelor’s degree in business, Marketing, or a related field, or equivalent experience.
• 3+ years of CPG or beverage sales experience, ideally working with distributors, bottlers, or a third-party route-to-market model.
• Proven ability to influence partners without direct authority and drive accountability for results.
• Strong retail execution knowledge across grocery, dollar, mass, and convenience channels.
• Analytical skills to turn sales and distribution data into clear action plans; proficiency in Excel and sales reporting tools.
• Excellent communication, relationship-building, and organizational skills.

Keurig Dr Pepper (Nasdaq: KDP) is a leading beverage company with more than 150 owned, licensed and partner brands that meet a wide range of needs and occasions. Our North American refreshment beverage business holds leadership positions across carbonated soft drinks, water, juice and mixers with a portfolio of iconic brands such as Dr Pepper®, Canada Dry®, Mott’s®, A&W®, Peñafiel®, GHOST®, 7UP®, Snapple®, Clamato® and Core Hydration®. Our global coffee business spans more than 100 markets and includes the leading Keurig® single‑serve brewing system in the U.S. and Canada, along with powerhouse brands such as Peet’s, L’OR and Jacobs, and other regional coffee leaders. Our more than 50,000 employees aim to enhance the experience of every beverage and coffee occasion while making a positive impact for people, communities and the planet. ​

We strive to be an employer of choice, providing a culture and opportunities that empower our team to grow and develop. We offer robust benefits to support your health and wellness as well as your personal and financial well-being. We also provide employee programs designed to enhance your professional growth and development, while ensuring you feel valued, inspired and appreciated at work.​

Whatever your area of expertise, at KDP you can be a part of a team that’s proud of its brands, partnerships, innovation and growth. Will you join us?​

Keurig Dr Pepper is an equal opportunity employer and recruits qualified applicants and advances in employment its employees without regard to race, color, religion, gender, sexual orientation, gender identity, gender expression, age, disability or association with a person with a disability, medical condition, genetic information, ethnic or national origin, marital status, veteran status, or any other status protected by law

A.I. Disclosure: 

KDP uses artificial intelligence to assist with initial resume screening and candidate matching. This technology helps us efficiently identify candidates whose qualifications align with our open roles.  AI does not make hiring decisions; all decisions throughout the hiring process are made by talent acquisition team members.  If you prefer not to have your application processed using artificial intelligence, you may opt out by emailing your resume and qualifications directly to kdpjobs@kdrp.com in lieu of clicking Apply. Please include the job title and location or Job ID # in the email subject line in order for your email application to be considered.