About this role.
Juul Labs is seeking a Territory Manager to manage retail sales, distribution, merchandising, promotions, pricing, and account performance across the Lexington, Kentucky territory. The role requires building relationships with retail partners, developing a local business plan, and identifying growth opportunities through market and performance data. Candidates should bring field sales, B2B, or marketing experience and be proficient with sales analytics tools such as Salesforce and Tableau. This is a highly mobile field position requiring a valid U.S. driver’s license, daily travel of up to 100 miles, and hands-on merchandising work. The position also requires U.S. work authorization and offers a disclosed annual salary range of $68,000 to $80,000 USD.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
3/5Pace & Pressure
4/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would first segment existing and prospective retail accounts by revenue potential, distribution gaps, consumer demand, and relationship status. I would set account-level objectives for distribution, merchandising, pricing, and promotion, then use a weekly route plan and KPI dashboard to track progress and adjust priorities.
I review sell-in, inventory, distribution, promotional, and account-level trend data to identify where performance is below opportunity. I translate those findings into practical recommendations for the retailer, such as improving product placement, correcting inventory levels, or focusing promotional activity on high-potential locations.
I would begin by understanding the partner's concerns, including operational constraints and expected return. I would present a clear business case using relevant category and account data, propose a manageable test where appropriate, and follow up with results to build confidence.
I prioritize work according to account opportunity, urgency, business impact, and required follow-up. I maintain a structured weekly plan in my CRM, group store visits geographically, document next actions immediately, and reserve time to analyze results and prepare for upcoming meetings.
I consistently follow company policies, applicable laws, and retailer requirements in every interaction. I communicate product and promotional information accurately, avoid inappropriate selling practices, document issues promptly, and escalate compliance concerns rather than compromising standards to achieve a sales result.
THE COMPANY:
Juul Labs’s mission is to transition the world’s billion adult smokers away from combustible cigarettes, eliminate their use, and combat underage usage of our products. We have the opportunity to address one of the world’s most intractable challenges through a commitment to exceptional quality, research, design, and innovation. Backed by leading technology investors, we are committed to the same excellence when it comes to hiring great talent.
We are a diverse team that is united by this common purpose and we are hiring the world’s best engineers, scientists, designers, product managers, operations experts, and customer service and business professionals. If the opportunity to build your career is compelling, read on for more details.
ROLE AND RESPONSIBILITIES:
- Manage sales and distribution within a given geography, including merchandising
- Responsibly sell company initiatives to retail partners including promotions, inventory management, and pricing strategies
- Sell/execute the 4Ps of presence, pricing, promotion, and product to customers and adult nicotine consumers
- Develop a local strategy and business plan for meeting individualized territory objectives, including identifying, analyzing, prioritizing, and targeting existing and potential retail outlets within the geographic territory for product sales opportunities
- Consult with and advise retail partners on category management and business analytics to help improve the performance of their business
- Develop innovative ways to improve business performance through data analysis, brand marketing, product placement, and pre-call planning
- Develop and/or utilize systems to track, measure, and analyze progress against key initiatives and other business metrics
- Grow leadership potential through ongoing training and impactful experiences
- Utilize analytic tools to evaluate market opportunities and impact business performance and results
- Successfully execute all account management responsibilities in all assigned chain and distribution headquarters accounts
- Perform related duties as assigned, within your scope of practice
PERSONAL AND PROFESSIONAL QUALIFICATIONS:
- Must be 21 years of age or older
- Previous experience in a marketing-focused role – preferably in sales, field market, or business to business
- Proficient in using sales technologies and software such as SalesForce and Tableau, to analyze and act upon key data insights
- Collaborate well in a team environment and develop account relationships by working cross-functionally
- Must have a valid U.S. driver’s license in good standing for the last 3 years
- Reliable vehicle or willingness to obtain a vehicle that can be used for work daily
- Ability to focus and manage multiple priorities
Physical Requirements
- Ability to lift up to 30 lbs
- Ability to climb and work from heights ranging from 9 to 12 feet
- Ability to access and work in limited and confined spaces
- Ability to visually inspect and manipulate merchandise and advertising displays
- Ability to frequently stoop, kneel and crouch
- Ability to drive up to 100 miles per day
EDUCATION:
- Bachelor’s Degree or 1-3 years of meaningful field sales experience preferred
JUUL LABS PERKS & BENEFITS:
- A place to grow your career. We’ll help you set big goals – and exceed them
- People. Work with talented, committed and supportive teammates
- Equity and performance bonuses. Every employee is a stakeholder in our success
- Cell phone subsidy, commuter benefits and discounts on JUUL products
- Excellent medical, dental and vision, disability, and life insurance, plus family support, wellness, legal, and employee assistance program benefits
- 401(k) plan with company matching
- Plus biannual discretionary performance bonuses
Juul Labs is proud to be an equal opportunity employer and is committed to creating a diverse and inclusive work environment for all employees and job applicants, without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status. We will consider for employment qualified applicants with arrest and conviction records, pursuant to the San Francisco Fair Chance Ordinance. Juul Labs also complies with the employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must have authorization to work for Juul Labs in the US.
SALARY RANGES:
Salary varies by role, level and location, and is dependent on the cost of labor in a given
geographic region among other factors. These ranges may be modified at any time.
SALARY RANGE:
$68,000—$80,000 USD
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