Territory Sales Leader

Territory Sales Leader
Sydney, Nova Scotia
Reference #JL-CBV-8781

Cape Breton Beverages (CBB) has proudly manufactured and distributed Pepsi products in Edwardsville, Cape Breton for over seven decades. As a 100% independently owned, family-run business, CBB takes pride in producing Pepsi beverages locally and distributing them across Cape Breton. Deeply rooted in community values, the company is dedicated to supporting local initiatives and economic development.

In 2025, CBB expanded its beverage portfolio by welcoming Nova Scotia Spirit Co. and Annapolis Cider Company to its family of companies. Together with its sister company, Trans-Atlantic Preforms, the group now employs more than 170 people across Nova Scotia. These additions have diversified CBB's operations from soft drink manufacturing, distribution, and plastic packaging into the broader alcoholic beverage sector.

As the company continues to grow and evolve, CBB is focused on expanding its market presence and creating new opportunities for career growth. They're looking for people who are excited to be part of a fast-moving, locally owned success story - individuals who want to grow with the business and help shape the next chapter of Cape Breton Beverages' journey.

On behalf of our client, we are currently recruiting a Territory Sales Leader to join their team of dedicated professionals in Sydney, Cape Breton, Nova Scotia.

Reporting to the Chief Integration Officer, the Territory Sales Leader will provide leadership for sales, focusing on customer relationships, territory planning and team performance. Leading the Territory Sales Supervisor and broader sales team to deliver profitable growth, managing customer relationships, and ensuring alignment with CBB and PepsiCo commercial strategies, this role will be responsible for driving overall territory performance, strategy development and key account leadership. The successful candidate will provide territory oversight, covering all of Cape Breton Island, and will play a critical role in sales forecasting, business planning and strategic negotiation with both corporate partners and major accounts, ensuring long-term competitiveness, driving profitability growth and operational excellence within the Cape Breton market.

Primary Responsibilities:

• Lead territory sales forecasting, planning and performance analysis to achieve annual revenue and profitability goals.
• Oversee key account management and negotiate contracts and promotional programs with major customers and PepsiCo partners.
• Collaborate with finance and operations to develop annual budgets, trade spend plans and sales projections.
• Provide leadership to the Territory Sales Supervisor and ensure alignment between strategic direction and field execution.
• Review sales data and market intelligence to identify and respond to trends, risks and new business opportunities.
• Guide the team in developing account-specific plans and customer growth strategies.
• Represent CBB in partner discussions and regional business reviews with PepsiCo and other stakeholders.
• Ensure service excellence and customer satisfaction across all key accounts and routes.
• Maintain visibility across the territory through periodic customer visits and collaboration with the Territory Sales Supervisor to ensure alignment between strategy and field execution.
• Lead development of quarterly business plans that integrate sales forecasts, promotional programs and trade spend incentives.
• Review sales reports regularly and implement corrective actions where needed.
• Ensure execution of planograms, best practices in merchandising throughout the marketplace.
• Ensure compliance with company policies, safety standards and brand guidelines across all activities.

Qualifications:

As the ideal candidate, you are a driven sales professional with demonstrated ability to lead, coach and develop a sales team to achieve performance goals. With exceptional communication, interpersonal and negotiation skills, you possess strong leadership and team-building capabilities as well as solid business and financial acumen. Sound judgment and problem-solving skills in day-to-day operational decisions, along with proven capability to manage territory sales performance, route efficiency, and account growth, will be key to success in the role. Relationship-driven with a focus on long-term partnerships, you possess strong customer relationship management skills, with a focus on service and retention. The ability to strategically plan, forecast, prioritize, and adjust to changing business demands and schedules, along with the ability to interpret market data and translate into actionable growth strategies, is essential. An understanding of pricing structures, trade expenditure and margin management, along with experience in joint business planning with national or corporate accounts, would be ideal. Proficiency in Microsoft Office applications and commitment to continuous improvement in systems, people, and processes is critcal. Familiarity with CRM or route management systems will be preferred. Relevant post-secondary education and a valid driver's licence is required.

To express interest in this opportunity please apply online directly by clicking 'Apply Now' below.

If you have any questions, please contact Brittany Neaves, Consultant, at [email protected] or Jeff Lanthier, Partner, at [email protected].

If you require accommodation to participate in the recruitment process, please let us know.

Meridia Recruitment Solutions connects leading organizations with top talent by building strong relationships and creating ideal matches with candidates because we are only successful when you are. We appreciate your interest in this opportunity.

To learn more about Meridia Recruitment Solutions, our job opportunities, and career advice we invite you to explore our site and subscribe for career alerts.