Territory Sales Leader

Overview

The Territory Sales Leader (TSL) is responsible for leading and developing a territory‑based team of 8–14 frontline sales employees, including Sales Representatives and Large Format Sales District Leaders (LF SDLs), to deliver superior marketplace execution, customer service, and business results.

 

This role provides direct people leadership to Sales Representatives and Large Format Sales District Leaders (LF SDLs). Additionally, the TSL enables Large Format execution through LF SDLs, who serve as frontline people leaders for merchandising teams and maintain a dotted‑line relationship to Large Format Sales Representatives. The TSL role balances people leadership, customer engagement, and operational discipline while ensuring alignment with PepsiCo’s Ways of Working, Lighthouse routines, and One Best Way (OBW).

 

 

Responsibilities

People Leadership, Manager Enablement & Capability Building

• Directly manage, coach, and develop Small Format Sales Representatives
• Lead and enable Sales District Leaders (SDLs) as frontline people leaders
• Partner with SDLs to ensure effective leadership of Merchandisers and LF Sales Representatives
• Conduct regular work‑withs and route rides
• Support onboarding, development planning, and performance management

Sales Execution & Customer Leadership

• Own volume, revenue, and market share growth
• Lead execution across small format and large format customers
• Build strong customer relationships
• Activate local and national initiatives and promotions

Operational & Resource Management

• Manage sales and merchandising labor, including hours and overtime
• Allocate resources across accounts and channels
• Oversee the Merchandising Function
• Ensure orders are submitted, delivered, and merchandised according to plan
• Ways of Working, Lighthouse & One Best Way (OBW)
• Lead daily, weekly, and periodic routines aligned to Ways of Working, Lighthouse, and One Best Way
• Drive disciplined execution and continuous improvement
• Use data and standard tools to drive performance

Compensation and Benefits:

• The expected compensation range for this position is between $73,400 - $122,850.
• Location, confirmed job-related skills, experience, and education will be considered in setting actual starting salary. Your recruiter can share more about the specific salary range during the hiring process.
• Bonus based on performance and eligibility target payout is 15% of annual salary paid out quarterly.
• Paid time off subject to eligibility, including paid parental leave, vacation, sick, and bereavement.
• In addition to salary, PepsiCo offers a comprehensive benefits package to support our employees and their families, subject to elections and eligibility: Medical, Dental, Vision, Disability, Health, and Dependent Care Reimbursement Accounts, Employee Assistance Program (EAP), Insurance (Accident, Group Legal, Life), Defined Contribution Retirement Plan.

 

 

Qualifications

• Minimum 2 years of frontline people leadership experience or demonstrated leadership capability
• Bachelor’s degree and/or equivalent experience
• CPG / DSD experience
• Valid driver’s license

 

>

Our Company will consider for employment qualified applicants with criminal histories in a manner consistent with the requirements of the Fair Credit Reporting Act, and all other applicable laws, including but not limited to, San Francisco Police Code Sections 4901-4919, commonly referred to as the San Francisco Fair Chance Ordinance; and Chapter XVII, Article 9 of the Los Angeles Municipal Code, commonly referred to as the Fair Chance Initiative for Hiring Ordinance. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status. PepsiCo is an Equal Opportunity Employer: Female / Minority / Disability / Protected Veteran / Sexual Orientation / Gender Identity / Age If you'd like more information about your EEO rights as an applicant under the law, please download the available EEO is the Law & EEO is the Law Supplement documents. View PepsiCo EEO Policy. Please view our Pay Transparency Statement.