Territory Sales Representative, Southern California

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JOB DESCRIPTION

Job Description:

Sales, travel, and happy pets too.

We are looking for a Territory Sales Representative in Southern California to join our high performing sales team.

Working in the assigned Territory: Southern California and Hawaii, you will represent Champion Petfoods, maker of premium ORIJEN® and ACANA® foods, to retail and distribution partners. It goes without saying, this is a high visibility role.

The Territory Sales Representative (TSR) is responsible for executing Champion Petfoods' sales strategy within an assigned territory by growing sales, expanding distribution, strengthening retailer relationships, and delivering excellent in-store execution of the ORIJEN® and ACANA® brands.

Working closely with retailers, distributors, and the Regional Sales Manager, the TSR contributes to territory growth through effective account management, product education, merchandising, and sales execution.

This position is open to candidates who currently reside in Los Angeles County, Orange County, or Northern San Diego County.

What a typical day looks like:

Sales & Territory Management

• Execute territory plans aligned with regional sales objectives.

• Grow sales and distribution within existing retail accounts.

• Identify and pursue new account opportunities.

• Maintain consistent account coverage based on territory priorities.

• Monitor competitor activity, pricing, and market trends.

Retail & Distributor Partnership

• Build strong relationships with retailer and distributor partners and CPF Distributor managers.

• Conduct joint sales calls and ride-alongs with distributor representatives.

• Support distributor sales efforts through product education and field collaboration.

• Deliver business-building recommendations to retail partners.

Merchandising & Execution Excellence

• Ensure Champion merchandising standards are maintained in all priority accounts.

• Increase brand visibility through displays, secondary placements, signage, and promotional execution.

• Monitor assortment, shelf placement, and pricing compliance.

• Address execution gaps and follow through on corrective actions.

Training & Brand Advocacy

• Conduct product training and education sessions for retail associates and distributor teams.

• Represent Champion Petfoods at industry, retailer, and consumer events.

• Serve as a passionate ambassador for ORIJEN® and ACANA® brands.

Administration & Reporting

• Maintain accurate CRM records and sales activity reporting.

• Complete expenses, reports, and administrative tasks within established deadlines.

• Provide regular territory updates, opportunities, and market insights to the Regional Sales Manager.

Background & Experience:

• Outside sales experience ideally within the pet specialty industry, consumer packaged goods/retail experience is a plus.

• Proven ability to build and maintain relationships.

• Must be able to handle, manage and overcome objections encountered within the sales process.

• Remote team collaboration with a proactive, results-driven mindset.

• Proven experience using MS Word, Excel and PowerPoint along with a CRM program.

• Experience presenting to large and small groups.

• Flexibility to travel on average 50% within territory, with overnights required

• Availability for work events on evenings and weekends as needed

• Occasionally, be able to lift and/or carry up to 40lbs.

Key Performance Indicators (KPIs)

Sales Performance

• Territory sales growth versus target

• New account acquisition

• Growth of key retail accounts

Distribution

• New SKU placements

• Distribution gains across priority accounts

• Assortment expansion

Retail Execution

• Merchandising compliance

• Display placement and promotional execution

• Territory coverage achievement

Customer Development

• Retail training sessions completed

• Distributor ride-alongs completed

• Customer relationship effectiveness

Operational Excellence

• CRM compliance

• Timely reporting and administration

• Budget and expense management adherence

Success Profile

• Strong relationship-building and communication skills

• Results-oriented with a proactive mindset

• Organized and able to manage territory priorities effectively

• Comfortable presenting and training individuals or groups

• Passion for customer service, sales execution, and continuous learning

Accountability Statement Success in this role is measured by achievement of sales goals, distribution growth, execution excellence, customer engagement, and effective territory management. The TSR is expected to take ownership of their territory, consistently execute company priorities, and contribute to sustainable growth across retail and distributor partners.

What can you expect from Champion?

• Safety: a strong commitment to ensure all people are provided with a safe, healthy and respectful environment.

• Earnings: $64,000 - $88,000 USD, annual incentive eligibility, 401k with company matching.

• Industry Competitive Benefits: Medical, dental, vision and employee assistance programs to meet your individual or family needs.

• Continuing Education: In house & online learning & development, as well as an education assistance program.

• Quality: a dedication to uphold the highest standards of authenticity, nutritional integrity, and food safety, to earn the trust of pet lovers everywhere.

• Other Perks: Free bag of premium pet food each month and more!

Keeping pets happy and healthy since 1985.

We are Champion Petfoods, a crew of pet enthusiasts looking to better the quality of food for our four-legged friends around the world. With over thirty years of growth in the pet food industry, our ORIJEN and ACANA brands have defined our vision of being The Global Leader in Advancing Premium Food for Pets. If this excites you as much as it does us, then we would love to hear from you!

Come as you are. We value diversity in all forms and know the power it can bring. Workplace equality allows for creative ideas to bloom, diverse points of views to be heard, and increases overall happiness. That sounds pretty good to us.

Champion is an equal opportunity employer. Regardless of your race, color, religion, sex, national origin, sexual orientation, gender identity, disability, age, veteran status, or any other creed, you are wanted here.

#cpfind

The base pay range for this position at commencement of employment is between the below range, however, base pay offered may vary depending on multiple individualized factors, including but not limited to, market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements, if eligible, including variable pay & general allowances (depending on the position and employee’s work schedule). Subject to the terms and conditions of the applicable policies and plans then in effect, and depending on the position offered and the employee’s work schedule (i.e., part-time schedule), eligible employees are automatically enrolled in a 401(k) plan, as well as participate in Company-sponsored medical, dental, vision, and basic life insurance plans for the employee and the employee’s eligible dependents, and may be eligible to take up to 18 weeks of paid parental leave. Employees will also receive the following paid-time off (which may be prorated based on start date and the employee’s work schedule): 120 hours of vacation per year, paid sick time for eligible Associates of 100% pay continuation for a maximum of 40 hours per calendar year, and 12 paid holidays throughout the calendar year that include both fixed and flexible holidays. USD 58,000.00 - USD 79,750.00

About Mars: Mars is a family-owned business with more than $50 billion in global sales. We produce some of the world’s best-loved brands: M&M’s®, SNICKERS®, TWIX®, MILKY WAY®, DOVE®, PEDIGREE®, ROYAL CANIN®, WHISKAS®, EXTRA®, ORBIT®, 5™, SKITTLES®, BEN’S ORIGINAL® and COCOAVIA®. Alongside our consumer brands, we proudly take care of half of the world’s pets through our nutrition, health and services businesses such as Banfield Pet Hospitals™, BluePearl®, Linnaeus, AniCura, VCA™ and Pet Partners™. Headquartered in McLean, VA, Mars operates in more than 80 countries. The Mars Five Principles – Quality, Responsibility, Mutuality, Efficiency and Freedom – inspire our 150,000 Associates into taking action every day towards creating the world we want tomorrow.

Commitment to Equal Employer Opportunities: All qualified applicants will receive consideration for employment in accordance with applicable law and without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, pregnancy, genetic information, disability, status as a protected veteran, or any other category protected under federal, state, and local laws. If you need assistance or an accommodation during the application process because of a disability, it is available upon request. The company is pleased to provide such assistance, and no applicant will be penalized as a result of such a request.

A Note to Candidates Regarding AI Embracing AI as a vital skill for today and tomorrow, we welcome candidates to use AI to assist with your preparation as you engage with our recruiting process—from helping to perfect your CV/resume to using it to refine your interview skills. While AI can assist you, we expect that your ideas, responses, and demonstration of competencies throughout the recruitment process are authentically your own. We value genuine engagement and want to see the real you shine. At Mars, AI is here to support—not replace—the human connection at the heart of our recruitment process.

Note to Search Firms/Agencies: Mars, Incorporated and its subsidiaries and affiliates (Mars) do not compensate search firms for unsolicited assistance unless they have a written search agreement with Mars and the requisition is position-specific. Any resumes, curriculum vitae, and other unsolicited assistance from search firms that do not have a written search agreement or position-specific requisition submitted to any Associate of Mars will be deemed the sole property of Mars and no fee will be paid in the event the candidate is hired by Mars.