Territory Sales Leader

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).

• 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

• 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

• 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

• 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.