Market Development Rep

We are seeking a highly motivated, entrepreneurial Market Development Rep to drive sales growth and expand our presence across an assigned territory. This is a hands-on, field-based sales role and a true sales hunting position. The primary responsibility is to get into the market, identify new opportunities, open new accounts, secure new distribution, and turn prospects into measurable sales.

The ideal candidate is competitive, persistent, self-directed, and energized by prospecting. This person should be comfortable cold calling, walking into prospective accounts, identifying decision-makers, presenting products, overcoming objections, negotiating, asking for the sale, and consistently following up until the business is won or the opportunity is exhausted.

While maintaining and growing existing relationships is part of the role, this is not a traditional account-servicing position. The contractor is expected to spend the majority of their field time creating new business and incremental sales. Success will be measured by new accounts opened, new distribution gained, pipeline activity, sales growth, account expansion, and execution against agreed-upon territory goals.

What you'll do

New Business Development & Sales Hunting

• Aggressively prospect for new retail, on-premise, and other qualified accounts throughout the assigned territory.

• Spend the majority of field time identifying and pursuing new business rather than simply servicing existing accounts.

• Build a consistent prospecting routine using in-person cold calls, territory canvassing, phone and email outreach, referrals, networking, distributor relationships, and market research.

• Identify owners, buyers, managers, and other decision-makers and create opportunities to present our brands.

• Conduct compelling sales presentations, communicate product value and differentiation, overcome objections, negotiate opportunities, and ask for the sale.

• Open new accounts and secure initial orders, new placements, and expanded distribution.

• Build and maintain a healthy, qualified pipeline with clear next steps and disciplined follow-up.

• Develop a territory route and prospecting strategy that maximizes productive selling time and new-account coverage.

• Take ownership of individual sales goals and proactively create the activity necessary to meet or exceed them.

Account Growth & Incremental Sales

• Build credible relationships with account owners, buyers, managers, and key decision-makers.

• Maintain existing accounts while continually looking for incremental sales opportunities.

• Develop account-specific growth plans based on customer needs, sales performance, and account potential.

• Identify opportunities to increase SKU count, order frequency, average order size, displays, shelf or cooler placement, distribution, and promotional activity.

• Regularly visit accounts to identify opportunities, solve issues, strengthen relationships, and drive incremental sales.

• Monitor account performance and use available sales data and market insights to identify areas for growth.

Field Execution & Market Development

• Pre-plan account visits with clear objectives, selling opportunities, and desired outcomes.

• Work closely with distributor partners and sales representatives to identify new doors, improve selling, expand distribution, and execute against opportunities.

• Ensure products are properly represented, priced, positioned, and available within active accounts.

• Represent the brand professionally during account visits, distributor work-withs, retail events, tastings, and other approved market activities.

• Educate buyers, retailers, staff, and consumers on product benefits, positioning, and points of differentiation.

• Complete merchandising, sampling, promotional, or other field-support duties when they directly support sales and account development.

• Maintain a strong understanding of the assigned market, including priority accounts, competitive brands, pricing, promotions, emerging trends, and whitespace opportunities.

• Identify new channels, neighborhoods, account types, and market opportunities that can contribute to sales growth.

Pipeline, Reporting & Accountability

• Maintain accurate and timely CRM records for prospects, account visits, opportunities, follow-ups, account plans, and results.

• Track prospects through the sales process and consistently follow up on open opportunities and customer commitments.

• Report new accounts opened, pipeline status, sales progress, market feedback, competitive intelligence, and challenges to the Regional Sales Manager.

• Track performance against agreed-upon activity and sales goals and adjust territory strategy as needed.

• Participate in sales meetings, training, distributor meetings, events, and other business activities as appropriate.

• Perform other duties as assigned in support of sales growth, market development, and company objectives.

Qualifications

• Minimum 1 year of professional field sales experience preferred, ideally in beverage, energy, alcohol, CPG, or a related industry.

• Demonstrated ability or strong aptitude for prospecting, cold calling, opening new accounts, growing existing accounts, and closing sales.

• A true hunter mentality: competitive, persistent, self-motivated, resilient, and comfortable hearing “no” while continuing to pursue the next opportunity.

• Strong communication, relationship-building, negotiation, presentation, and closing skills.

• Entrepreneurial and self-directed, with the ability to work independently in the field with limited supervision.

• Highly organized and capable of managing a large prospect pipeline, follow-ups, and multiple account opportunities simultaneously.

• Comfortable using CRM systems and sales data to manage activity, prioritize opportunities, and measure results.

• Ability to identify opportunities rather than simply service existing business.

• Valid driver’s license, reliable transportation, and ability to travel throughout the assigned territory and visit multiple accounts per day.

• Availability Monday-Friday 9am-6pm during the hours key decision makers will be in the accounts

• Ability to cover approved business expenses, which will be reimbursed in accordance with company policy.

• Ability to obtain a solicitor’s permit if required.

• Must be 21 years of age or older.

• Bachelor’s degree or equivalent experience preferred.

• Bilingual candidates are encouraged to apply.

• Must be located within the assigned territory (Charleston, SC)

Contractor Requirements

• This is an independent contractor opportunity focused primarily on new business development, field sales, and market development.

• The contractor is responsible for managing their territory, developing and executing a prospecting strategy, generating new business, growing accounts, and achieving agreed-upon sales objectives.

• The contractor is expected to operate with a high degree of autonomy and take personal ownership of activity, pipeline development, territory coverage, and sales performance.

• This role is designed for an individual who is motivated by measurable sales performance and the opportunity to directly influence their success through business development.

Physical & Travel Requirements

• Ability to travel regularly throughout the assigned territory.

• Ability to drive to multiple customer accounts in a single day.

• Ability to stand for extended periods and work in retail environments.

• Ability to lift and carry products or materials weighing up to 35 lbs.

• Ability to ascend and descend stairs and navigate retail, warehouse, and distributor environments.

Reporting To: Regional Sales Manager

Location: Remote / Field-Based within Assigned Territory

Employment Type:Independent Contractor

Department:Conventional- East