Territory: Northeast Territory; Virginia, West Virginia, Washington DC, Maryland, Delaware, New Jersey, Pennsylvania, New York, Connecticut, Rhode Island, Massachusetts, New Hampshire, Vermont, Maine
Before You Read Further…
If you understand the difference between a sales hunter and a sales farmer, keep reading.
If you don’t—you probably won’t enjoy this role.
The Role (Real Talk Version)
This is not a desk job.
This is not an account management role.
This is a go find the business, win the account, and open the door role.
The Market Development Manager (MDM) is responsible for getting Don Abram Harris Cigars into new retail locations—period.
You will spend the majority of your time in the field, face-to-face with cigar shops, lounges, and decision-makers—building relationships from scratch and turning conversations into first orders.
If you’re wired to compete, face challenges head-on, and win with confidence—this role was built for you.
What You’ll Be Doing
- Prospecting and identifying new cigar lounges and retail accounts
- Walking into stores and initiating conversations with decision-makers
- Presenting the brand, product line, and retail value proposition
- Securing first orders and opening new accounts
- Managing follow-ups, sampling, and onboarding new partners
- Logging activity in CRM (we’ll teach you—what matters is that you use it)
- Partnering with Customer Success Managers to transition accounts post-sale
- Representing the brand at events, activations, and in-store promotions
What Success Looks Like
- Consistent new account acquisition
- Strong first-order close rates
- A clean and active pipeline
- Smooth, professional account handoffs
- First accounts closed within the first 30 days
Your First 90 Days
Days 1–7
- Learn the product line, brand story, and positioning
- Understand your territory and target accounts
- Participate in ride-alongs and one-on-one field training with leadership
- Begin store visits and initial conversations immediately
Days 8–30
- Begin full independent prospecting and store visits
- Build pipeline and actively present to retailers
- Close your first accounts
Days 31–90
- Establish a consistent rhythm of account acquisition
- Build strong territory presence
- Deliver repeatable, measurable results
Leadership & Support
- Monthly one-on-one meetings with sales leadership (in-person or virtual)
- Regular ride-alongs (at least quarterly) for coaching and development
- Ongoing support focused on improving performance and results
Who You Are
- Confident—you don’t need all the answers, but you step into every conversation like you belong there
- Competitive—you play to win
- A true hunter—you create opportunities instead of waiting for them
- Resilient—you face challenges head-on and don’t back down from rejection
- Disciplined—you follow up when others don’t
- Goal-oriented—you have personal and professional targets you take seriously
- Humble enough to learn, confident enough to lead
- Invested in your craft—you actively develop your sales skills and knowledge
- You don’t default to discounting—you know how to sell value
What This Role Requires
- The majority of your time will be spent in the field, face-to-face with retailers
- Regular travel within your assigned territory
- Occasional travel for company events, trade shows, and activations
- Periodic in-person meetings with leadership and team members
Territory Residency Requirement
This is a field-based role covering a defined geographic territory.
Candidates must currently reside within the assigned territory at the time of application.
Due to the nature of this role and the need for consistent, in-person engagement with retail partners, candidates who do not live within the territory will not be considered.
Primary Market Focus
This territory includes Virginia, West Virginia, Washington DC, Maryland, Delaware, New Jersey, Pennsylvania, New York, Connecticut, Rhode Island, Massachusetts, New Hampshire, Vermont, Maine, with current growth efforts heavily focused in Washington DC, New York, and Pennsylvania.
Candidates based in these markets are strongly preferred due to the immediate opportunity for impact and growth.
What We Provide
We remove the friction so you can focus on what matters—selling.
- Company-issued polos and branded apparel
- Company phone and iPad
- Company vehicle (for business use)
- Fuel and mileage covered for business travel
- Product samples and sales tools
👉 Your job is simple: get out there, build relationships, and close business.
Qualifications
- Experience in outside sales, B2B sales, or territory development preferred
- Experience in cigars, tobacco, beverage, or premium/luxury goods is a plus
- Valid driver’s license and reliable transportation
(We will train you on our systems and process. What matters most is your ability to sell and build relationships.)
Compensation
- Base / draw + commission
- Performance-based incentives
- Uncapped earning potential — your income is directly tied to your performance
- Mileage and travel support
Interview Process
We keep our hiring process intentional and personal:
- Phone Interview – Initial conversation and fit assessment
- In-Person Interview – Conducted within your territory or nearby location
- Final Step – Invitation to our corporate office for onboarding and product training
Who This Is NOT For
- Someone who lacks confidence in face-to-face conversations
- Someone who waits for leads instead of creating them
- Someone uncomfortable starting conversations with strangers
- Someone who avoids challenges or takes rejection personally
- Someone who relies on discounting instead of selling value
- Someone who needs constant direction to stay productive