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Small Format Sales Representative information

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$23K

$76.7K

$141.5K

How much do small format sales representative jobs pay per year?

As of Jun 5, 2026, the average yearly pay for small format sales representative in the United States is $76,681.00, according to ZipRecruiter salary data. Most workers in this role earn between $53,500.00 and $93,000.00 per year, depending on experience, location, and employer.

What are the key skills and qualifications needed to thrive as a Small Format Sales Representative, and why are they important?

To excel as a Small Format Sales Representative, you need strong sales acumen, knowledge of merchandising, and preferably experience in retail or consumer packaged goods. Familiarity with CRM systems, handheld ordering devices, and planogram software is typically required. Outstanding interpersonal skills, negotiation abilities, and self-motivation set top performers apart in this role. These skills ensure effective relationship-building with store managers, maximize product visibility, and drive sales growth in competitive retail environments.

What are some common challenges faced by Small Format Sales Representatives when managing multiple accounts?

Small Format Sales Representatives often juggle a high volume of accounts, including convenience stores, small groceries, and independent retailers. One common challenge is ensuring consistent product visibility and replenishment across diverse locations with varying needs and limited shelf space. Effective time management, strong organizational skills, and the ability to quickly build relationships with store managers are essential to overcome these challenges. Additionally, adapting to each account's unique requirements while meeting sales targets can be demanding but also offers valuable experience in account management and negotiation.

What are Small Format Sales Representatives?

Small Format Sales Representatives are sales professionals who specialize in selling products to smaller retail outlets such as convenience stores, small groceries, drugstores, and gas stations. Their main responsibilities include maintaining relationships with store owners, ensuring product availability and visibility, negotiating shelf space, and executing promotional activities. They often travel within a specific territory to visit multiple clients, monitor inventory levels, and identify new business opportunities. The role requires strong interpersonal skills, product knowledge, and the ability to work independently to meet sales targets.

What is the difference between Small Format Sales Representative vs Outside Sales Representative?

AspectSmall Format Sales RepresentativeOutside Sales Representative
CredentialsHigh school diploma or equivalent; sales experience often preferredHigh school diploma or equivalent; sales experience often preferred
Work EnvironmentIndoor, retail or client locations, often in small stores or showroomsOutdoor, traveling to client sites, often in various locations
Industry UsageCommon in retail, consumer goods, and small-format sales channelsCommon in B2B sales, industrial, and larger client accounts

The Small Format Sales Representative typically works indoors, focusing on small retail outlets or showrooms, while the Outside Sales Representative travels to client locations, often in different regions. Both roles require similar credentials and are used across various industries, but they differ mainly in work environment and sales approach.

More about Small Format Sales Representative jobs
What job categories do people searching Small Format Sales Representative jobs look for? The top searched job categories for Small Format Sales Representative jobs are:
Small Format Sales Representative jobs near you
Infographic showing various Small Format Sales Representative job openings in the United States as of May 2026, with employment types broken down into 3% As Needed, 22% Full Time, 64% Part Time, 3% Temporary, and 8% Contract. Highlights an 82% Physical, 2% Hybrid, and 16% Remote job distribution, with an average salary of $76,681 per year, or $36.9 per hour.
Sales Rep - Convenience / Gas / Small Format

Sales Rep - Convenience / Gas / Small Format

PepsiCo Beverages North America

Canton, MA

Full-time

Medical, Dental, Vision, Retirement, PTO

Posted 9 days ago

PepsiCo rating

7.5

Company rating: 7.5 out of 10

Based on 841 frontline employees who took The Breakroom Quiz

126th of 380 rated food and drinks producers

Job description

Working days are Monday through Friday, weekends off
Great Pay. Great Benefits. Growth Opportunities.

Target Pay of (insert Target Pay)

  • Benefits -- Medical, vision and dental
  • Company-provided retirement benefits
  • Paid time off
  • World class training and growth opportunities

Are you ready to join a winning team? Pepsi Beverages North America (PBNA) is PepsiCo's beverage manufacturing, sales, and distribution operating unit. Now is the time to explore the opportunities of PBNA: what makes you unique makes us better. Small Format Sales Representatives play a key role in the success of our business by generating sales and delivering exceptional customer service. Together we perform with purpose!


What's different about Sales Representative positions at PBNA?

  • Great benefits, pay, and incentives
  • Exceptional brand recognition and industry-leading technology to make your job easier
  • Stability -- We are a Fortune 50 company that continues to grow
  • Task variety -- No two days are the same as you support a wide range of customers
  • Fast-paced environment where you can work independently
  • Robust and successful employee development program -- We like to promote from within!
  • Size and depth of Pepsi portfolio is what separates us from the competition
  • A great culture with a family atmosphere
  • Mileage reimbursement

Here is what it's like to be a Small Format Sales Representative with PBNA:

CLICK HERE to view our Sales Realistic Job Preview Video


Here's a bit more about what your job will be. Day to day you will:

  • Be the primary store-level salesperson and key point of contact to small format accounts like convenience and gas stores, small grocery stores, drug stores, restaurants, etc.
  • Generate sales by identifying opportunities, conducting business reviews, communicating with customers, and providing exceptional customer service
  • Rotate and stock products on shelves and displays, in coolers, vending equipment, and customers' backrooms
  • Prioritize and execute daily tasks while servicing up to 100 accounts throughout the week
  • Get regular feedback for improvement via key metrics.
  • Collaborate with cross-functional Pepsi partners to meet customer needs
  • Learn new technologies, products, and selling skills to grow the accounts and create efficiencies
  • Build displays, set up promotional materials and get a workout by lifting, loading, pushing, and pulling cases ranging from 20-45 lbs. Position requires standing, walking, reaching, and squatting while merchandising product.
  • Support Pepsi's strong safety culture by adhering all safety standards and procedures
  • Work across a wide variety of weather conditions

What PepsiCo employees say

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About PepsiCo

Sourced by ZipRecruiter

PepsiCo products are enjoyed by consumers more than one billion times a day in more than 200 countries and territories around the world. PepsiCo generated $86 billion in net revenue in 2022, driven by a complementary beverage and convenient foods portfolio that includes Lay's, Doritos, Cheetos, Gatorade, Pepsi-Cola, Mountain Dew, Quaker, and SodaStream. PepsiCo's product portfolio includes a wide range of enjoyable foods and beverages, including many iconic brands that generate more than $1 billion each in estimated annual retail sales.

Industry

Food and drink manufacturing

Company size

10,000+ Employees

Headquarters location

Purchase, NY, US

Year founded

1965

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