Sales Account Executive - Coffee & Beverage

At Farmer Brothers, our Sales Account Executive (Coffee & Beverage) is responsible for identifying and securing profitable new business within an assigned geography and the integration of these accounts into the Farmer Brothers DSD system. This role leverages insights to customize the right beverage program to fit the customer's needs.

Responsibilities

• Selling:

• Responsible for meeting sales and profit goals as assigned by sales management

• Call on new business within geographic territory to present the Farmer Brothers Programs.

• Build the sales pipeline required for the region to achieve the business plan. Manage new appointments per week to target.

• Acquire new business in the channels that Farmer Brothers has profiled as target markets.

• Plan and execute sales objectives for each account in concert with company-wide sales and profitability objectives

• Accountable to creating a mutually beneficial partnership with the customer.

• Maintain our Brand and programs by offering the correct solution for the given customer.

• Write proposals and develop acquisition strategies.

• Achieve targeted (8-10) new appointments per week.

• Schedule follow-up appointments as needed to secure new business.

• Execute scheduled appointments and follow up on sales leads.

• Execute 10 cold calls (introductory visits) each day, around scheduled appointments (new and follow up sales calls)

• Improve close rates via leveraging best practices and the Farmer Brothers Way to Sell.

• Follow established process and procedures for setting up new accounts, submitting opening orders and ordering/installation of new equipment.

• Help the organization understand industry trends, growth opportunities and new product development opportunities by relaying partner and end user customer.

• Conduct product demonstrations.

• Installing:

• Work with all departments in coordinating the paperwork, pricing, credit, equipment, installation, marketing, and opening order.

• Ensure equipment is appropriate for volume and is operating up to specification.

• Work with local operations sales management team to coordinate professional installation and integration into our route system.

• Coordinate and execute all new installations within geographic territory and provide training and support.

• Planning:

• Work with Business Development Manager to develop an effective sales plan for the territory.

• Execute planning & administrative duties as required (e.g., new customer set-up, territory plan updates, etc.).

• Submit weekly activity reports concerning new accounts gained, prospects, opportunities, challenges, cold-calls, performance to plan.

• Communicate competitive products, pricing, and marketing strategies so management can create programs that are competitive in today's specialty coffee industry.

• Acquire new partner relationships to expand market coverage.

• Create and analyze reporting as needed for sales initiatives.

Qualifications

Education & Experience

• Bachelor's degree in business, marketing, or a related field, or equivalent combination of education and experience, required.

• 3+ years of solid new business sales experience required.

• Previous experience in foodservice preferred.

• Proven successful negotiation experience required.

• Experience with cold calling required.

Personal & Professional Skillsets

• Results-oriented closer with high execution & closing percentage.

• Proven track record of consistent growth

• Solid Identification of customer needs and challenges.

• Solid Territory Management and Market Knowledge.

• Solid Networking, Prospecting and Sales Planning skills.

• Solid Closing skills.

• Proficient in operating Windows and associated Microsoft Office applications, including MS Word, Excel, PowerPoint, etc.

• High energy, self-starter that is resourceful and can work autonomously.

• Solid communication skills.

• Meets deadlines, follows through on commitments.

• Strives for continuous growth and improvement.

• Generate original, creative ideas to improve processes.

• Ability to build effective relationships.

• Readily and frequently collaborates with others.

• Able to manage time effectively.

Farmer Brothers is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind. Farmer Brothers is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Farmer Brothers are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Farmer Brothers will not tolerate discrimination or harassment based on any of these characteristics. We encourage applicants of all ages.