Description

The Sales Account Executive is responsible for identifying and securing profitable new business within an assigned geography and the integration of these accounts into the Farmer Brothers Direct Store Delivery (DSD) system. We are looking for individuals who are highly motivated with experience hunting, managing, and closing new businesses to join our fast-paced, high-energy sales team. To be successful in this role, you must have a passion for innovation and a growing interest in the coffee, tea and spices industry. This role leverages insights to customize the right beverage program to fit the customer’s needs. A successful Sales Account Executive can pursue, manage, and close new qualified business opportunities through the B2B Sales cycle.

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 (8-10) cold calls (introductory visits) each week, 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. 
• Experience with hunting for new sales
• Proficient in operating Windows and associated Microsoft Office applications, including MS Word, Excel, PowerPoint, etc. 

Personal & Professional Skillsets

• Results oriented closer with high execution & closing percentage. 
• Proven track record of consistent growth 
• Ability to identify customer needs and challenges and build relationships
• Solid territory management and market knowledge experience.
• Solid Networking, Prospecting and Sales Planning skills. 
• Solid Closing skills. 
• High energy, self starter that is resourceful and can work autonomously and manage time effectively
• Solid communication skills. 
• Meets deadlines, follows through on commitments. 
• Strives for continuous growth and improvement. 
• Generate original, creative ideas to improve processes. 
• Readily and frequently collaborates with others.