Field Sales and Delivery Representative — Coffee Programs

Your mission

Grow a beverage territory by pairing outstanding service with smart selling. You’ll make sure every customer is stocked and supported, while expanding product categories, optimizing pricing, and protecting retention—stop by stop.

Picture this

You arrive for a scheduled service, quickly spot a core product that’s missing from the set, and recommend it to close the distribution gap. After a swift equipment check and a CQC (Cup Quality Check), you recap the services you provided and introduce a seasonal promotion—helping your customer boost their beverage sales and your route’s Revenue per Stop.

Outcomes you’ll drive

• Hit the assigned revenue plan by adding new customers, broadening category penetration with current accounts, executing pricing actions, and retaining existing business.
• Increase Revenue per Stop by closing distribution voids, running seasonal and LTO promotions, applying pricing updates, and ensuring beverage stations meet standards.
• Deliver consistent, scheduled service and product to all accounts.
  
  

Key actions

• Deliver, replenish, and rotate coffee, tea, and related items at each visit.
• Keep equipment clean and operating; complete a minimum of one CQC daily.
• Make at least 1 prospecting call per day (5 weekly) and secure a minimum of 2 new qualifying accounts per quarter (8 annually).
• Use “The Farmer Brothers Way to Sell” to summarize services and present business-building initiatives.
• Resolve customer concerns promptly or escalate to ensure satisfaction.
• Handle daily route administration: invoices, inventory, and collections.
• Engage in regional and company promotions.
  
  

When & how you work

Monday – Friday, 6:30 am – 4:00 pm. Must have a valid driver’s license and be able to successfully complete a DOT physical.

Qualifications

• High school diploma or equivalent.
• 2 years of B2B route delivery or similar field-based customer service/sales experience.
• Foodservice background preferred.
• Clean driving record; maintain eligibility for DOT Medical Card.
  
  

Competencies

• Mechanical aptitude with company hardware/software tools.
• Able to lift/carry up to 50 lbs.
• Excellent needs assessment, active listening, and communication.
• Proactive, opportunity-focused mindset; strong business judgment.
• Relationship builder who can work independently and stay accountable.
  
  

Technical & sales fluency

• DOT Medical Card
• Driver's License
• Retail Sales
• Customer Service
• Territory Sales
• Business-to-Business (B2B)
• Outside Sales
• Inside Sales