What are the responsibilities and job description for the Director of Wholesale & Business Development position at JOE COFFEE?
Director of Wholesale & Business Development
Reports to: Founder/CEO
Direct Reports: Account Executives
Key Relationships
Internal:
All members of the leadership team, roastery production, sales, equipment service, and training and education
External:
Clients in major channels, foodservice management company operators, distributors
Job Summary
The Wholesale and Business Development team at Joe Coffee drives new sales in traditional channels, while developing strategic business opportunities in new channels, through strategic partnerships, distribution relationships, and non-conventional opportunities. The Head of Business Development will develop and execute a strategic plan for wholesale and e-commerce business lines, manage a sales team against that plan, and develop key strategic business relationships and partnerships. You will be responsible for traditional sales pipelines from prospect to close, but should be able navigate the distinct but overlapping nuances between traditional sales and business development. This role will focus on direct sales and more complex sectors, like Corporate Clients, Colleges & Universities, Hotels & Lodging, Airports, Grocery / Retailers, Recreation, and e-commerce. This role will be focused on healthy but aggressive growth, to establish a wholesale business at Joe Coffee that is equal in size to our core retail cafe business.
Key Responsibilities
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Develop and execute a 5-year strategic Wholesale and Business Development plan to achieve certain growth and channel objectives; Joe Coffee has experienced tremendous organic growth, along with aggressive strategic growth.
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Collaborate with company leadership to create and execute an annual budget, which will be used to set concrete individual sales and financial targets for each team member, and manage P&L performance.
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Recruit, hire, train, and develop new Account Executives and future Key Account Managers on the sales team; facilitate performance reviews and implement performance management processes for members of the sales team.
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Ensure that the sales strategies and daily efforts are consistent with the overall 5-year strategic plan, as well as annual strategies and budgets for Joe Coffee.
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Design and architect product pricing strategies that support and maintain budget goals in a dynamic, complex, and ever-changing macroeconomic environment for coffee.
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Develop, measure, and manage KPIs for sales channels Wholesale/Business Partnerships business.
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Work cross-functionally with other departments and forge respectful, trusting, inclusive, and collaborative relationships.
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Help identify key strategic programs that need to be developed to help drive significant business growth for Wholesale and Business Development.
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Negotiate pricing, terms, and contracts with major service and distribution partners that create a win/win for all parties.
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Host a dynamic range of professional meetings in a variety of formats, including high-level pitches, presentations, business reviews, and social connections.
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Facilitate regular key account business reviews for major accounts.
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Build strong and enduring industry relationships via associations, networks, conferences, and events.
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Demonstrate a strong passion for hospitality and specialty coffee while incorporating the Joe Coffee values of curiosity, community, commitment, and craft.
*This job description is intended to be directional, not exhaustive, and may not be a complete accounting of tasks and responsibilities.
Qualifications:
Relevant Skills, Knowledge & Ability
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Minimum 5 years experience leading growth-oriented sales teams / organizations
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Preferred 5 years Specialty Coffee experience; knowledge of specialty coffee required
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Proven experience developing and executing multi-million dollar growth budgets, including financial modeling, forecasting, and P&L management
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Strong strategic planning and execution skills; proven ability to execute a multi-year strategic plan
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Excellent and dynamic communication, relationship-building, and leadership skills; strong emotional intelligence
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Excellent professional skills, including planning and organization, problem-solving, negotiation, contract development, and conflict resolution
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A self-starter who can balance independent work with an ability to be inclusive and collaborative
Other Requirements
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English language proficiency
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Proficiency with business and sales management software and programs (ie: Microsoft, Google Suite, Adobe, Salesforce CRM, Shopify, etc)
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Occasional travel may be necessary for trade shows, pitches, account management, and professional opportunities
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Ability to work outside of normal business hours
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Passion for hospitality
Salary : $100,000 - $125,000