Regional Sales Manager - West Region

Worker Type:

Job Description:

Do you want to be an “Intelli?”   We do business differently to forge new paths in specialty coffee.  We are pioneers in the direct trade model for buying coffee and creating coffee partnerships all over the world.  We’re passionate about coffee, and that means we pay a bit more for coffee in order to buy direct and create long-term, collaborative relationships with our producers that grow exceptional coffee.

The Regional Sales Manager - West Region is responsible for the total Sales Region performance. The RSM leads the regional team to qualify and develop current and prospective wholesale customers across a variety of business channels. The position requires strong leadership, sales and business acumen with a broad understanding of the F&B industry (coffee & tea experience and passion preferred).

Position is based in the Los Angeles, CA area.

Duties & Responsibilities:

• Responsible for the overall profitable growth and development of the assigned sales region and accounts within the assigned sales region.

• Regularly conduct sales prospecting and lead management activities within the assigned territory to identify and qualify new business opportunities within coffee shops, hotels, multi-unit restaurants, B&I/Offices, and College & University accounts across the sales region.

• Provide consultation for new wholesale/foodservice customers, including recommendations for appropriate beverage equipment and menu with confidence and expertise. 

• Identify new growth opportunities within assigned sales regions and maintain profitability. 

• Work directly with key decision makers in multi-unit and regional accounts (prospects and current customers) 

• Direct line management of Business Development Managers (BDM) within the sales region and ensure full delivery of BDM KPI’s 

• Lead interviewing process for new BDM hires, training new hires, and assist with the development of local team

• Proactively participate within the Sales Leadership Team to shape the sales strategy and effectively lead the Sales Region Team. 

• Collaborate and leverage the full Intelligentsia team across the roasting works, wholesale training lab, tech services, and sales offices. 

• Lead with a positive attitude and support company and sales strategy 

• Understand and execute regional goals 

• Accountable for Regional Sales Office(s) condition and rental contract support. 

• Monitor total sales region performance and align teams to deliver regional growth (address declines, rally team around large opportunities) 

• Ensure regional sales support is in place for local distribution and/or broker partnerships (including sales meetings and periodic joint sales calls). 

• Qualify all incoming sales leads for wholesale coffee, tea, and related merchandise. 

• Effectively utilize team support across Finance, Marketing, Operations, Technical Service, and Training to service customers. 

• Demonstrate full use of Intelligentsia's sales process, sales methodology, and CRM tools to conduct daily business activities. 

• Provide regular inputs for sales pipeline reports and sales forecasting, and work with management to execute sales strategy for the territory. 

• Increase sales in existing businesses by presenting additional product lines and new opportunities for increased consumption. 

• Report monthly on sales region performance vs. goals and action plans

Job Requirements

Education and/or Experience:

Bachelor’s degree plus a minimum of 2-4 years of F&B sales experience as an individual contributor required. Experience in the specialty coffee industry and/or food service or hospitality industry is highly preferred.

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Knowledge of the geography of the designated territory and business channels preferred. 

• Strong negotiation skills. 

• Experience with MS Excel/Word 

• Ability to manage time and schedule effectively for self and coach direct reports. 

• Familiar with sales prospecting methods and tools, including cold calling, presentations, drafting proposals, networking, etc. 

• A flexible schedule to include periodic travel, weekends, participation in events, and after-hours work. 

• Excellent interpersonal and customer service skills and a strong desire to nurture new wholesale customers. 

• Strong communication skills and the ability to effectively communicate Intelligentsia's mission and core values. 

• Basic technical aptitude and a desire to learn about various coffee equipment. 

• Access to personal vehicle with valid driver's license and clean driving record. (Mileage reimbursement provided)

• Desire to be part of an industry-leading team of educators, customer support staff, and baristas. 

• Experience with marketing lead generation programs, business promotions, and marketing initiatives. 

• Experience recording customer and sales pipeline information into a CRM system. Knowledge of CRM as an individual contributor is preferred. 

• Familiarity with social media tools (such as Facebook, Twitter, and Instagram) and online direct marketing a plus. 

• Up to 20% out-of-office overnight travel. Regular local travel by car/train within their assigned territory to conduct sales meetings, presentations, reviews, and other interactions with prospective and current wholesale coffee customers. 

Language Skills

• Ability to read and speak English proficiently

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• While performing the duties of this job, the employee is regularly required to see, talk and hear. 

• The employee frequently is required to stand, walk, sit; use hands to handle or feel; reach with hands and arms; and stoop, kneel, or crouch. 

• The employee must occasionally lift and/or move up to 50 pounds. 

• At times, may require more than 40 hours per week to perform the essential duties of the position. 

• Fine hand manipulation (keyboarding and register).

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

• Office and warehouse environments.  Not climate controlled.

• The noise level in the work environment is moderate to loud

Benefits

• Medical, dental and vision insurance

• Company-paid long & short-term disability and life insurance

• Paid vacation and sick time

• Monthly cell phone allowance

• 401(k) eligible after 90 days of employment and a company match after one year

• 8 Paid holidays per year

• Commuter benefits

• Free bag of coffee each week with a discount on other items

• Employee Assistance Program

Compensation

• $80,000 - $100,000 annual base pay

• This position participates in the Sales Commission Program with a target monthly commission of $3,000.  Commission is not a guaranteed component of compensation and can be higher or lower dependent upon the employee's monthly sales results.

Intelligentsia Coffee, Inc is an equal opportunity employer of all qualified individuals.

We are committed to creating a diverse and welcoming workplace that includes individuals with diverse backgrounds and experiences. We believe that enables us to better meet our mission and values while serving guests throughout our communities. People of color, women, LGBTQIA+, veterans, and persons with disabilities are encouraged to apply.

Qualified applicants with criminal histories will be considered for employment in a manner consistent with all federal state and local ordinances.

Intelligentsia is committed to offering reasonable accommodations to job applicants with disabilities. If you need assistance or an accommodation due to a disability, please contact us via email at pc@intelligentsiacoffee.com