Manager, Route Sales (RSM)

Description

The Mgr., Route Sales (RSM) is responsible for overseeing a team of Route Sales Representatives in an assigned market. This role is responsible for delivering revenue growth for the assigned market by: securing new customers, growing the base business, retaining existing customers, and executing pricing actions.  The RSM is responsible for the development and execution of annual business plan and budget. This role ensures Farmer Brothers Route Management Process is executed and that our customers receive great service.  This role has responsibility for managing company assets including commercial brewing equipment. The RSM drives adherence to food safety best practices and compliance to regulations. The RSM is responsible for managing costs to plan and growing operating income for the branch.

Responsibilities:

• Maintain direct relationships with key accounts within the assigned market.
• Develop a Key Account Plan for new customers, outlining a sales plan to grow the business.
• Develop ongoing Top 20 customers in the assigned market, frequent customer action plan and appointment schedule.
• Represent Farmer Brothers new product portfolios to gain business opportunities, develop price changes, and provide consumer incentives.
• Ensure execution of marketing calendar activity including new product launches and seasonal promotions.
• Drive customer retention, ensures the team provides consistent great service and quick issue resolution to our customers.
• Develop and respond to leads provided from the lead generation program, following the process from lead to close.
• Partner with Route Sales Representatives (RSR) through 2 route-rides per week to generate leads and gain new business.
• Coach and train RSRs around selling stories, reinforce our customer call process and product features.
• During customer visits the RSM will assist the RSR in up-selling customers and closing product distribution voids. Provide verbal and written feedback (via the Coaching Day form) to the RSR.
• Facilitate team meetings to discuss key activities for the upcoming week with the RSRs, review selling objectives, progress vs. plan and other Route KPIs.
• Maintain and implement delivery schedule for each route to ensure customers inventory and “no-sales” are minimized.
• Execute daily check-ins with the RSRs to ensure all planned stops were delivered, discuss any customer issues and provide updates on priorities.
• Provide escalation to resolve customer’s issues quickly and drive customer satisfaction.
• Adhere and govern compliance around company policies (e.g. Safety) and ensure required administrative duties (e.g. DOT compliance) are carried out in a timely manner.
• P & L oversight for assigned market and partner with leadership to manage expense budgets.
• Market Definition: Typically: ➢ Less than $6M in revenue ➢ One (1) market ➢ Less than 8 routes.

Qualifications

Education & Experience 

• Bachelor Degree preferred, High School graduate or GED required.
• 6 years of experience in Food & Beverage Sales, Consumer Product Sales, Coffee/Team or related customer service business-to-business field.
• Previous supervisory experience and/or demonstrated leadership skills.
• Possess a valid driver's license and a safe driving record.

Personal & Professional Skill Sets

• Willing to travel up to 10%.
• Must comply with State and Federal mandated requirements of controlled substances & alcohol testing.
• Must be knowledgeable about and understand current Department of Transportation regulations.
• Must be able to complete a successful DOT physical, including a clean driving record.
• Proficient in assessing customer needs.
• Must possess strong PC skills including spreadsheet and word processing software.
• Demonstrated ability to effectively interface with multi-functional groups/personnel within an organization.
• Well-developed interpersonal, communication and leadership skills.
• Ability to lift and carry products weighing up to 50 lbs.
• Gathers sufficient information from a variety of sources before making decisions.
• Uses sound business judgment.
• Strives for continuous improvement.
• Generates original, creative ideas to improve processes.
• Expresses ideas clearly and logically.

Equal Opportunity Employer/Veterans/Disabled