Area Sales Manager

The Area Sales Manager (ASM) is responsible for overseeing a route sales team for an assigned area covering one or more markets. This would include leading 8 or more Route Sales Reps (RSRs) and assigned Route Sales Managers (RSMs) within the area. This role is responsible for delivering revenue growth for the area by: securing new customers, growing the base business, retaining existing customers, and executing pricing actions. The ASM 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 ASM drives adherence to food safety best practices and compliance to regulations. The ASM is responsible for managing costs to plan and growing operating income for the assigned area.

The ASM will head the Spokane and Yakima branches with regular travel required between both locations.

Responsibilities:

• Retain and grow our business with existing customers. The ASM is responsible for maintaining direct relationships with key accounts within the area. The ASM will ensure that a Key Account Plan is developed for these customers, outlining how we will grow the business. A customer call frequency (e.g. monthly, quarterly) will be developed and executed by the ASM for the Top 20 customers within the area. At these customer calls, the ASM will present new business opportunities, any price changes, and provide business updates (e.g. sales growth vs. PY). The ASM ensures execution of marketing calendar activity including new product launches and seasonal promotions. To drive customer retention, The ASM ensures we provide consistent great service and quick issue resolution to our customers.
• Gain new customers. The ASM is responsible for identifying potential new customers within his/her service area. The ASM will develop and maintain a prospect list of potential new customers and target 1 day each week on securing new business. The ASM will act on any leads provided from the lead generation program, following the process from lead to close. The ASM will ensure the RSRs and RSMs are securing leads and gaining new business.
• Coach and train Route Sales Representatives and Route Sales Managers. The ASM is responsible for executing minimum 1 route-ride per week. While on these coaching days, the RSM will reinforce our customer call process (The Farmer Brothers Way to Sell), and ensure our customers receive great service. During these customer visits the ASM will assist the RSRs in upselling customers and closing product distribution voids. At the end of the coaching day, the RSM will provide verbal and written feedback (via the Coaching Day form) to the RSR. The ASM will plan to be in each of his/her assigned markets once per month, providing coaching to assigned RSMs and reviewing market execution.
• Planning and administration. Each week, the ASM will prepare and lead a meeting to discuss key activities for the upcoming week with the RSRs, review selling objectives, progress vs. plan, and other Route KPIs. The ASM is responsible for implementing and maintaining a delivery schedule for each route to ensure customers are in-stock and “no-sales” are minimized. The ASM will execute daily check-ins with assigned RSRs to ensure all planned stops were delivered, discuss any customer issues, and provide updates on priorities. The ASM will follow up with customers as needed to resolve issues quickly and drive customer satisfaction. The ASM will ensure compliance to company policies (e.g. Safety) and ensure required administrative duties (e.g. DOT compliance) are carried out in a timely manner.
• Have P&L oversight and responsibilities for assigned market and manage to the assigned expense budget.
• Scope Definition: Typically:

• More than $6M in revenue ➢ More than one (1) market ➢ If have more than 8 routes, the ASM will be supported by a RSM

Qualifications

Education & Experience:

• Bachelor’s degree and/or 8 years of related experience
• Coffee and/or beverage experience a plus
• Project Management experience a plus
• Lean/Continuous improvement experience a plus
• Successful experience in training and development of managers in a multi-unit environment

Personal & Professional Skill Sets:

• Willingness to travel up to 4 days per week
• Demonstrated written and verbal communications skills
• Demonstrated knowledge with Finance, Pricing, and Analysis
• Proficiency in computer skills including, but not limited to: Microsoft Office (i.e., Word, Outlook, PowerPoint, Excel), current business software, and internet research
• Strong track-record of effectively leading teams to obtain desired business results
• Must possess strong work ethic, ability to work flexible hours, and be available via email and cell phone after normal working hours
• Experience and comfort in leading change management
• Ability to multi-task, manage multiple branches and establish priorities
• Ability, on a consistent basis, to work within the appropriate level of independence.
• Strong analytical skills
• Goal focused
• Excellent planning and organization skills
• Self-motivated
• Detail oriented
• Excellent interpersonal skills
• Proven decision maker
• Experienced problem solver/conflict resolver

Equal Opportunity Employer/Veterans/Disabled

Job Type: Full-time

Pay: From $70,000.00 per year

Benefits:

• 401(k) matching
• Dental insurance
• Employee assistance program
• Employee discount
• Employee stock purchase plan
• Health insurance
• Paid time off
• Parental leave
• Vision insurance
• Work from home

Schedule:

• Monday to Friday
• Weekend availability

Supplemental Pay:

• Bonus pay
• Commission pay

Education:

• Bachelor's (Preferred)

Experience:

• Sales management: 8 years (Preferred)

License/Certification:

• Driver's License (Preferred)

Willingness to travel:

• 75% (Required)

Work Location: On the road