Senior Account Executive

POSITION SUMMARY:

The Senior Account Executive is responsible for growing sales in targeted markets by securing profitable new business, improving base (same store sales) business, and retaining current customers.

RESPONSIBILITIES:

1. Selling:

• Responsible for meeting sales and profit goals as assigned by sales management
• Call on new business within geographic territory to present the Farmer Brothers Programs.
• Build the sales pipeline required for the region to achieve the business plan. Manage new appointments per week to target.
• Acquire new business in the channels that Farmer Brothers has profiled as target markets.
• Plan and execute sales objectives for each account in concert with company-wide sales and profitability objectives
• Accountable to creating a mutually beneficial partnership with the customer.
• Maintain our Brand and programs by offering the correct solution for the given customer.
• Write proposals and develop acquisition strategies.
• Achieve targeted (8-10) new appointments per week.
• Schedule follow up appointments as needed to secure new business.
• Execute scheduled appointments and follow up on sales leads.
• Execute (8-10) cold calls (introductory visits) each week, around scheduled appointments (new and follow up sales calls)
• Improve close rates via leveraging best practices and the Farmer Brothers Way to Sell.
• Follow established process and procedures for setting up new accounts, submitting opening orders and ordering/installation of new equipment.
• Help the organization understand industry trends, growth opportunities and new product development opportunities by relaying partner and end user customer.
• Conduct product demonstrations.

2. Installing:

• Work with all departments in coordinating the paperwork, pricing, credit, equipment, install, marketing, and opening order.
• Ensure equipment is appropriate for volume and is operating up to specification.
• Work with local operations sales management team to coordinate a professional installation and integration into our route system.
• Coordinate and execute all new installs within geographic territory and provide training and support.

3. Key Account Management:

• Identify needs and opportunities at key accounts
• Build a Key Account business strategy at the beginning of the year and update quarterly.
• Maintain a quarterly business review cycle at key accounts---Meeting with the decision maker.
• Develop and grow relationships with the operators using Farmer Brothers programs.
• Present new items & new programs to all managed accounts.
  

3. Planning:

• Work with Business Development Manager to develop an effective sales plan for the territory.
• Execute planning & administrative duties as required (e.g. new customer set-up, territory plan updates, etc.).
• Submit weekly activity reports concerning new accounts gained, prospects, opportunities, challenges, cold-calls, performance to plan.
• Communicate competitive products, pricing and marketing strategies so management can create programs that are competitive in todays specialty coffee industry.
• Acquire new partner relationships to expand market coverage.
• Create and analyze reporting as needed for sales initiatives.
• May perform other duties as required.

EDUCATION & EXPERIENCE:

• Bachelors degree in Business, Marketing, or a related field, or equivalent combination of education and experience, required.
• 5 or more years of new business sales experience required.
• Previous experience in foodservice preferred.
• Experience with cold calling required.

PERSONAL & PROFESSIONAL SKILL SETS:

• Ability to quickly identify customer needs and challenges.
• Solid communication skills, proven ability to create a customized selling story
• Territory Management and Market Knowledge.
• Proven track record with consistent growth.
• Able to network, prospect and apply sales planning skills.
• Solid Identification of customer needs and challenges.
• Solid Territory Management and Market Knowledge.
• Solid Networking, Prospecting and Sales Planning skills.
• Proficient in operating Windows and associated Microsoft Office applications, including: MS Word, Excel, PowerPoint, etc.
• High energy, self starter that is resourceful and can work autonomously.
• Willing to relocate for future career opportunities.
• Meets deadlines, follows through on commitments.
• Strives for continuous growth and improvement.
• Generates original, creative ideas to improve processes.
• Ability to build effective relationships.
• Readily and frequently collaborates with others.
• Manages time effectively.

Equal Opportunity Employer / Veterans / Disabled