Farmer Brothers Company

Business Development Rep (BDR)

Job ID


Farmer Brothers has an excellent opportunity for a Business Development Representative.  As a Business Development Representative you are responsible for developing new business, making brand building strategies and identifying potential market segments. You are also in charge of generating revenue through new account development and key account management. You will be required to provide excellent customer service to existing and new customers to increase sales as well as developing business through new sales opportunities within your target channel to increase brand image, profit and customer spend.  Your focus will be on attaining new business and creating long-term value for Farmer Brothers from customers, markets, and relationships within the relevant channel.


  • Identifies trendsetter ideas by researching industry and related events, publications, and announcements.
  • Locates or proposes potential business deals by contacting potential partners; discovers and explores opportunities for growth.
  • Screens potential business deals by analyzing market strategies, deal requirements, potential, and financials; evaluates options; resolves internal priorities; recommends equity investments.
  • Develops negotiating strategies and positions by studying integration of new venture with company strategies and operations; examines risks and potentials; estimates partners' needs and goals.
  • Closes new business deals by coordinating requirements; develops and negotiates contracts; integrates contract requirements with business operations, procurement, and other HQ guidelines.
  • Enhances organization reputation by accepting ownership for accomplishing new and different requests and exploring opportunities to add value to job accomplishments.
  • Works in a team and is responsible for achieving the channel’s sales targets.
  • Formulates marketing strategies and is responsible for implementing them.
  • Responsible for forecasting and demand planning in the channel.
  • Develops and presents relevant business proposals.
  • Keeps track of market intelligence in the industry with respect to market development, projects, competitive activity, customers etc.
  • Meets and maintains relations with key customers.
  • Provides necessary training to the sales team and others as required.
  • Enhances organizational effectiveness through implementing and executing marketing strategies.
  • Consistently tracks the development of such strategies in order to achieve organizational goals and objectives.
  • Protects organization's value by keeping information confidential.
  • Updates job knowledge by participating in educational opportunities; reads professional publications; maintains personal networks; participates in professional organizations.
  • Able to travel as needed (3-4 days per week) to engage with customers, develop business, attend industry conferences.


  • Bachelor’s degree and/or 6 + years of experience in sales, new business development and customer management.
  • Demonstrated written and verbal communications.
  • Preferred experience with Coffee and Tea.
  • Food and Beverage experience.
  • Experience interacting with national or key accounts preferred.
  • Experience working with customers in relevant channel preferred
  • Finance, pricing and analytics skills and experience.
  • Project management experience a plus.
  • Proficiency in computer skills including, but not limited to: Microsoft Office (i.e. Word, PowerPoint, Excel), as well as internet research.


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