Farmer Brothers Company

Business Development Manager

Job ID
Sales - Channel


Farmer Brothers, a leading coffee roaster in the U.S., has an excellent opportunity to join our team as a Business Development Manager.  This role will identify and secure new customers, leveraging insights to customize the right beverage program to the customer's location.  He/She may also manage and develop a team of Business Development Representatives, charged with securing new business.  We are actively seeking individuals that can be promoted within our organization.  We provide sales training, tools, and compensation, benefits, and other incentives.


  • Develop and execute a plan to gain new business for the region.           

             * Ensure territory plans are in place, identifying potential new prospects. 

            * Build the sales pipeline required for the region to achieve the new business plan. Manage new appointments per week to target.

            * Work closely with Director - Channel Sales and Brand Ambassador, aligning on new business targets and attending new business meetings as needed. 

            * Schedule new business appointments and follow up calls. 

  • Conduct new business sales presentations and secure new customers

        (60%) of time allocation)


                * Lead and/or participate on (8-10) scheduled appointments, each week and follow up on sales leads. 

                * Improve close rates via leveraging best practives and the Farmer Brothers Way to Sell. 

                * Direct Brand Ambassador team activity. 

                * Conduct product demonstations. 

                * Achieve new business sales plan.           

  • Execute required follow up for successful new customer installation and commucate sales status from sales pipeline to close. 

                * Ensure great communication to the customer and Farmer Brothers operations team. 

                * Provide weekly updates on sales status and new business wins. 

                * Execute planning and administrative dutes as required (e.g. new customer set-up, territory plan updates, etc.)              



  • B.A./B.S. degree
  • Solid communication skills, proven avility to create a customized selling story. 
  • Ideally 5-10 years of new business sales. 
  • Previous experience managing sales teams preferred. 
  • Previous experience in food service preferred. 
  • Proficient in operating Windows and associated Microsoft Office application, including:  MS Word, Excel, PowerPoint, etc.
  • High energy, self-starter that is resourceful and can work autonomously.
  • Capable of being promoted within 12-24 months. 
  • 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. 


Sorry the Share function is not working properly at this moment. Please refresh the page and try again later.
Share this job on your newsfeed