Farmer Brothers Company

Business Development Rep (BDR)

Job ID
Sales - Channel


This Business Development Representative (BDR) is responsible for growing sales and profitability for an assigned group of customers and securing profitable new business within an assigned group of customers and securing profitable new business within an assigned geography.  The BDR role will focus within a specific channel of business (e.g. convenience stores), developing a strong understanding of customer needs within the channel and how Farmer Brothers can provide solutions to meet those needs.   



  • Secure new customers: (50%-75% of time allocation)

            -  Develop a territory plan to acquire new customers.

            -  Understand customer objectives, challenges, and opportunities to improve. 

            -  Develop sales pipeline and achieve targeted appointments per month. 

            -  Communicate status from pipeline to proposed to pending to close. 

            -  Achieve new business sales plan. 


  • Drive profitable growth and retain existing customers: (25% - 50% of time allocation)

                -  Develop a key account plan to identify and prioritize category selling opportunities.

            -  Execute the channel marketing calendar.

            -  Execute customer contact plan, build relationships with key decision makers 

            -  Communicate status on selling initiatives and pricing actions.

            -  Achieve base business sales plan. 

            -  High energy, self-starter ability to work independently.

            -  Willing to relocate for future career opportunities. 

            -  Works well with others, willingness to share best practices with team members. 


  • 2 years of new business sales experience, up to 5-6 years of total sales experience. 
  • Previous consumer goods experience and knowledge of assigned channel preferred. 
  • B.A./B.S. degree Required. 


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