Farmer Brothers Company

  • Retail National Account Manager

    Job Locations US-TX-Northlake
    Job ID
  • Overview

    High visibility Consumer Packaged Goods position for a person who is looking to distinguish themselves with a world class manufacturer.  This highly interactive position will be responsible for representing Farmer Brothers and maximizing sales of Consumer Retail Branded Products in assigned accounts and geopgraphies.  Operating in the channels of Food, Drug and Mass, in a direct sales setting, this position will interact with leading U.S. retailers and distributors.  Requires frequent interaction with Farmer Brothers leadership as well as the ability to collaborate throughout the organization.  This role is for a candidate who has solid experience in Consumer Products Goods (retail) industry and is looking to make a statement and get ahead quickly.

    • Responsible for maximizing sales of the Farmer Brothers Retail Branded Products in assigned accounts and geographies.
    • Collaborates with the development of sales objectives, retailer / distributor strategies and trade marketing programs.
    • Manages, develops and maintains business relationships with existing and potential new retail customers to meet sales objectives.
    • Manages retailer trade promotion spending to ensure compliance with budget.
    • Collaborates with Farmer Brothers resources, is able to develop custom fact based selling presentations.
    • Collaborates internally as well as externally (customer) in the execution of day to day retailer programs and general account management.


    • Direct and control the sales of Farmer Brothers Retail products and expansion of customer base to achieve team and individual goals in a profitable manner.
    • Implement national sales strategies and programs for increasing sales, profits, and market penetration through regional and national customers.
    • Represent the company in a professional manner to customers, vendors, suppliers, and other business entities.
    • Identify and recommend opportunities for the sales organization that will drive sustainable growth.
    • Develop and present sales presentation tools to support and grow sales.
    • Monitor competitive and industry environment and trends.
    • Provide leadership to others through example and sharing of knowledge/skill.
    • Collaborate with the Branded Products Team and proactively problem-solve, to ensure that customer initiatives are being executed.
    • Ensure a high level of customer service is maintained in the Retail Branded Products team and responds to customer service is maintained in the Retail Branded Products team and responds to customer service issues.
    • Ensure information given to the customer and the retailer is complete and accurate.
    • Lead Farmer Brothers team resources in providing information for initial set-up to retailers and distributors.
    • Participate in various trade shows to support sales initiatives.
    • Create and analyze reporting as needed for sales initiatives.
    • Participate in sales planning projects.
    • May perform other duties as assigned.


    • Bachelor's degree and Retail Consumer Products experience required.
    • 7+ years of experience in Retail Consumer Products / Direct Account Sales with a track record of success. 
    • Industry knowledgeable with respect to product, channels and customers.
    • Understanding of various Retail Consumer Products supply chains.
    • Flexibility to travel at least 25% of the time, within the assigned geography, as necessary.
    • Able to work independently with little supervision.
    • Able to make decisions with high level of confidence.
    • Demonstrated ability to effectively interface and collaborate with multi‐functional groups/personnel within an organization.
    • Proficiency in computer skills including, but not limited to: Microsoft Office (ie. Word, PowerPoint, Excel), as well as internet research.
    • Basic Understanding of Category Management.
    • Ability to use data to present in a fact-based manner.
    • Well‐developed interpersonal, communication and leadership skills.
    • Fully supports and stands behind company annual operating plans.
    • Presents ideas effectively to individuals or groups.
    • Displays positive attitude toward new thinking and new ideas.
    • Monitors costs and profits.
    • Manages problems effectively and takes actions to prevent the same problem from recurring.
    • Looks for opportunities to improve the business and presents ideas with well thought out manner.
    • Influences others to align their performance to the vision and move towards the desired state.
    • Must possess strong written and verbal communication skills.
    • Excellent organization and time‐management skills a must.
    • Decision Making / Judgement.
    • Collaboration.
    • Strong Work Ethic.
    • Analysis.
    • Visonary Leadership.
    • Innovation, Creativity, Entrepreneurship.
    • Strategic and Conceptual Thinking. 


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