Farmer Brothers Company

  • Business Development Manager

    Job Locations US-CA-San Francisco
    Job ID
  • Overview

    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. They will also manage and develop a team of Sales Ambassadors charged with securing new business. We are actively seeking individuals that can excel and be promoted within our organization. We provide sales training, tools, and resources for our sales team to be successful in addition to competitive compensation, benefits, and other incentives.


    • Provide strong leadership and guidance to motivate assigned Sales Ambassadors.
    • Provide training and mentor the Sales Ambassadors to ensure the team has the best possible tools and direction to succeed. Ensure that the team is given clear direction and objectives.
    • Ensure territory plans are in place, identifying potential new prospects.
    • Build the sales pipeline required for the region to achieve the business plan.
    • Manage new appointments per week to target.
    • Work closely with the Channel Sales team, Sales Ambassadors, and Field Operations teams to align on new business targets and attend new business meetings as needed.
    • Schedule new business appointments and follow up calls.
    • Lead and/or participate on (8-10) scheduled appointments, each week and follow up on sales leads.
    • Improve close rates via leveraging best practices and the Farmer Brothers Way to Sell.
    • Direct Sales Ambassador team activity.
    • Conduct product demonstrations.
    • Ensure great communication to the customer and Farmer Brothers operations team.
    • Provide weekly updates on sales status and new business wins.
    • Execute planning & administrative duties as required (e.g. new customer set-up, territory plan updates, etc.).
    • Help the organization understand industry trends, growth opportunities and new product development opportunities be relaying partner and end user customer. 
    • Acquire new partner relationships to expand market coverage and drive results. 


    • B.A./B.S. degree.

    • Solid communication skills, proven ability to create a customized selling story.

    • Ideally 5-10 years of new business sales.

    • Previous experience managing sales teams preferred.

    • Previous experience in foodservice preferred.

    • Proven track record with consistent growth. 
    • Solid Identification of customer needs and challenges. 
    • Solid Territory Management and Market Knowledge. 
    • Solid Networking, Prospecting and Sales Planning skills. 
    • Solid Closing 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.

    • 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.


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