Farmer Brothers Company

  • District Sales Assoc.

    Job Locations US-TX-ODESSA
    Job ID
    2018-2181
    Category
    Operations
  • Overview

    Farmer Brothers has an excellent opportunity for a District Sales Associate. This role is responsible for driving revenue growth for the assigned geography by: securing new customers; growing the base business; retaining existing customers; and executing pricing actions. This role ensures Farmer Brothers Route Management Process is executed and that our customers receive phenomenal service. May perform other duties as assigned including assisting in warehouse operations, accounts receivable collections, and customer service activities.to direct all activities required to achieve district goals, including sales and profit objectives, client service and retention. Ensures high satisfaction facilitating positive long-term relationships and high potential for repeat business with customers. Responsible for setting account and territory plans on an annual, quarterly, and/or monthly basis. Generally focuses on local market accounts and prospects, and may be responsible for a limited number key and/or named accounts. May also assist in the development of Entry Level Sales or Route Sales Representatives. Frequently reports to a District Sales Manager.

    Responsibilities

    • Coaching/Training RSRs and Selling Base Customers (40%). The DSA is responsible for growing sales with our current customers. To accomplish this, he/she will be working on route with our RSRs. While on these Mentoring Days, the DSA will reinforce Farmer Brothers route management and customer call process (The Farmer Brothers Way to Sell), ensuring our customers receive phenomenal service. During these customer visits, the DSA will upsell exiting customers and close category and product distribution voids. At the end of each Mentoring Day, the DSA will provide verbal and written feedback (via Mentoring Day form) to the RSR documenting the day, and providing feedback.
    • Gain New Customers (20%). The DSA is responsible for identifying potential new customers within his/her service geography, and gaining their business and building route density. The DSA will also act on any leads provided via Farmer Brothers call center, following the process from lead to close.
    • Retain and Grow our Business with Assigned Customers (10%). The DSA is responsible for maintaining direct relationships with key accounts that are assigned to the role. The DSA will develop a Key Account Plan for these accounts, outlining how he/she will grow the business. A call frequency (e.g. monthly, quarterly) will be assigned to each key account, with the DSA ensuring that he/she is in front of the customer presenting new business opportunities, any price changes, and providing business updates (e.g. sales growth vs. PY) per the call frequency guideline
    • Planning, Administration, and Customer Follow Up (30%). Each week, the DSA will participate in a planning meeting to discuss key activities for the upcoming week, review selling objectives, progress vs. plan, and other critical metrics. The DSA will execute daily check-ins with the RSRs, as required, to ensure all planned stops were delivered, discuss any customer issues, and provides updates on weekly priorities. The DSA will follow up with customers as needed to resolve issues quickly and drive customer happiness. The DSA will reinforce company policies (e.g. Safety) and ensure assigned administrative duties are carried out in a timely manner.High School diploma or equivalent and 3+ years working experience in a related customer service business-to-business field

    Qualifications

    • Previous supervisory experience and/or proven leadership skills
    • Proficient in assessing customer needs
    • Ability to lift 75 lbs. frequently and 100 lbs. occasionally
    • Ability to lift and carry products weighing up to 50 lbs.
    • Possess a valid driver's license and a safe driving record
    • Must align with State and Federal mandated requirements of controlled substances & alcohol testing
    • Must be knowledgeable about and understand current Department of Transportation regulations
    • Able to work independently with little supervision
    • Able to make decisions with high level of confidence.
    • Demonstrated ability to effectively work with multi-functional groups/personnel within an organization
    • Well-developed social, communication and leadership skills
    • Must possess strong PC skills including spreadsheet and word processing software
    • Must be DOT certified in case they need to fill in for a RSR

    The successful candidate will be required to complete a

    background check (including, but not limited to, employment verification, criminal history check and education verification), and pre-employment drug screen

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