Farmer Brothers Company

  • Route Sales Representative

    Job Locations US-Dayton | US-OH
    Job ID
  • Overview

    We have an exciting opportunity for a Route Sales Representative, for our Dayton/Springfield Route.  The RSR will be responsible for providing great service to our customers by ensuring customers are in-stock, serviced as scheduled, and that the beverage station is set to standard. This role sells and delivers coffee, tea, and related products to our customers. The RSR is responsible for growing assigned route sales by securing new customers, growing existing customer sales through selling incremental category and products, and retaining existing customers. The RSR consistently executes the Farmer Brothers customer call process (The Farmer Brothers Way to Sell) to drive customer satisfaction and loyalty. This role is responsible for meeting or exceeding route service level KPIs (e.g. Service as Scheduled).


    • Achieve Sales Revenue Plan. The RSR is responsible for achieving the assigned revenue plan for the route, through a combination of gaining new customers, increasing products and categories sold at existing customers, executing pricing actions, and retaining current customers. The RSR will ensure accounts are serviced as scheduled. New business activity will include targeting a minimum of 1 prospective call per day (5 weekly) and securing a minimum of two new qualifying accounts per quarter (8 annually). The RSR is also expected participate in all regional and company promotions.
    • Increase Revenue per Stop. The RSR is responsible for increasing Revenue per Stop through identifying and closing distribution voids on core products, executing seasonal and LTO promotions, executing pricing actions, and ensuring the beverage station is set to standard.
    • Retain Current Customers by Providing “White Glove” Service. The RSR will deliver, replenish, and rotate beverage station products on each call. This role will ensure the equipment is clean and in working order, executing a minimum of one CQC (Cup Quality Check) per day. The RSR will execute the “The Farmer Brothers Way to Sell” call process, including recapping for the customer all services provided and presenting business building initiatives. The RSR is responsible for resolving and/or escalating customer issues quickly and ensuring customer satisfaction.  This role manages invoices, inventory, and collections daily.  This role is held accountable for retaining existing customers relationships. 
    • Delivery - Deliver All Scheduled Stops Daily.  The RSR will have a set schedule of customers to deliver each day and will ensure that all customers receive delivery as scheduled.  This role manages invoices, inventory, and collections on a daily basis.


    • High School Diploma or equivalent.
    • 2+ years of route delivery experience in a related customer service business-to-business field.
    • Mechanical aptitude with company hardware and software products. 
    • Ability to lift 75 lbs. frequently and 100 lbs. occasionally.
    • Ability to lift and carry products weighing up to 50 lbs.
    • Knowledge of food-service industry. 
    • A clean and good driving record. 
    • Proficient in assessing customer needs. 
    • Fully supports and stands behind business goals.
    • Readily identifies issues, problems or opportunities.
    • Is aware of impact self has on others. 
    • Uses active listening and communicates effectively with customers or management.
    • Identifies new opportunities and pro-actively works to grow the business. 
    • Builds rapport and cooperative relationships with customers. 
    • Uses sound business judgement.
    • Decision Making.
    • Collaboration.
    • Strong Communication.
    • Active Listening Skills. 
    • Independent. 
    • Proactive.
    • Planning and Acting Strategically. 


    The successful candidate will be required to complete a background check (including, but not limited to, employment verification, criminal history check and education verification), a pre-employment drug screen and DOT physical.


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