Farmer Brothers Company

  • Regional Director DSD

    Job ID
  • Overview

    Farmer Brothers has an excellent opportunity for a Regional Director DSD, overseeing a team of District Sales Managers (DSMs) that manage a route selling organization who sell, service, and deliver coffee, tea, and related products to our customers. This role is responsible for delivering revenue growth and has P&L responsibility for the region. This role ensures Farmer Brothers Route Management Process is executed and that our customers receive great service. He/She is responsible for developing talent within the region. This role will build productive cross-functional relationships. The Regional Director is responsible for managing costs to plan, increasing route productivity and growing operating income for the region.


    • Grow the Topline. The RD is responsible for developing and executing a business plan to drive sales growth within the region. This includes ensuring that all DSMs have a key account plan for their top accounts, and a list of potential new business prospects. He/She will review these plans periodically to ensure execution. This role is responsible for achieving the new business plan and base business growth for the region. He/She will attend customer calls as needed and direct activity to secure new business and sell additional products to existing customers. This role is responsible for ensuring great service to our customers and improving customer retention and satisfaction. He/She owns improving key service metrics and ensuring customer issues are resolved quickly.

    • Increase Route Productivity. The RD is responsible improving revenue per route, revenue per stop, and revenue per FTE across the region. He/She will ensure we have route plans in place and that there is weekly review of results in each location. This role will ensure the Farmer Brothers Route Management Process is executed. He/She will periodically go out on routes with our Route Sales Representatives (RSRs), and ensure the DSM is executing the required number of route rides each month. He/She will ensure there is a schedule for each route in the region and that we are executing against that schedule. This role determines the optimal number of routes for the region.

    • Develop & Lead People. This role is responsible for developing talent within the region inclusive of regular market visits and DSM workwiths. This role is responsible for the successful on-boarding of new employees within the region. He/She ensures the region is following OSHA and company safety standards. He/She is charged with building a high-performance team by providing training, coaching, development, and motivation.

    • Deliver Financial Plan. The RD owns delivering the financial targets for the region. He/She will ensure region compliance to asset and inventory management policies. He/She is responsible for addressing A/R issues as needed. This role ensures the region manages costs to budget. The RD has P&L responsibility for the region.


    • Bachelor’s degree and/or 10 + years of sales and account management experience
    • Masters’ degree preferred

    • Ability to travel weekly up to 75-80%
    • Demonstrated written and verbal communications
    • Demonstrated knowledge with Finance, Pricing, and Analysis
    • Coffee Experience a plus
    • Demonstrated experience with Project Management.
    • Proficiency in computer skills including, but not limited to: Microsoft Office (ie. Word, PowerPoint, Excel), as well as internet research.

    • Must have excellent communication and interpersonal skills
    • Demonstrated leadership skills
    • Collaborative approach
    • Strong analytical skill set
    • Results focused


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