Worker Type: Employee Job Description: Position Summary We deliver the world’s best coffee. Farmers, employees and customers are collaborators in our effort to create a memorable and enriching coffee experience. We are not afraid to ask questions, to try new things, and to admit that we are constantly learning. We strive for innovation and improvement. We know that extraordinary coffee is not the result of chance, but the product of hard work, skill, curiosity, and an unyielding commitment to quality. We work each day to change the way the world understands and experiences coffee, elevating a daily ritual into a culinary experience. We celebrate coffee’s agricultural origins and the dedicated professionals who devote their lives to coffee. We embrace our responsibility to create positive change in the world. We use extraordinary coffee as our tool. We challenge traditional beliefs to create economic opportunity. We are stewards of the earth and advocate for our values of diversity, inclusion, and equality. The Eastern Regional Sales Manager is responsible for the total Sales Region performance. The ERSM leads the regional team to qualify and develop current and prospective wholesale customers across a variety of business channels. The position requires strong leadership, sales and business acumen with a broad understanding of the F&B industry (coffee & tea experience and passion preferred). Duties & Responsibilities: Responsible for the overall profitable growth and development of the assigned sales region and accounts within the assigned sales region. Regularly conduct sales prospecting and lead management activities within the assigned territory to identify and qualify new business opportunities within coffee shops, hotels, multi-unit restaurants, B&I/Offices, and College & University accounts across the sales region. Provide consultation for new wholesale/foodservice customers, including recommendations for appropriate beverage equipment and menu with confidence and expertise. Identify new growth opportunities within assigned sales regions and maintain profitability. Work directly with key decision makers in multi-unit and regional accounts (prospects and current customers) Direct line management of Business Development Managers (BDM) within the sales region and ensure full delivery of BDM KPI’s Lead interviewing process for new BDM hires, training new hires, and assist with the development of local team Proactively participate within the Sales Leadership Team to shape the sales strategy and effectively lead the Sales Region Team. Collaborate and leverage the full Intelligentsia team across the roasting works, wholesale training lab, tech services, and sales offices. Lead with a positive attitude and support company and sales strategy Understand and execute regional goals Accountable for Regional Sales Office(s) condition and rental contract support. Monitor total sales region performance and align teams to deliver regional growth (address declines, rally team around large opportunities) Ensure regional sales support is in place for local distribution and/or broker partnerships (including sales meetings and periodic joint sales calls). Qualify all incoming sales leads for wholesale coffee, tea, and related merchandise. Effectively utilize team support across Finance, Marketing, Operations, Technical Service, and Training to service customers. Demonstrate full use of Intelligentsia's sales process, sales methodology, and CRM tools to conduct daily business activities. Provide regular inputs for sales pipeline reports and sales forecasting, and work with management to execute sales strategy for the territory. Increase sales in existing businesses by presenting additional product lines and new opportunities for increased consumption. Report monthly on sales region performance vs. goals and action plans Job Requirements Education and/or Experience: Bachelor’s degree plus a minimum of 2-4 years of F&B sales experience as an individual contributor required. Experience in the specialty coffee industry and/or food service or hospitality industry is highly preferred. Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Knowledge of the geography of the designated territory and business channels preferred. Strong negotiation skills. Experience with MS Excel/Word Ability to manage time and schedule effectively for self and coach direct reports. Familiar with sales prospecting methods and tools, including cold calling, presentations, drafting proposals, networking, etc. A flexible schedule to include periodic travel, weekends, participation in events, and after-hours work. Excellent interpersonal and customer service skills and a strong desire to nurture new wholesale customers. Strong communication skills and the ability to effectively communicate Intelligentsia's mission and core values. Basic technical aptitude and a desire to learn about various coffee equipment. Valid driver's license and clean driving record. Desire to be part of an industry-leading team of educators, customer support staff, and baristas. Experience with marketing lead generation programs, business promotions, and marketing initiatives. Experience recording customer and sales pipeline information into a CRM system. Knowledge of CRM as an individual contributor is preferred. Familiarity with social media tools (such as Facebook, Twitter, and Instagram) and online direct marketing a plus. Up to 20% out-of-office overnight travel. Regular local travel by car/train within their assigned territory to conduct sales meetings, presentations, reviews, and other interactions with prospective and current wholesale coffee customers. Language Skills Ability to read and speak English proficiently Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to see, talk and hear. The employee frequently is required to stand, walk, sit; use hands to handle or feel; reach with hands and arms; and stoop, kneel, or crouch. The employee must occasionally lift and/or move up to 50 pounds. At times, may require more than 40 hours per week to perform the essential duties of the position. Fine hand manipulation (keyboarding and register). Work Environment The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Office and warehouse environments. Not climate controlled. The noise level in the work environment is moderate to loud Benefits 401(k) with Company Match Medical, Dental, and Vision Insurance Employee Discounts Flexible schedule Paid Time Off and Sick Leave Paid Training Employee Assistance Program Compensation $70,000 - $85,000 This position participates in the Sales Commission Program with a target monthly commission of $3,000. Commission is not a guaranteed component of compensation and can be higher or lower dependent upon the employee's monthly sales results. This position, as written, will cover the East coast geography. In the event an applicant has extensive experience (years of experience, multi-region responsibility, etc.), we will consider an upgrade to cover the East and South regions with an expected salary range of $100-115K. Intelligentsia Coffee, Inc is an equal opportunity employer of all qualified individuals. We are committed to creating a diverse and welcoming workplace that includes individuals with diverse backgrounds and experiences. We believe that enables us to better meet our mission and values while serving guests throughout our communities. People of color, women, LGBTQIA , veterans, and persons with disabilities are encouraged to apply. Qualified applicants with criminal histories will be considered for employment in a manner consistent with all federal state and local ordinances. Intelligentsia is committed to offering reasonable accommodations to job applicants with disabilities. If you need assistance or an accommodation due to a disability, please contact us via email at pc@intelligentsiacoffee.com Introduce yourself to our recruiters and we'll get in touch if there's a role that seems like a good match. We’re constantly seeking talented individuals to join our team. Whether you’re a coffee lover interested in sourcing, roasting, and delivering the best coffee in the world, or a skilled professional ready to help drive our business processes forward, we’d love to hear from you. Intelligentsia has been in the business for over 20 years, so you’ll get to learn a few things along the way. Of course, we’d love to learn from you, too. Bring a passion for what you do, regardless of your area of expertise, and you’ll thrive in our open, collaborative environment. Come grow with us. We deliver the world’s best coffee. Farmers, employees, and guests are collaborators in our effort to create a memorable and enriching coffee experience. We are not afraid to ask questions, to try new things, and to admit that we are constantly learning. We strive for innovation and improvement. We know that extraordinary coffee is not the result of chance, but the product of hard work, skill, curiosity, and an unyielding commitment to quality. We work each day to change the way the world understands and experiences coffee, elevating a daily ritual into a culinary experience. We celebrate coffee’s agricultural origins and the dedicated professionals who devote their lives to coffee. We embrace our responsibility to create positive change in the world. We use extraordinary coffee as our tool. We challenge traditional beliefs to create economic opportunity. We are stewards of the earth and advocates for our values of diversity, inclusion, and equality.