Route Sales Representative (RSR)

Company Overview

Headquartered in Glen Mills, Pennsylvania, New Carbon Company dba Golden Waffles is the largest supplier of waffle irons and waffle mix to the hospitality and foodservice industry. The Company provides a comprehensive turnkey waffle program consisting of mixes, toppings, and flavorings along with waffle iron equipment and related maintenance to over 40,000 customer locations throughout North America and the rest of the world. The Company's renowned irons and mixes have been used in leading restaurants, hotels, colleges, corporate environments, and theme parks for over 85 years.

As a complete B2B2C solution provider for the waffle category, the Company enables customers the ability to offer their guests a consistently high-quality, delicious product at high margins without the typical obstacles associated with serving waffles. Golden Waffles’ well-established geographic footprint provides coast to coast coverage in the U.S. and a global distribution partner network that can service customers across the U.S. and in ~45 countries.

Golden Waffles employs ~270 associates with a geographically dispersed route delivery team of ~115. Over 80 distribution centers are located across the United States along with a waffle iron manufacturing and refurbishment center in South Bend, Indiana to ensure prompt distribution to all customers.

Job Summary

The Hybrid Route Sales Representative plays a crucial role in expanding our customer base while maintaining and growing relationships with existing accounts. This role splits time equally between generating new business opportunities and managing an assigned route of customers, ensuring they receive top-quality service and access to additional waffle product offerings.

Essential Duties and Responsibilities

New Business Development (50% Focus):

• Identify and evaluate potential business opportunities, including new markets, partnerships, and product lines.
• Conduct market research to identify trends, competitor activities, and potential new market segments.
• Lead negotiations and close deals to secure new business opportunities.
• Develop and implement strategic sales plans to achieve company goals and targets.
• Collaborate with marketing, product development, and operations teams to ensure alignment of sales strategies with overall business objectives.
• Present and demonstrate company products and services to prospective customers within the assigned territory.
• Negotiate contracts and close sales deals to meet revenue targets.
• Provide regular reporting on sales activities, pipeline status, and market trends to management.
• Plan and execute the installation of all new accounts ensuring a seamless new customer experience from start to finish.
• Coordinate new account installation for large accounts with the local route sales representative and the customer service team.
• Establish and maintain strategic partnerships with key stakeholders, including distributors, retailers, and other business partners in the assigned territory.
• Build and maintain strong relationships with potential and existing customers.
• Drive revenue growth by developing and executing plans to increase sales and market share.
• Monitor and analyze sales performance, providing regular reports and insights to senior leadership.
• Identify and address any barriers to growth, implementing corrective actions as needed.

Route Servicing and Sales (50% Focus):

• Using a company vehicle, deliver products and provide service support to customers on assigned route.
• Accurately process customer transactions including payments, invoices, and inventory.
• Adhere to company established routing schedules.
• Work with customers to resolve any complaints, escalating complex issues to management.
• Manage inventory including proper rotation of product as well as maintaining a clean and organized warehouse.
• Manage and service an established route of customers, ensuring timely and professional delivery of products.
• Provide waffle iron maintenance at customer facilities in accordance with company policy.
• Maintain company vehicle cleanliness and maintenance.
• Upsell and cross-sell additional waffle products to current customers, aiming to increase average order value.
• Introduce new product lines or price changes to increase sales at each stop.
• Comply with the Fleet Safety Program, traffic laws and all Department of Transportation and Federal Motor Carrier Safety Administration regulations without exception.
• Treat customers with respect and courtesy to develop a longstanding relationship.
• Maintain detailed records of customer interactions, product sales, and service issues.

Position Requirements

Required Experience/Education

• High School Diploma or GED
• Valid driver’s license with a clean driving record; CDL may be required for certain routes.
• Maintain DOT credentials including DOT certification and drug testing compliance.
• Ability to lift a minimum of 50 lbs.
• Physical ability to load/unload products and work in a fast-paced environment.

Required Skills

• Proven experience in sales, preferably in a hybrid sales/service role.
• Ability to identify new business opportunities and close sales.
• Strong communication, negotiation, and relationship-building skills.
• Self-motivated, with a results-driven approach.
• Ability to manage time effectively, balancing between new business and route management.
• Proficient with CRM software and other sales tools.
• Ability to operate a handheld device for processing orders
• Ability to meet deadlines and ensure timely deliveries
• Eye for detail and ensure the quality of products sold
• Ability to lift a minimum of 50 lbs.