National Account Sales Representative

Salary - $75,000 base plus quarterly bonus plan.

Role Description The National Sales Account Representative drives Black & White Coffee’s wholesale growth by developing new business and strengthening existing customer partnerships across the United States. Combining specialty coffee knowledge with a consultative sales approach, this role helps cafés, hospitality businesses, and foodservice operators build successful coffee programs while expanding Black & White’s market presence.

This position manages the full sales cycle, from prospecting and coffee tastings to proposals, negotiations, and coordinated onboarding. The National Sales Account Representative also grows and retains an assigned account portfolio, partnering with operations, training, equipment, and service teams to deliver a consistent customer experience. Success requires initiative, strong relationship management, disciplined territory planning, and accountability for revenue goals.

Qualifications

Win New Business

• Build and execute a national territory plan, prioritizing target accounts and high-potential 

markets; use virtual meetings and targeted in-person visits where they add commercial value.

• Generate self-sourced opportunities through outbound prospecting, referrals, networking, industry 

events, and field visits; maintain a consistently healthy pipeline.

• Own the full sales cycle: discovery, solution design, coffee tastings, presentations, proposals, 

negotiations, closing, and coordinated onboarding.

• Deliver assigned new-business, revenue, and activity goals; met established sales goals and use 

pipeline and performance insights to adjust priorities and drive results.

Manage, Retain, and Expand Accounts

• Own the commercial relationships across an assigned national account portfolio, combining 

proactive remote engagement with purposeful in-person visits when they support account growth or 

retention.

• Grow account revenue through additional locations, expanded volume, new menu placements, and 

broader product adoption; proactively address retention risks.

• Coordinate with operations, training, equipment, and service teams to ensure partner needs are 

resolved and commitments are fulfilled.

Run a Disciplined Sales Operation

• Maintain HubSpot as the source of truth for prospecting, deal stages, contact history, next 

steps, pipeline health, and forecasted close dates.

• Use NetSuite to evaluate account sales, ordering patterns, and commercial performance; 

investigate data gaps and identify opportunities for action.

• Provide accurate pipeline reviews, sales forecasts, account plans, and updates

Qualifications/Skills

• 4+ years of successful B2B sales experience combining outbound business development, consultative selling, and ongoing account management; field or multi-market sales experience strongly valued.

• Documented success achieving individual revenue quotas, independently building pipeline, closing new business, and expanding an existing book of customers.

• Strong, working knowledge of specialty coffee and the wholesale customer environment, with the credibility to advise café, hospitality, and foodservice decision-makers.

• Strong CRM discipline and practical experience using sales platforms to track activity, manage opportunities, maintain pipeline accuracy, and forecast results; ability to learn FairWave’s HubSpot and NetSuite processes quickly and use both systems consistently.

• Clear communication, strong commercial judgment, organized follow-through, and comfort operating independently with measurable accountability.

• Proficiency in Microsoft Outlook and Teams for scheduling, communication, and cross-functional collaboration.

• Based in or able to work from the Raleigh–Durham area, with flexibility for domestic travel when customer relationships, business development, or key meetings warrant it; overnight stays may be required for some visits.

• Established relationships within specialty coffee, multi-unit cafés, hospitality, restaurants, or other wholesale beverage channels.

• Experience supporting complex, multi-location accounts and delivering educational coffee tastings, product demonstrations, or equipment-related selling.

Travel Required