Field Sales Specialist, Beverage Station Services

Job Description

Job Description

Lead with service. Win with sales.

Join Farmer Brothers as a Field Sales Specialist focused on beverage station services. You will sell and deliver coffee, tea, and related products while executing a disciplined route plan that elevates customer satisfaction and drives revenue growth.

• Achieve the assigned route revenue plan via: new customer acquisition, increased category and product penetration at current accounts, execution of pricing actions, and retention of existing customers.
• Provide delivery and service to all customers on the daily schedule—no exceptions.
• Consistently increase Revenue per Stop by closing distribution voids, running seasonal/LTO promotions, applying approved pricing, and keeping beverage stations set to standard.

• Prospecting cadence: minimum 1 new prospect call per day (5 weekly) and a minimum of two new qualifying accounts per quarter (8 annually).
• On-site execution: deliver, replenish, and rotate inventory at each stop; verify equipment is clean and operating.
• Quality assurance: complete at least one CQC (Cup Quality Check) per day.
• Sales process: execute the “The Farmer Brothers Way to Sell” call flow; recap services and present business-building initiatives.
• Customer care: resolve or escalate issues rapidly to protect satisfaction and retention.
• Administration: manage invoices, route inventory, and collections daily.
• Promotion: participate in regional and company promotions.

• High School Diploma or equivalent.
• 2+ years of route delivery experience in a related B2B customer service field.
• Mechanical aptitude with company hardware/software tools.
• Physical requirements: lift 75 lbs. frequently and 100 lbs. occasionally; lift and carry up to 50 lbs.
• Knowledge of the foodservice industry; clean, strong driving record.

• Customer needs assessment; active listening; effective communication.
• Issue recognition and opportunity spotting; sound business judgment; decisive action.
• Independent and proactive, yet collaborative; aligned to business goals.
• Relationship building and trust creation; growth mindset.
• Decision Making, Collaboration, Strong Communication, Active Listening Skills, Planning and Acting Strategically.

• Driver's License
• Customer Service
• Territory Sales
• Business-to-Business (B2B)
• Business-to-Consumer (B2C)
• Outside Sales
• Inside Sales

Bring your service-first mindset and sales discipline, and turn every stop into a growth opportunity.