[Hiring] Specialty Sales Representative @Westrock Coffee Company

Role Description

• Manage and grow with existing west coast clients (Vancouver, Edmonton, Seattle, Portland, Bay Area, Los Angeles, San Diego primarily but also Arizona, Nevada, Idaho).
• Connect with and become the POC for all new leads that emerge in this region.
• Identify and attend coffee events in the region with coffee roasters in attendance.
• For the initial 8 months, focus on new client leads and assist in managing existing west coast clients.
• After the initial 8 months, cover sales desk and sales email traffic as needed for teammates.
• Assist in identifying bottlenecks and potential improvements in efficiency within the team and overall client experience as we grow.
• Communicate Falcon values and commitments internally and externally.
• During first 12 months, visit Austin office for one week per quarter for onboarding and training, calibrate on coffee quality, internal processes and software, and gain context for each role within the team.
• Attend and bring questions and topics to:
  • Weekly one on ones with specialty sales & operations manager
  • Weekly sales strategy meeting with North America sales team
  • Weekly team operations meeting with all of North America Specialty team
• Travel to visit west coast clients with existing team twice in first 12 months, and then subsequently visiting clients alone.
• Attend SCA event in April.
• Learn how to onboard clients, queue samples, issue contracts, find and send marketing information, and use our CRM for client notes & filling in for each other across the team.
• Travel to Origin once per year starting in year two to continue education of Falcon supply chains and observe how Falcon conducts client origin trips.
• Maintain and grow existing roaster relationships by providing outstanding service.
• Service a very high touch regional market with customers ranging from small high end spot buyers to larger volume clients.
• Attend SCA / World of Coffee in the US each year with the rest of the sales team.
• Host and/or attend local cuppings and coffee events, develop and maintain a physical presence concentrated in the Bay Area with regular travel to other areas of the region 1-3 times per quarter (SCA included).
• Plan all logistics for your client visits including requesting marketing for events.
• Send trip reports internally after each sales trip/ bring any proposed updates to future strategy.
• Manage directed selling of Falcon's spot and afloat position.
• Maintain and manage leads and client interaction in Falcon's CRM software. Create origin specific messaging for leads and clients based on harvest timing. Keep track of last connection and set reminders for future follow-ups.
• Target and onboard potential new clients via networking, researching, visiting, emailing, and/or social media to grow Falcon's client base in your region.
• Research and report market trends in your region, opportunities for growth, and contribute to setting Falcon's strategies.
• Cup roasted samples from our position that we send to you for calibration--PSS, Arrival, and occasional offer samples alone or with clients.
• Follow up on sample requests to get client feedback and relay anything pertinent to the rest of the team.
• Own entire client life cycle--samples, selling, ensuring releases and payments happen as agreed and assisting accounts team / logistics in chasing when needed to manage risk.
• Continue to shape this role over time alongside your manager to meet the client needs of your region and Falcon's needs.
• Onboarding new clients, queuing samples, issuing sales contracts, and sending marketing information as needed to fill in for teammates once trained to proficiency.
• Contribute to our biweekly newsletter at least once per quarter or whenever you have a topic you'd like to pitch.

Qualifications

• Coffee cupping and quality control experience required.
• Proactive and able to work independently.
• Outgoing, independent, and confident individual.
• Adept at identifying operational issues and improvements and experimenting with + implementing solutions.
• Superb written and verbal communication.
• Flexible and able to multi-task.
• Highly organized and detail oriented.
• Willingness to travel domestically or internationally.
• 5+ years of experience in specialty coffee.

Company Description