Area Route Manager

Farmer Brothers•Spokane Valley, WA

About The Position

The Area Route Manager (ARM) is responsible for overseeing a team of Route Sales Representatives and Route Sales Associates, in an assigned market. Primary responsibilities focus on route execution by delivering revenue growth through penetration of existing customer accounts, acquiring new business, customer retention, and execution of pricing actions. This position's primary residence and location of work is preferred to be in Spokane, WA, located at 10915 E Montgomery Dr., Spokane, WA 99206, where the ARM supports a sales team at the Spokane branch. This position leads an additional sales team in Yakima, WA, and is required to travel to Yakima at a minimum of one week/month to lead and support their team in person.

Requirements

Bachelor’s degree preferred, High School graduate or equivalent required.
6+ years of experience in Food & Beverage Sales, Consumer Product Sales, Coffee/Tea, or related customer service business-to-business field.
Previous supervisory experience and/or demonstrated leadership skills in route sales preferred.
Must be able to complete a successful DOT physical, possess a valid driver’s license and clean driving record.
Must be knowledgeable about and understand current Department of Transportation regulations.
Must possess strong PC skills including Microsoft Office Suite (Excel, Word).
Ability to lift and carry products weighing up to 50 lbs.
Proficient in assessing customer needs.
Well-developed interpersonal, communication and leadership skills.
Uses sound business judgment.
Strives for continuous improvement.
Generates original, creative ideas to improve processes.
Expresses ideas clearly and logically.

Nice To Haves

Previous supervisory experience and/or demonstrated leadership skills in route sales preferred.
Bachelor’s degree preferred

Responsibilities

Develops and executes a business plan to drive sales growth within the assigned market.
The ARM is responsible for managing costs to plan and growing operating income for the branch.
Day to day leadership of the route sales team to ensure that the Farmer Brothers route management process is executed, and customers receive optimal levels of service.
Maintains direct relationships with key accounts within the assigned market.
Develops a focused plan for top customers in the assigned market, customer penetration action plan and aligned appointment schedule.
Presents Farmer Brothers new product portfolios to gain business opportunities, develop price changes, and provide customer incentives.
Ensures execution of marketing calendar activity including sharing of new product launches and seasonal promotions with the route sales team.
Drives customer retention by leading their team to provide consistent service and quick resolution to our customers concerns.
Coaches Route Sales Representatives (RSR) through a minimum of 2 route-rides per week; focused on sales penetration, up-selling customers and closing product distribution voids. Provides verbal and written feedback (via the Coaching Day form) to the RSR.
Facilitates team meetings to discuss key activities with team, review selling objectives, progress vs. plan and other Route KPIs.
Maintains and implements delivery schedule for each route to ensure customers inventory and “no-sales” are minimized.
Executes daily check-ins with team to ensure all planned stops were delivered, discuss any customer issues, and provide updates on priorities.
Provides escalation to resolve customers' issues quickly and drive customer satisfaction.
Adheres and governs compliance with company policies (e.g., Safety, Food Safety) and ensures required administrative duties (e.g., DOT compliance) are carried out in a timely manner.
Willing to travel up to 25%, to include a minimum of one full week/month, working onsite at assigned out-of-town branch.