Area Route Manager

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, customer retention, and execution of pricing actions.

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. 
• Develop a focused plan for top customers in the assigned market, customer penetration action plan and aligned appointment schedule.  
• Present Farmer Brothers new product portfolios to gain business opportunities, develop price changes, and provide customer incentives. 
• Ensure 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. 
• Coach 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. Provide verbal and written feedback (via the Coaching Day form) to the RSR. 
• Facilitate team meetings to discuss key activities with the RSRs, review selling objectives, progress vs. plan and other Route KPIs. 
• Maintain and implement delivery schedule for each route to ensure customers inventory and “no-sales” are minimized. 
• Execute daily check-ins with the RSRs to ensure all planned stops were delivered, discuss any customer issues, and provide updates on priorities. 
• Provide escalation to resolve customer’s issues quickly and drive customer satisfaction. 
• Adhere and govern compliance with company policies (e.g., Safety, Food Safety) and ensure required administrative duties (e.g., DOT compliance) are carried out in a timely manner. 
• Willing to travel up to 25%.

Education & Experience

• Bachelor’s degree preferred, High School graduate or GED required. 
• 6+ years of experience in Food & Beverage Sales, Consumer Product Sales, Coffee/Team, or related customer service business-to-business field. 
• Previous supervisory experience and/or demonstrated leadership skills.
• 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. 

Personal & Professional Skillsets

• 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.