Director of Sales - Specialty Coffee

About the Job

Director of Sales Job Description:

Position Title: Director of Sales

Department: Sales & Business Development

Reports To: VP of Sales/President

Job Summary:

We are seeking a dynamic, strategic, and results-driven Director of Sales to lead all aspects of the Caffe Luxxe wholesale sales team. As a key leader within the organization, you will bridge high-level strategy with hands-on execution, managing a dedicated sales team and building long-term client partnerships. You will be responsible for developing and executing key sales growth strategies, tactics, and action plans while leading the sales team to achieve its objectives. You will be responsible to drive and sustain new business development while anticipating customer needs and meeting or exceeding the expectations of both new and existing clients. Additionally, you will ensure high-touch service throughout every phase of customer onboarding and ongoing operations.

Success in the role will require expertise in food and beverage operations, a strong understanding of the grocery and CPG industries, and the ability to effectively manage lead times across product and equipment supply chains.

Key Responsibilities:

Strategic Leadership:

• Growth/Channel Strategy: Develop and execute annual and multi-year sales strategies to achieve revenue targets and expand market share across all wholesale channels.
• Market Expansion: Identify and penetrate new market segments, including national grocery accounts, specialty retail and hospitality.
• Financial Oversight: Manage the sales budget and department-level P&L, establish pricing strategies, design promotional calendars, and deliver accurate sales forecasts to the executive team.
• Operational Leader: Serve as the point of contact for the department and work internally to troubleshoot problems, address customer needs, develop marketing strategies, and drive new revenue opportunities.

Team Management & Development:

• Sales Leadership: Recruit, train, mentor, and manage a high-performing sales team, including wholesale account managers and customer success representatives.
• Performance Tracking: Establish clear KPIs, quotas, and commission structures, conducting regular performance reviews to ensure accountability and motivation.
• Cross-Functional Collaboration: Partner closely with Roasting/Production, Marketing, Training, Tech, and Logistics to align supply chain capacity with sales pipelines and product launches.

Relationship & Account Management:

• Key Account Management: Directly manage and cultivate relationships with customers, distributors, and key retail partners. Partner with customers to understand their business needs and objectives.
• Brand Representation: Act as a primary brand ambassador at industry trade shows, cuppings, and networking events to elevate the company's industry presence. Effectively communicate value propositions through proposals and presentations.
• Subject Matter Expertise: Display excellent knowledge of products and services, and be able to recommend, guide, and assist partners throughout the entire sales cycle (from introduction, bar design, equipment recommendations, all the way through product selection and onboarding).

Qualifications & Skills:

• Experience: Minimum of 5-7 years of sales experience, with at least 3-5 years in progressive leadership roles in sales organizations within the food and beverage industry. Experience in the coffee industry is highly preferred.
• Retail & Distributor Knowledge: Proven track record of managing broker networks and securing placements with key accounts. Deep industry knowledge and the understanding of how to position products against competitors.
• Analytical Skills: Strong proficiency in sales forecasting, margin analysis, and data-driven CRM tools. Advanced decision-making skills. Computer Proficiency (e.g., Microsoft Word, Excel, PowerPoint, etc.). Demonstrated ability to develop, analyze, and interpret key performance metrics, and read, analyze, and interpret financial reports relating to operational and performance metrics.
• Project Management: Capacity to manage various projects and work to tight deadlines.
• Communication: Exceptional negotiation, presentation, and interpersonal skills. Ability to communicate, present and influence all levels of the organization, including executive and C-level.
• Problem Solving: Strong problem-solving skills including anticipatory thinking and the ability to work well under pressure, while maintaining a calm composure.
• Education: BA/BS degree or equivalent; MBA preferred.

Location:

The position is based in Gardena with options for limited hybrid remote work. Some travel required.

Compensation:

Salary of $100k-$130k, DOE. Eligible for a merit-based annual performance bonus based on achieving business objectives and personal development targets, as set by the department head.

Benefits:

• Medical/dental/vision.
• Paid vacation.
• Paid sick time.
• Paid holidays.
• 401(k) plan.
• Personal device reimbursement.
• Monthly gift card stipend for internal purchases.