Job Title: Distributor & Licensee Partner Manager
Reports to: VP, Regional Sales
Location: On-site in Birmingham, AL or Dallas Fort-Worth, TX (this is not a remote position)
SUMMARY:We are creating a new role to own our relationships with distribution partners and licensees. You will manage a national portfolio of distributors and licensees as their single point of contact. Your job is to build strong partnerships and grow a profitable, reliable revenue stream.
The portfolio spans several partner models:
- Full-service distributors, where we provide product, equipment and service
- Product-only distributors
- Partners that run their own equipment and service programs, including coffee roasters
- Online distributors
- Licensees
KEY RESPONSIBILITIES:- Own partner relationships. Serve as the single point of contact for every distributor and licensee in your portfolio, with regular check-ins and quarterly business reviews for key partners.
- Grow revenue and gross profit. Own the portfolio's sales and gross-profit targets. Find growth through volume, product mix, new products and added locations, and act quickly on margin leaks.
- Manage agreements and programs. Keep distributor and licensee agreements, pricing, rebates and promotions current, clear and followed.
- Monitor account health. Track sales trends, ordering patterns and margin monthly. Spot declining or at-risk partners early and lead recovery plans.
- Oversee licensees. Make sure licensees meet their agreement terms, brand standards, reporting and volume commitments.
- Coordinate across the business. Work with Customer Service, Inside Sales, Operations and Equipment Service so partners get reliable fulfillment, equipment support and fast issue resolution.
- Keep data accurate. Maintain clean CRM records, contacts and partner information, and resolve ownership or account questions.
- Report and recommend. Deliver a monthly portfolio scorecard to sales leadership. Recommend which partners to invest in, restructure or exit.
- All other duties as assigned
MINIMUM QUALIFICATIONS:- 5-8 years in B2B sales, account management or channel/partner management, including at least 3 years managing distributors or resellers
- Experience in foodservice, beverage, coffee or consumer packaged goods distribution
- A track record of growing revenue and gross profit across a portfolio of partners
- Working knowledge of net sales, gross profit, rebates and pricing
- Strong Excel and CRM skills
- Clear, confident communication and strong relationship-building skills
- The ability to successfully complete the pre-employment process
PREFERRED QUALIFICATIONS:- Experience with licensing agreements or franchise-style partner programs
- Knowledge of convenience store and foodservice distribution
- Experience integrating customers or partners after a merger or acquisition
- Bachelor's degree or equivalent experience
PHYSICAL REQUIREMENTS:- Prolonged periods of sitting at a desk and working on a computer.
- Frequent sitting, standing, walking, reaching, typing, reading, talking, and hearing
- The ability to lift up to 15 pounds with or without assistance
BENEFITS:Royal Cup Coffee offers a competitive compensation plan and a comprehensive benefits program. On top of being a part of a well-caffeinated team, the benefits program includes healthcare, dental, vision, 401(k), company-paid life and disability insurance, Flexible Spending Account plan, select tuition reimbursement, paid parental leave, remote work opportunities, paid holidays, and vacation time. We also provide ongoing training that is designed to provide maximum success for our employees.
