Job Title: Regional Account Manager

Reports To: Regional Sales Director

Location: This role is open to applicants living in Southern/Northern California

ABOUT THE ROLE:

We're looking for a Regional Account Manager to retain and grow an assigned book of existing customers across Healthcare, Senior Living, Food & Beverage, and Hospitality. This is a dedicated, in-market role built for someone who thrives on deepening relationships that are already in place. You'll spend your time with the people who control purchasing at your accounts, using data to spot opportunities and turning those opportunities into real, measurable growth across our combined product portfolio.

WHAT YOU'LL DO:

• Be in market with your accounts regularly, maintaining consistent in-person presence with the buyers, GMs, and F&B decision-makers who control purchasing
• Engage the right stakeholders at each account, understanding who influences and who decides, and directing your energy accordingly
• Drive SKU expansion across our full combined portfolio, including coffee, tea, mixes/spices, and allied products, using Power BI to proactively identify SKU gaps and opportunities
• Use customer-facing materials, innovation concepts, seasonal offerings, and product tools to lead structured growth conversations
• Develop and execute account growth plans that identify upsell, cross-sell, and wallet-share opportunities
• Present new products and innovation ideas in the context of each customer's business, positioning Royal Cup and Farmer Brothers as a beverage and menu partner

WHAT SUCCESS LOOKS LIKE:

• Consistently meeting SKU penetration and gross profit targets across your book of business
• Retaining and growing the accounts you manage year over year
• Growing average gross profit per account through SKU expansion
• Increasing upsell and cross-sell penetration across your accounts
• Deepening our combined portfolio's presence within every account you manage

WHAT YOU'LL NEED:

• Bachelor's degree in business administration or a related field, or equivalent combined education and account management experience
• 2-4 years of experience in account management, sales, or a related role, with a track record of retaining and growing customer relationships
• Proficiency in Power BI or similar data/reporting tools
• Proficiency in MS Office and basic IT skills
• Excellent communication and consultative selling skills, both written and verbal
• Willingness and ability to travel across an assigned territory, including overnight travel for meetings, trade shows, and training
• A valid driver's license and personal auto insurance as required by state law

NICE TO HAVE:

• Prior account management experience in the food & beverage industry
• Experience with C4C or a similar CRM platform

GOOD TO KNOW:

Because this role involves regular vehicular travel, it's considered safety-sensitive. Candidates must pass a pre-employment drug screen, background check, and motor vehicle records check.

This role also requires the ability to walk and stand for extended periods while visiting customer locations, to safely operate a motor vehicle and travel by air, and to lift up to 15 pounds with or without assistance.

PAY TRANSPARENCY STATEMENT:

Compensation can differ depending on factors including but not limited to the specific location, role, skill set, education, and level of experience. As required by local law, Royal Cup provides a reasonable range of base compensation for roles that may be hired in California, Colorado, Connecticut, Maryland, Massachusetts, Minnesota, Nevada, Ohio, Illinois, or Washington as set forth below.

Role Location: SoCal/NoCal

Compensation Range: $75,000 - $95,000

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.

Royal Cup is committed to a diverse and inclusive workplace.