This position is not eligible for Visa Sponsorship.
The Regional Business Manager - Coffee Sales is responsible for driving operator sales of the Nestlé Professional Solutions beverage portfolio, with a primary focus on our iconic Starbucks branded products, alongside Seattle's Best, Teavana, Vitality, Nescafé, and Coffee-mate.
This is a field-based role in the Phoenix, Arizona area with an expected travel requirement of 40% or more, based on client and business needs.
The ideal candidate will be an experienced hunter-farmer, equally skilled at securing new business and growing existing relationships, with a track record of success in pipeline management, contract negotiation, and executive-level customer engagement.
Essential Functions- Drive operator sales growth by identifying and securing net new business within the assigned territory.
- Acquire additional venues/outlets within existing accounts through proactive pipeline management, ensuring opportunities across all sales stages.
- Effectively utilize Salesforce to manage growth opportunities, customer events, and forecasting.
- Lead joint business planning and business reviews to strengthen partnerships and meet contractual service levels.
- Negotiate and execute contracts that are profitable and aligned with Nestlé Professional's business strategy.
- Partner with internal operations to ensure smooth execution of onboarding, training, and installation for new venues.
- Promote compliance with brand stewardship and manage quality assurance activities within the territory.
- Sell seasonal and innovation programs to drive incremental growth.
- Maintain strong distributor relationships and provide guidance on sales opportunities and product stocking.
- Provide accurate sales forecasts and maintain detailed visibility into pipeline health.
- Exhibit an entrepreneurial mindset to identify and pursue incremental growth opportunities.
- Launch new products effectively, using established tools and best practices.
- Communicate regularly with internal partners to ensure alignment across all business facets.
Qualifications- Minimum 6+ years of direct outside sales, B2B, or business development experience.
- Proven track record in new business development and customer retention.
- 5+ years negotiating complex contracts and agreements, with strong financial acumen and P&L awareness.
- Deep understanding of foodservice, hospitality, or beverage industry, with emphasis on premium branded products like Starbucks®.
- Expertise in pipeline management tools and CRM systems (e.g., Salesforce).
- Strong executive presence, with excellent communication and presentation skills.
- Experience building customer-facing business plans and proposals.
- Collaborative mindset and ability to work cross-functionally across operations, marketing, and finance.
- Familiarity with key industry segments, including: Business & Industry, College & University, Healthcare, Lodging, Military, Travel, Retail, and Grocery.
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