Field Sales Specialist, Beverage Station Services

Lead with service. Win with sales.

Join Farmer Brothers as a Field Sales Specialist focused on beverage station services. You will sell and deliver coffee, tea, and related products while executing a disciplined route plan that elevates customer satisfaction and drives revenue growth.

Core outcomes

Achieve the assigned route revenue plan via: new customer acquisition, increased category and product penetration at current accounts, execution of pricing actions, and retention of existing customers.

Provide delivery and service to all customers on the daily schedule—no exceptions.

Consistently increase Revenue per Stop by closing distribution voids, running seasonal/LTO promotions, applying approved pricing, and keeping beverage stations set to standard.

Key activities

Prospecting cadence: minimum 1 new prospect call per day (5 weekly) and a minimum of two new qualifying accounts per quarter (8 annually).On-site execution: deliver, replenish, and rotate inventory at each stop; verify equipment is clean and operating.

Quality assurance: complete at least one CQC (Cup Quality Check) per day.

Sales process: execute the “The Farmer Brothers Way to Sell” call flow; recap services and present business-building initiatives.

Customer care: resolve or escalate issues rapidly to protect satisfaction and retention.

Administration: manage invoices, route inventory, and collections daily.

Promotion: participate in regional and company promotions.

Qualifications High School Diploma or equivalent.
2+ years of route delivery experience in a related B2B customer service field.

Mechanical aptitude with company hardware/software tools.

Physical requirements:

lift 75 lbs. frequently and 100 lbs. occasionally; lift and carry up to 50 lbs.

Knowledge of the food service industry; clean, strong driving record.

Competencies Customer needs assessment; active listening; effective communication.

Issue recognition and opportunity spotting; sound business judgment; decisive action.

Independent and proactive, yet collaborative; aligned to business goals.

Relationship building and trust creation; growth mindset.

Decision Making, Collaboration, Strong Communication, Active Listening Skills, Planning and Acting Strategically.

Proficiencies Driver's License Customer Service Territory Sales Business-to-Business (B2B)
Business-to-Consumer (B2C)
Outside Sales Inside Sales Bring your service-first mindset and sales discipline, and turn every stop into a growth opportunity.