Coffee & Tea Route Account Specialist

Farmer Brothers; Saint Paul (MN); On-site; USD 42,000 - 64,000; Full time

Job summary

Farmer Brothers is seeking a route sales professional in Minnesota to load the truck at 6:30 am, visit stops, restock beverage stations, and ensure machines pour perfectly.

You will grow relationships, identify upsell opportunities, and perform daily prospecting while reconciling invoices and inventory to finish each day strongly.

Qualifications

• High school diploma or equivalent.
• 2+ years of business-to-business route delivery or closely related customer-service sales experience.
• Prior foodservice exposure preferred.
• Valid driver’s license with a clean driving record; able to pass a DOT physical.

Responsibilities

• Own your territory’s revenue plan: win new customers, expand product/category penetration with existing accounts, execute pricing actions, and retain satisfied customers.
• Deliver on-time service and product to all stops; replenish and rotate inventory at each visit so beverage stations meet brand standards.
• Increase Revenue per Stop by closing distribution gaps on core items, running seasonal and LTO promotions, applying pricing updates, and ensuring the station set is correct.
• Perform at least one CQC (Cup Quality Check) per day; verify equipment is clean and functioning properly.
• Make a minimum of 1 prospect call daily (5 weekly) and secure at least 2 new qualifying accounts per quarter (8 annually).
• Follow “The Farmer Brothers Way to Sell,” recap services provided, and present business-building ideas at each visit.
• Resolve or promptly escalates issues.
• Manage invoices, route inventory, and collections each day.
• Participate in all regional and company promotions.

Skills

Territory growth mindset

Strong communication

Customer relationship

Needs assessment

Independent & organized

Education

High school diploma

2+ years B2B route delivery or sales

Tools

DOT Medical Card

Driver's License

Retail POS/systems

Basic tech aptitude

Job description

Step into a day on the route

At 6:30 am, you’re loading the truck with fresh coffee, tea, and supplies. By mid-morning, you’re greeting familiar faces at your assigned stops, restocking beverage stations, and ensuring every machine is clean, calibrated, and pouring perfectly. Throughout the day, you’re growing relationships, spotting opportunities to add products or categories, and making one new prospect call. Before you roll back by 4:00 pm, you reconcile invoices, inventory, and collections—closing the loop on a strong day of service and sales.

Schedule

Monday – Friday, 6:30 am – 4:00 pm

Driving requirements

Valid driver’s license and ability to successfully complete a DOT physical.

What you’ll do

• Own your territory’s revenue plan: win new customers, expand product/category penetration with existing accounts, execute pricing actions, and retain satisfied customers.
• Deliver on-time service and product to all stops; replenish and rotate inventory at each visit so beverage stations meet brand standards.
• Increase Revenue per Stop by closing distribution gaps on core items, running seasonal and LTO promotions, applying pricing updates, and ensuring the station set is correct.
• Perform at least one CQC (Cup Quality Check) per day; verify equipment is clean and functioning properly.
• Make a minimum of 1 prospect call daily (5 weekly) and secure at least 2 new qualifying accounts per quarter (8 annually).
• Follow “The Farmer Brothers Way to Sell,” recap services provided, and present business-building ideas at each visit.
• Resolve or promptly escal
• Manage invoices, route inventory, and collections each day.
• Participate in all regional and company promotions.

Education & experience

• High school diploma or equivalent.
• 2+ years of business-to-business route delivery or closely related customer-service sales experience.
• Prior foodservice exposure preferred.
• Valid driver’s license with a clean driving record; able to pass a DOT physical.

Skills & capabilities

• Comfort with equipment and basic tech (hardware/software); mechanical aptitude.
• Able to lift and carry up to 50 lbs.
• Sharp at needs assessment and opportunity identification; proactive territory growth mindset.
• Strong communicator and active listener who builds rapport with customers and teammates.
• Sound business judgment; independent, organized, and accountable.

Proficiencies

• DOT Medical Card
• Driver's License
• Retail Sales
• Customer Service
• Territory Sales
• Business-to-Business (B2B)
• Outside Sales
• Inside Sales