Director of Sales

8th & Roast Coffee Co.; Nashville (TN); On-site; USD 140,000 - 210,000; Full time

Benefits offered by this job

401K with 3% match

Generous PTO

Annual bonus based on sales growth

Coffee perk and employee discounts

Job summary

8th & Roast Coffee Co. in Nashville seeks a Director of Sales to lead wholesale growth, build high-value partnerships, and oversee product development and project management. This role blends leadership, analytics, hands-on selling, and collaboration to advance a fast-moving, values-driven culture.

Reporting to the CEO, you will manage the sales team, drive revenue, and align with Marketing, Production, and Customer Support to ensure an exceptional customer experience and long-term relationships.

Qualifications

• 5–8 years of B2B sales experience with at least 2 years in leadership.
• Knowledge of Bigin and Shopify CRM platforms.
• Experience in wholesale, food/beverage, or specialty coffee preferred.
• Experience in product development and project management including planning, risk/reward, budget, and stakeholder management.
• Proven ability to set and achieve long- and short-term sales goals.
• Strong communication and project management skills.
• Ability to manage multiple projects, track KPIs, and deliver regular reports.
• Customer service mindset to ensure satisfaction.
• Relationship management to build professional partnerships.
• Forecasting to analyze data, trends.
• Collaborative mindset to work with cross-functional teams.
• Sales experience in identifying customer needs and promoting products.
• Sales strategizing to align actions with objectives.
• Problem solving skills.
• Project management skills.

Responsibilities

• Define and execute a comprehensive wholesale sales strategy.
• Identify target markets and partnership opportunities.
• Drive year-over-year revenue growth and customer base expansion.
• Recruit, coach, and manage a high-performing sales team.
• Establish goals, KPIs, and accountability metrics.
• Collaborate with Marketing, Production, and Customer Support.
• Lead new product development for wholesale offerings.
• Track and analyze sales performance using CRM tools.
• Report weekly/monthly performance metrics to leadership.
• Forecast trends to inform planning.

Skills

Leadership

Strategic sales planning

Data-driven decision making

Communication

Project management

KPI tracking

Sales forecasting

Cross-functional collaboration

Negotiation

Tools

Bigin CRM

Shopify

Job description

8th & Roast has been crafting exceptional coffees in Nashville since 2009, emphasizing sustainability, quality, and strong partnerships with coffee producers. We value fair and ethical practices, sourcing from farmers who prioritize their land and crops. With three locations in Nashville, partnerships at Nashville International Airport and Canopy by Hilton, and a nationwide wholesale program, 8th & Roast is a leader in the Southeast’s craft coffee scene. We invite all coffee enthusiasts to join us in exploring the world of premium coffee through integrity and transparency. For more information, visit www.8thandroast.com.

Role Description

Reporting to the CEO, the Director of Sales is responsible for developing and executing the company’s wholesale growth strategy. This individual will lead the sales team, build high-value partnerships, oversee project management of new products, and ensure operational excellence in customer acquisition and retention. This role blends leadership, analytics, hands‑on selling, and project management — perfect for someone who thrives in a fast-moving, values‑driven environment.

Qualifications

• 5–8 years of B2B sales experience, with at least 2 years in a leadership role
• Knowledge and experience in various CRM softwares such as Bigin and Shopify
• Proven track record in wholesale, food/beverage, or specialty coffee preferred
• Experience in product development and project management including initial planning and development, risk/reward evaluation, budget and resource management, stakeholder management and communications, etc.
• Proven ability to set and achieve long- and short-term sales goals
• Communication - Maintain open, honest communication, respond to feedback, and project management skills
• Organization/reporting - Ability to manage and track multiple projects, track KPIs, and delivery regular reports
• Customer Service - Ability to effectively assist and support customers through clear communication, problem-solving, professionalism, and a positive attitude to ensure customer satisfaction.
• Relationship Management - ability to build and maintain positive, professional relationships through effective communication, trust, collaboration, and responsiveness to the needs of others.
• Forecasting - ability to analyze data, trends, and patterns to accurately predict future outcomes and support informed planning and decision‑making.
• Collaboration - ability to work effectively with others by sharing ideas, communicating openly, and contributing toward common goals and successful outcomes.
• Sales Experience - ability to identify customer needs, build strong client relationships, and effectively promote products or services to achieve sales goals and business growth.
• Sales Strategizing - ability to develop and execute planned approaches to selling by analyzing. markets, identifying opportunities, targeting customers effectively, and aligning sales actions with business objectives to maximize results.
• Problem Solving Skills - ability to identify issues, analyze their causes, and develop effective, practical solutions in a timely and logical manner.
• Project Management Skills - ability to plan, organize, and oversee tasks and resources effectively to ensure projects are completed on time, within scope, and aligned with defined goals.

Key Responsibilities & Job Functions

Strategic Growth

• Define and execute a comprehensive wholesale sales strategy aligned with company goals.
• Identify and prioritize target markets, customer segments, and partnership opportunities.
• Drive year-over-year revenue growth and customer base expansion.
• Recruit, coach, and manage a high-performing sales team.
• Establish clear goals, KPIs, and accountability metrics.
• Foster a team culture rooted in collaboration, creativity, and results.

Key Account Management

• Build and maintain strong relationships with top wholesale partners.
• Negotiate contracts, pricing, and terms to ensure mutual success.
• Ensure exceptional customer experience from onboarding to long-term service.

Cross-Functional Collaboration

• Work closely with Marketing, Production, and Customer Support to align on messaging, inventory, fulfillment, and overall customer satisfaction.
• Provide regular feedback from the field to influence product development and market positioning.

Product Development & Project Management

• Lead new product development for wholesale offerings
• Lead and execute project management of new products from start to finish

Data & Reporting

• Track and analyze sales performance using CRM tools.
• Report weekly/monthly performance metrics to leadership.
• Use data to drive decision-making and forecast trends.

Physical Requirements

Must be able to complete these requirements with or without accommodation

• Hear – speak to coworkers
• Stand for prolonged periods of time
• Health, dental, vision insurance with employer contribution
• 401K with 3% match for full-time employees
• Generous PTO, sick day, and holiday time off
• Continuing education stipend for employees
• Annual bonus based on growth of sales year over year
• Free Coffee Classes: team members can attend any coffee class for free.
• Coffee for home! Employees may take home one 12-ounce bag of coffee per month
• Coffee at work! Employees enjoy unlimited free cold brew and drip coffee, as well as specialty drinks during shop visits and a 50% discount on all food

EEO Statement:

At Roast, Inc., it is our policy to provide equal employment opportunities to all employees and applicants for employment based on qualifications, abilities, and merit. Therefore, Roast, Inc. prohibits

discrimination against employees, applicants or any other legally covered persons because of race, color, religion, national origin, age, sex (including pregnancy, sexual orientation and gender identity or

expression), citizenship, genetic information, disability status, past, current, or prospective membership in the uniformed services or any other characteristic protected under applicable federal, state, or local law. This policy applies to all terms and conditions of employment, including, but not limited to hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. No one will be subject to, and Roast, Inc. prohibits, any form of discipline, reprisal, intimidation or retaliation for good faith reports or complaints of incidents of discrimination of any kind, pursuing any discrimination claim or cooperating in related investigations. Questions or concerns about discrimination should be reported to your immediate manager or Human Resources.