Distributor & Licensee Partner Manager

Royal-Cup,-Inc.; Fort Worth (TX); On-site; USD 90,000 - 120,000; Full time

Benefits offered by this job

Healthcare

Dental

Vision

401(k)

Company-paid life and disability

Tuition reimbursement

Remote work opportunities

Paid holidays and vacation

Job summary

Royal Cup, Inc. seeks a Distributor & Licensee Partner Manager to oversee a national portfolio of distributors and licensees.

You will be the single point of contact, building strong partnerships and driving a profitable revenue stream across diverse partner models. You will coordinate with Customer Service, Inside Sales, Operations and Equipment Service to ensure reliable fulfillment and rapid issue resolution.

Qualifications

• 5–8 years in B2B sales, account management or channel/partner management, including at least 3 years managing distributors or resellers.
• Experience in foodservice, beverage, coffee or consumer packaged goods distribution.
• Track record of growing revenue and gross profit across a portfolio of partners.
• Working knowledge of net sales, gross profit, rebates and pricing.
• Strong Excel and CRM skills; clear, confident communication and relationship-building skills.

Responsibilities

• Own partner relationships; serve as the single contact for distributors and licensees with regular check-ins and quarterly reviews.
• Grow revenue and gross profit; manage sales targets and negotiate margins, promotions, and product mix.
• Manage agreements and programs; keep pricing, rebates and promotions current.
• Monitor account health; track sales trends and margins, lead recovery plans for at-risk partners.
• Oversee licensees to ensure terms, brand standards and volume commitments are met.
• Coordinate across Customer Service, Inside Sales, Operations and Equipment Service for reliable fulfillment.
• Keep data accurate in CRM; resolve ownership or account questions.
• Report and recommend; deliver monthly portfolio scorecards and investment decisions.

Skills

B2B sales

Distributor/partner management

CRM proficiency

Relationship-building

Strategic account growth

Education

Bachelor's degree or equivalent experience

Tools

Excel

CRM

Job description

At Royal Cup, we embody a winning spirit that extends far beyond friendly competitions and games. We believe in achieving victory in everything we do, and as a united team, we know there is not a challenge we can't conquer.

While luck may play a small role, true success comes from having a clear vision, a strong mission, and unwavering standards. These foundational elements lie at the heart of our employees' ongoing experience as valued “Cuppers.”

Our vision is to become the Chosen Partner to Customers Nationwide, establishing ourselves as the proven industry leader in sourcing, roasting, blending, and distributing exceptional coffee, tea, and affiliated beverages. To accomplish this, we hold ourselves accountable to a set of industry-leading standards that revolve around enhancing our customers' experiences and driving operational excellence. We can’t accomplish this without a dedicated team across the nation who are committed to living out our standards each day.

Our standards are what set us apart. They guide our actions, shape our culture, and fuel our success.

• One Team, One Cup: Respect for one another, our customers, and our prospects. No Silos, each of us working together for the good of the whole.
• VICTORS, Not Victims: Challenges are opportunities in disguise. We are problem solvers who approach obstacles with optimism, turning them into steppingstones for growth and success.
• AS IF: All change happens by the “As If” principle. We act, speak, and think “as if” until we become the embodiment of our vision.
• Patience, Fortitude, and Resiliency: We have the patience to stay on our path and tolerate obstacles until we get the desired outcome, the fortitude to answer why we do what we do, and the resiliency to bounce back from setbacks.
• Nitty Gritty: We maintain an unwavering focus on the tasks at hand, ensuring that what needs to be accomplished today aligns with our longer-term objectives.
• Match Me!: A byproduct of all of our other standards. It is bringing the best version of ourselves to work each day, embodying our standards, and holding everyone around us accountable to them.

Join us, embrace our winning mindset, and embark on a fulfilling career that will leave an indelible mark on our industry and the lives of our customers. Together, we will redefine what it means to be the best.

One Team, One Cup!

Benefits at Royal Cup

We want our benefits to work for you.

Employee and Family Wellness

Health, Dental, and Vision plans are available to help keep you and your family healthy and happy!

Employee Assistance Program

For the times when things just “aren’t right” - help is available to you and your family.

Disability Coverage

Whether for a short period or for a long period, we make sure you have coverage.

Life Insurance

Company-paid life insurance is provided for all employees. Optional term life coverage and Accidental Death & Dismemberment amounts are available as well.

Retirement Savings

Employee 401(k) participation with annual Company matching contributions will help prepare you for future retirement!

Tuition Reimbursement

We want to support your higher education goals!

Paid Vacations and Holidays

We believe our employees need to relax, rejuvenate, and get ready to re-engage.

Flexible Spending Account Plan

The FSA Plan allows you to save significant amounts on your medical (includes dental and vision) expenses and dependent care expenses.

Other Benefits

Smoking cessation program (free to employees and family), Jury duty leave, military service leave, and paid funeral leave, Uniforms are provided for certain positions, Discounts on employee purchases

The Royal Cup, Inc. Health Insurance Plan provides these links to access machine readable files as required by the Transparency in Coverage Rule. The files include negotiated service rates and out-of-network allowed amounts. The files are formatted to allow researchers, regulators, and application developers to access and analyze healthcare pricing data more easily. Contact, Human Resources, [e-mail] if you encounter technical issues with the links.

With a combination of perks, benefits, social activities, and learning opportunities, we invest every day in our most important asset: our people.

Position:Distributor & Licensee Partner Manager

Location: Fort Worth, TX

Job Id:1028

# of Openings:1

Job Title: Distributor & Licensee Partner Manager

Reports to: VP, Regional Sales

Location: On-site in Birmingham, AL or Dallas Fort-Worth, TX (this is not a remote position)

SUMMARY

We are creating a new role to own our relationships with distribution partners and licensees. You will manage a national portfolio of distributors and licensees as their single point of contact. Your job is to build strong partnerships and grow a profitable, reliable revenue stream.

The portfolio spans several partner models:

• Full-service distributors, where we provide product, equipment and service
• Product-only distributors
• Partners that run their own equipment and service programs, including coffee roasters
• Licensees

KEY RESPONSIBILITIES

• Own partner relationships. Serve as the single point of contact for every distributor and licensee in your portfolio, with regular check-ins and quarterly business reviews for key partners.
• Grow revenue and gross profit. Own the portfolio's sales and gross-profit targets. Find growth through volume, product mix, new products and added locations, and act quickly on margin leaks.
• Manage agreements and programs. Keep distributor and licensee agreements, pricing, rebates and promotions current, clear and followed.
• Monitor account health. Track sales trends, ordering patterns and margin monthly. Spot declining or at-risk partners early and lead recovery plans.
• Oversee licensees. Make sure licensees meet their agreement terms, brand standards, reporting and volume commitments.
• Coordinate across the business. Work with Customer Service, Inside Sales, Operations and Equipment Service so partners get reliable fulfillment, equipment support and fast issue resolution.
• Keep data accurate. Maintain clean CRM records, contacts and partner information, and resolve ownership or account questions.
• Report and recommend. Deliver a monthly portfolio scorecard to sales leadership. Recommend which partners to invest in, restructure or exit.
• All other duties as assigned

MINIMUM QUALIFICATIONS

• 5–8 years in B2B sales, account management or channel/partner management, including at least 3 years managing distributors or resellers
• Experience in foodservice, beverage, coffee or consumer packaged goods distribution
• A track record of growing revenue and gross profit across a portfolio of partners
• Working knowledge of net sales, gross profit, rebates and pricing
• Strong Excel and CRM skills
• Clear, confident communication and strong relationship-building skills
• The ability to successfully complete the pre-employment process

PREFERRED QUALIFICATIONS

• Experience with licensing agreements or franchise-style partner programs
• Knowledge of convenience store and foodservice distribution
• Experience integrating customers or partners after a merger or acquisition
• Bachelor's degree or equivalent experience

PHYSICAL REQUIREMENTS

• Prolonged periods of sitting at a desk and working on a computer.
• Frequent sitting, standing, walking, reaching, typing, reading, talking, and hearing
• The ability to lift up to 15 pounds with or without assistance

COMPANY PROFILE

Royal Cup, Inc. is the proven leader in sourcing, roasting, blending, and distributing high-quality coffees and fine teas since 1896 and is the chosen partner for restaurants, hotels, offices, and commuters across the country. We are a family-owned business rooted in a longstanding tradition of coffee roasting excellence that takes pride in our unparalleled dedication to customer care.

We are a large, privately held national importer, roaster, and distributor of coffees, teas, and related products that have been in business for more than 130 years. Royal Cup, Inc. currently provides products, equipment, and service to restaurants, hotels, convenience stores, businesses, and individuals throughout the United States, and we are growing!

At Royal Cup, Inc. having a customer-centric focus is not simply a motto; our employees believe we each have a responsibility to provide outstanding service to our customers. Our customer-centric focus results in actions we live by that not only retain our current customer base but grow our presence with new, high-impact accounts across the country based on exceptional products and service.

We believe serving our customers well, serves us well. We are results-oriented and strive to not only retain our current customer base but grow our presence with new, high-impact accounts across the country by offering exceptional products and service.

Royal Cup Coffee and Tea strives to be sustainably minded and a good corporate steward in all business endeavors. It is also what others expect of us – our employees, our customers and vendors, our local communities, and the coffee and tea industry we help represent. This mindset permeates the actions we take today for tomorrow.

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. We are an equal opportunity employer and do not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or another legally protected status. For individuals with disabilities who would like to request an accommodation, please contact us at 1-800-366-5836.

Discover how we combine our expertise in product, equipment, distribution & service to create a customized beverage solution that is right for your company.

Over the past 100 years, Royal Cup has grown from its small, hometown roots to become a major importer, roaster and distributor of premium coffees and teas.