Regional Account Manager

Royal Cup, Inc.; Orlando (FL); On-site; USD 65,000 - 95,000; Full time

Benefits offered by this job

Healthcare

Dental

Vision

401(k)

Life Insurance

Disability Insurance

FSA

Tuition Reimbursement

Parental Leave

Remote Work Options

Paid Holidays

Vacation Time

Training

Job summary

Royal Cup, Inc. seeks a Regional Account Manager to retain and grow existing customers across Healthcare, Senior Living, Food & Beverage, and Hospitality. This in-market role focuses on deepening relationships with buyers, GMs, and F&B decision-makers while leveraging data to uncover growth opportunities.

You will drive SKU expansion across the portfolio, use Power BI to identify gaps, and develop account growth plans to increase upsell and wallet share. Some travel will be required.

Qualifications

• Bachelor's degree in business administration or a related field, or equivalent combined education and account management experience.
• 2-4 years of experience in account management, sales, or related role, with a track record of retaining and growing customer relationships.
• Proficiency in Power BI or similar data/reporting tools.
• Proficiency in MS Office and basic IT skills.
• Excellent communication and consultative selling skills, both written and verbal.
• Willingness and ability to travel across an assigned territory, including overnight travel for meetings, trade shows, and training.
• A valid driver's license and personal auto insurance as required by state law.

Responsibilities

• Be in market with accounts regularly, maintaining in-person presence with buyers, GMs, and F&B decision-makers.
• Engage stakeholders at each account, understanding who influences and who decides, and directing energy accordingly.
• Drive SKU expansion across our full portfolio, including coffee, tea, mixes/spices, using Power BI to identify SKU gaps and opportunities.
• Use customer-facing materials, innovation concepts, seasonal offerings, and product tools to lead growth conversations.
• Develop and execute account growth plans identifying upsell, cross-sell, and wallet-share opportunities.
• Present new products and innovation ideas in the context of each customer's business, positioning Royal Cup and Farmer Brothers as a beverage and menu partner.

Skills

Power BI

MS Office

Communication

Travel willingness

Driver's license

Consultative selling

Education

Bachelor's degree in business or related field

Tools

C4C CRM

Job description

Job Title: Regional Account Manager

Reports To: Regional Sales Director

Location: This role is open to applicants who reside in Florida

ABOUT THE ROLE

We're looking for a Regional Account Manager to retain and grow an assigned book of existing customers across Healthcare, Senior Living, Food & Beverage, and Hospitality. This is a dedicated, in-market role built for someone who thrives on deepening relationships that are already in place. You'll spend your time with the people who control purchasing at your accounts, using data to spot opportunities and turning those opportunities into real, measurable growth across our combined product portfolio.

WHAT YOU'LL DO

• Be in market with your accounts regularly, maintaining consistent in-person presence with the buyers, GMs, and F&B decision-makers who control purchasing
• Engage the right stakeholders at each account, understanding who influences and who decides, and directing your energy accordingly
• Drive SKU expansion across our full combined portfolio, including coffee, tea, mixes/spices, and allied products, using Power BI to proactively identify SKU gaps and opportunities
• Use customer-facing materials, innovation concepts, seasonal offerings, and product tools to lead structured growth conversations
• Develop and execute account growth plans that identify upsell, cross-sell, and wallet-share opportunities
• Present new products and innovation ideas in the context of each customer's business, positioning Royal Cup and Farmer Brothers as a beverage and menu partner

WHAT SUCCESS LOOKS LIKE

• Consistently meeting SKU penetration and gross profit targets across your book of business
• Retaining and growing the accounts you manage year over year
• Growing average gross profit per account through SKU expansion
• Increasing upsell and cross-sell penetration across your accounts
• Deepening our combined portfolio's presence within every account you manage

WHAT YOU'LL NEED

• Bachelor's degree in business administration or a related field, or equivalent combined education and account management experience
• 2-4 years of experience in account management, sales, or a related role, with a track record of retaining and growing customer relationships
• Proficiency in Power BI or similar data/reporting tools
• Proficiency in MS Office and basic IT skills
• Excellent communication and consultative selling skills, both written and verbal
• Willingness and ability to travel across an assigned territory, including overnight travel for meetings, trade shows, and training
• A valid driver's license and personal auto insurance as required by state law

NICE TO HAVE

• Prior account management experience in the food & beverage industry
• Experience with C4C or a similar CRM platform

GOOD TO KNOW

Because this role involves regular vehicular travel, it's considered safety-sensitive. Candidates must pass a pre-employment drug screen, background check, and motor vehicle records check.

This role also requires the ability to walk and stand for extended periods while visiting customer locations, to safely operate a motor vehicle and travel by air, and to lift up to 15 pounds with or without assistance.

WHO WE ARE

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 125 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.