Regional Coffee Sales Lead — Remote, 40% Travel

PowerToFly; Arlington (VA); On-site; USD 115,000 - 140,000; Full time

Benefits offered by this job

401k with company match

Healthcare coverage

Performance incentives

Job summary

Nestlé USA seeks a Regional Business Manager – Coffee Sales Lead to drive operator sales for our beverage portfolio, prioritizing Starbucks branded lines and related brands. You will support customers in the Fredericksburg, VA and Richmond, VA market, with a preferred home base in one of these cities.

The ideal candidate is a hunter-farmer with a proven track record in pipeline management, contract negotiation, and executive-level customer engagement.

Qualifications

• 6+ years of direct outside sales, B2B, or business development experience.
• Proven track record in new business development and customer retention.
• 5+ years negotiating complex contracts and agreements with strong financial acumen and P&L awareness.
• Deep understanding of foodservice, hospitality, or beverage industry with emphasis on premium branded products like Starbucks®.
• Expertise in pipeline management tools and CRM systems (e.g., Salesforce).
• Strong executive presence, with excellent communication and presentation skills.
• Experience building customer-facing business plans and proposals.
• Collaborative mindset and ability to work cross-functionally across operations, marketing, and finance.

Responsibilities

• Drive operator sales growth by identifying and securing net new business within the assigned territory.
• Acquire additional venues/outlets within existing accounts through proactive pipeline management, ensuring opportunities across all sales stages.
• Effectively utilize Salesforce and C4C to manage growth opportunities, customer events, and forecasting.
• Lead joint business planning and business reviews to strengthen partnerships and meet contractual service levels.
• Negotiate and execute contracts that are profitable and aligned with Nestlé Professional’s business strategy.
• Partner with internal operations to ensure smooth onboarding, training, and installation for new venues.
• Promote compliance with brand stewardship and manage quality assurance activities within the territory.
• Sell seasonal and innovation programs to drive incremental growth.
• Maintain strong distributor relationships and provide guidance on sales opportunities and product stocking.
• Provide accurate sales forecasts and maintain detailed visibility into pipeline health.
• Exhibit an entrepreneurial mindset to identify and pursue incremental growth opportunities.
• Launch new products effectively, using established tools and best practices.
• Communicate regularly with internal partners to ensure alignment across all business facets.

Skills

Hunter-Farmer

Pipeline management

Contract negotiation

Executive-level engagement

Communications skills

Tools

Salesforce

C4C

Job description

Nestlé USA seeks a Regional Business Manager – Coffee Sales Lead to drive operator sales for our beverage portfolio, prioritizing Starbucks branded lines and related brands. You will support customers in the Fredericksburg, VA and Richmond, VA market, with a preferred home base in one of these cities.

The ideal candidate is a hunter-farmer with a proven track record in pipeline management, contract negotiation, and executive-level customer engagement.