Regional Coffee Sales Leader — 40% Travel

Nestlé; Phoenix (AZ); On-site; USD 110,000 - 150,000; Full time

Job summary

Nestlé USA is seeking a Regional Business Manager – Coffee Sales to drive operator sales for the Nestlé Professional beverage portfolio, with focus on Starbucks branded products. This field-based role covers the Phoenix, AZ area with travel 40%+ and requires a hunter-farmer mindset, strong pipeline management, and contract negotiations.

You will collaborate with internal teams across operations, marketing, and finance to grow venues, ensure brand stewardship, and deliver seasonal and innovative

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 with strong financial acumen.
• 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.
• Familiarity with key industry segments, including Business & Industry, College & University, Healthcare, Lodging, Military, Travel, Retail, and Grocery.

Responsibilities

• Drive operator sales growth by identifying and securing net new business within the territory.
• Acquire additional venues/outlets within existing accounts through proactive pipeline management, ensuring opportunities across all sales stages.
• Effectively utilize Salesforce 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 execution of 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

Outside sales

New business development

Contract negotiation

Executive presence

Customer relationship management

Tools

Salesforce

Job description

Nestlé USA is seeking a Regional Business Manager – Coffee Sales to drive operator sales for the Nestlé Professional beverage portfolio, with focus on Starbucks branded products. This field-based role covers the Phoenix, AZ area with travel 40%+ and requires a hunter-farmer mindset, strong pipeline management, and contract negotiations.

You will collaborate with internal teams across operations, marketing, and finance to grow venues, ensure brand stewardship, and deliver seasonal and innovative