Remote Regional Coffee Sales Leader: Starbucks

Nestle Operational Services Worldwide SA; Yorktown (VA); Remote; USD 115,000 - 140,000; Full time

Benefits offered by this job

401k with company match

Healthcare coverage

Performance-based incentives

Job summary

Nestlé USA is seeking a Regional Business Manager – Coffee Sales Lead to drive operator sales for our beverage portfolio, including Starbucks, Coffee-mate, and Nescafé. The role covers the Fredericksburg, VA and Richmond, VA market with a strong hunter-farmer approach and a remote-based work arrangement.

The ideal candidate brings a proven track record in pipeline management, contract negotiation, and executive-level customer engagement, with 6+ years in direct outside sales and familiarity with

Qualifications

• 6+ years outside sales/B2B/business development experience.
• Proven track record in new business development and customer retention.
• 5+ years negotiating complex contracts with strong financial acumen and P&L awareness.
• Deep understanding of foodservice, hospitality, or beverage industry, with emphasis on premium branded products like Starbucks.
• Experience with pipeline management tools and CRM systems (e.g., Salesforce).

Responsibilities

• Drive operator sales 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 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

CRM systems

Executive presence

Customer-facing proposals

Cross-functional collaboration

Industry knowledge

Tools

Salesforce

Job description

Nestlé USA is seeking a Regional Business Manager – Coffee Sales Lead to drive operator sales for our beverage portfolio, including Starbucks, Coffee-mate, and Nescafé. The role covers the Fredericksburg, VA and Richmond, VA market with a strong hunter-farmer approach and a remote-based work arrangement.

The ideal candidate brings a proven track record in pipeline management, contract negotiation, and executive-level customer engagement, with 6+ years in direct outside sales and familiarity with