Sr. Director Of Foodservice/Office Coffee Services (Ocs) Start-Up

Sr. Director of Foodservice & Office Coffee Subscription (OCS)

(Remote/ Growing Start-Up)

Company Description: Steeped Coffee is the new standard in single-serve coffee. Steeped, Inc. is operating in high-growth specialty coffee and single-serve coffee spaces and uses innovation to bring these two markets together for the first time. Steeped is located in Scotts Valley, CA (in the Santa Cruz area) and has developed a proprietary single-serve coffee method that is brewed in bags (similar to tea) and is entirely made from fully compostable materials. Steeped sells directly under the Steeped Coffee brand to B2C and B2B customers while also licensing the Steeped Brewing Method and technology to a growing list of national and international coffee roasters and other private label partners.

We are a Benefit Corporation and a Certified B Corp that is focused on Purpose Beyond Profit. We believe that business can be done without compromise. Our Mission includes being good stewards of the planet and loving people. All of our current packaging is sustainable, and our coffee is ethically sourced and directly traded — yet we are always searching for new ways to improve and innovate.

As the Sr. Director of Foodservice, you will lead new business initiatives and processes, including new and retention accounts. Reporting directly to the Executive Vice President of Sales, you will lead the business development efforts, including developing overall strategy, setting annual revenue targets, developing subchannel pipelines, analyzing business opportunities, identifying major prospects and key decision-makers, creating compelling presentations, overseeing the business development proposal process, and working closely with the internal and external constituents.

Department Structure: Reports to Executive VP of Sales

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Coordinate with the Operations team to ensure timely supply, purchase orders, and demand planning, particularly for newly onboarded accounts.
• Create and implement an impact-driven strategic business plan for Steeped Coffee and its business partners.
• Create and implement an impact-driven sales plan on behalf of Steeped Coffee and its business partners, and work with Steeped Leadership to secure agreements with business partners to sell Steeped products into various subchannels, including but not limited to foodservice distributors, office coffee subscription (OCS), business and industry (B&I), and outdoor retail.
• Set the tone for high-performance sales leadership by achieving expectations for yourself and supporting team members to achieve their targets.
• Monitor location level or customer-level sell-through data to analyze the effectiveness of different customers and sales/marketing strategies. Use this information to develop a comprehensive strategy for the food service channel.
• Work directly with Marketing to develop promotional plans across multiple foodservice subchannels channels.
• Collaborate internally to maximize opportunities.
• Perform additional duties and responsibilities as required.
• Manage broker systems and establish sales matrix criteria for brokers to execute.
• Leverage lead systems, cold calling, and track performance in CRM.
• Consistently motivate and train team members to help establish a sales culture predicated on excellence and an industry standard for customer success.
• Communicate internally and externally regarding Steeped Coffee’s value proposition, and identify and share unique selling points.
• Develop relationships with key business partners across multiple subchannels.
• Regularly update projections to track against annual sales goals and provide accurate data to Operations for effective inventory management and maximized inventory turns.
• Develop and execute strategic account plans, including pricing and promotional strategies, SKU optimization, and strategic product placement.
• Efficiently manage trade spending with authorized Steeped distributor partners.

Required Skills / Experience: To perform this job successfully, an individual must complete and manage each essential duty satisfactorily. The requirements listed below represent the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions:

• Success in building alliances and influencing key decision-makers (at all levels) within the client organization and developing trust-based relationships with key internal constituents and colleagues
• Understanding how to position products against competitors
• Excellent listening, negotiation, and presentation skills
• Desire to learn and grow quickly
• Ability to communicate with team members at all levels
• Outreach to automate processes is preferred but not required
• Excellent written and verbal communication skills
• Odoo CRM software experience is preferred but not required
• Ability to work well autonomously and within a team
• 8-10 years in food service and/or OCS channels. Prior experience and contacts within the outdoor retail channel are a bonus.
• Proven ability to articulate the distinct aspects of services and products
• ERP/MRP experience preferred
• Flexible and able to manage projects with varying timelines
• Knowledge of how to develop client-focused, differentiated, and achievable solutions
• Ability to learn critical software applications and take copious notes in CRM
• Respect and expect accountability
• Excellent internal and external customer service skills
• Track record of closing contracts requiring a high degree of complexity
• Strong systems skills, including proficiency with integrated software applications, Google Suite, spreadsheets, and apps

Job Type and Salary Range

• EOE
• Remote
• Full-time, non-exempt, M-F
• Salary base range:$100k to $120k annually

Required work authorization

• United States
• Background Check required

Physical requirements include but are not limited to

• Able to travel as needed
• Comfortable/accommodating working environment (remote)
• Ability to sit for long periods (4-6 hours)
• Must be able to lift up to 15-30 pounds at a time

Work Environment:

This job operates in a professional office/remote office. This job description intends to provide a representative summary of the major duties and responsibilities. It should be noted, therefore, that associates may be requested to perform job-related tasks other than those specifically presented in this job description.