Regional Sales and Account Manager

  • Counter Culture Coffee
  • Boston, MA, USA
  • Jun 08, 2021
Full time Sales/Business Development

Job Description

Counter Culture Coffee was founded in 1995 and is headquartered in Durham, NC, with regional offices in 12 major cities across the country.  Counter Culture Coffee has been continuously innovating in the coffee industry and we’re looking for passionate, dynamic, diverse team members to help us expand our efforts.

Counter Culture Coffee is:

  • Quality Coffee | We continue to cultivate relationships with growers and organizations around the world in order to build trust, improve quality, and foster transparency.
  • Education | We believe the pursuit of coffee perfection includes educating ourselves, our partners, and our customers about the coffee supply chain and the best methods of preparation.
  • Sustainability | Our commitment to affecting positive change in every community to which we are connected is driven by our belief that we can–and should–always strive to improve upon the present.
  • Transparency | We are committed to sustainability and holding ourselves and our peers accountable for creating a more sustainable future for coffee.

Position: Regional Sales and Account Manager

FLSA Status: Exempt

Job Overview: 

Regional Sales and Account Managers act as the first point of contact between Counter Culture and our potential Wholesale partners, and are responsible for developing a retention strategy that will yield positive, long term partnerships. The key functions of this role are identifying and qualifying prospective wholesale partners across a variety of channels, adding new, appropriate business to the designated region, and managing those relationships to the net benefit of a region’s revenue and profitability. Sales and Account Managers must have not only a strong business skill set, but also a thorough knowledge of the food and beverage industry. 

Counter Culture Sales and Account Managers are smart, resourceful, and reliable, but, first and foremost, they genuinely care about people and coffee.

Job Duties:

  • Quickly and accurately qualify all incomings leads, and follow up accordingly 
  • Source appropriate new business through effective cold calling and networking
  • Account management of regional customers ranging from coffee shops to restaurants to hotels, to specialty shops
  • Act as a consultant to new wholesale partners in a manner consistent with Counter Culture core values
  • Recommend and sell coffee equipment appropriately and with expertise
  • End-to-end management of the process of onboarding new wholesale partners
  • Work with the Divisional Manager and the Regional Manager to refine and execute sales and account management strategy for the assigned region
  • Responsible for regional growth, retention, and profitability.
  • Effective use of a CRM, and all relevant communication tools
  • Participate in Training Center events including but not limited to labs, classes, tastings, workshops, and socials
  • Contribute to regional success by understanding and influencing leading indicators and metrics


  • Must be positive, inspiring, thoughtful, thorough and questions the status quo
  • At least two (2) years of sales or account management experience in coffee, or a related industry
  • Experience and knowledge of the geography of the assigned regional markets and channels preferred
  • Valid driver’s license
  • The ability to manage one's own time and schedule effectively. Available to work a flexible schedule including periodic overnight travel, as well as weekend and off­-hours work
  • A strong desire to nurture new wholesale partnerships appropriately
  • A high aptitude for communication, and a strong desire to effectively communicate the mission and values of Counter Culture to prospective and current wholesale partners as well as the general public
  • A willingness to be challenged, and an eagerness for professional education and growth.
  • Basic technical expertise, and a willingness to learn about the equipment required to produce the highest quality coffee
  • Desire to be a part of an amazing regional team of educators and technicians, and to participate in education and events for both the public and for our wholesale partners.
  • Access to reliable transportation (If driving personal vehicle, must have unexpired driver's license and vehicle insurance)

Physical Aspects of this Position:

The physical activity of this position:

  • Stooping. Bending body downward and forward by bending spine at the waist.
  • Kneeling. Bending legs at knee to come to a rest on knee or knees. 
  • Crouching. Bending the body downward and forward by bending legs and spine. 
  • Crawling. Moving about on hands and knees or hands and feet. 
  • Reaching. Extending hand(s) and arm(s) in any direction. 
  • Standing. Particularly for sustained periods of time.
  • Walking. Moving about on foot to accomplish tasks, particularly for long distances or moving from one work site to another.
  • Pushing. Using upper extremities to press against something with steady force in order to thrust forward, downward or outward.
  • Pulling. Using upper extremities to exert force in order to draw, haul, or tug objects in a sustained motion.
  • Lifting. Raising objects from a lower to a higher position or moving objects horizontally from position-to-position.
  • Fingering. Picking, pinching, typing or otherwise working, primarily with fingers rather than with the whole hand as in handling. 
  • Grasping. Applying pressure to an object with the fingers and palm.
  • Feeling. Perceiving attributes of objects, such as size, shape, temperature or texture by touching with skin, particularly that of fingertips.
  • Talking. Expressing or exchanging ideas by means of the spoken word. Those activities in which they must convey detailed or important spoken instructions to other workers accurately, loudly, or quickly. 
  • Hearing. Perceiving the nature of sounds at normal speaking levels with or without correction. Ability to receive detailed information through oral communication, and to make the discriminations in sound.

The physical requirements of this position:

Light work. Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently, and/or a negligible amount of force constantly to move objects.

The visual acuity requirements:

The worker is required to have close visual acuity to perform an activity such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading; visual inspection involving small defects, small parts, and/or operation of machines (including inspection); using measurement devices; and/or assembly or fabrication parts at distances close to the eyes.

The conditions the worker will be subject to in this position:

None. The worker is not substantially exposed to adverse environmental conditions (such as in typical office or administrative work.)

90-Day Goals:

  • Satisfactory completion of onsite Counter Culture Coffee orientation
  • Effective demonstration of the ability to work without supervision and with other regional team members
  • Effective demonstration of the ability to complete required tasks in a timely manner
  • Effective demonstration of the ability to communicate with the National Sales Team
  • Completion of at least four Professional Development courses
  • Lead a Tasting at Ten, and a Catalogue Cupping

Benefits: Currently, the offered benefits include: group health (medical, dental, and vision), available the first of the month after 30 days of employment; Flexible Spending Accounts for Healthcare and for Dependent Care; short- and long-term disability; life insurance; 401(k) program; paid time off; six company holidays.

Counter Culture Coffee is an Equal Opportunity Employer in both policy and practice.

Counter Culture Coffee assesses candidates for employment based on their knowledge, skills, and abilities to perform the job for which they are applying and without regard to any non-job related category as protected by federal, state or local law.

Finalist candidates for employment will be required to demonstrate USA employment eligibility - per federal and state law, Counter Culture Coffee participates in the federal E-Verify program.