Based at the Portland, OR headquarters, the Head of Wholesale is responsible for developing and leading a cohesive sales strategy to deliver year-over-year profitable growth within Stumptown’s Wholesale Sales channel. The Wholesale business includes a dynamic, diverse and engaged customer base, ranging from owner/operator cafes and businesses, to beloved taste-makers within the restaurant and F&B space, to large, national accounts serviced by foodservice distributors, all of whom sell, brew and serve Stumptown Coffee to their end consumer.

Reporting to the President, this position will oversee a multidisciplinary team of sales, coffee and customer service professionals, leading the team to achieve revenue and profitability targets for the channel. As member of Stumptown’s Leadership Team, the Head of Wholesale works collaboratively across all areas of the business, and plays a key role in further defining Stumptown’s leadership position within the super premium coffee industry.

ACCOUNTABILITIES

Drive Sales Strategy: Create a comprehensive sales strategy to achieve Stumptown Wholesale revenue goals. Identify customer growth opportunities, new markets and analyze competition.

• Define and articulate clear sales strategies aligned with customer needs and company goals.
• Drive sales plans to achieve financial metrics including revenue, GM, EBIT & expense control.
• Oversee strategic pricing for products and ensure consistent in-market adherence to brand pricing, promotion and policies as communicated and aligned to with Head of Finance and across the channels.
• Partner with key business owners to monitor performance, reinforce strategic priorities, and develop risk mitigation actions.
• Strategically allocate resources where investment has highest ROI.
• Analyze environment and competitive conditions, customer needs, and market trends to influence longer term growth strategies and new business growth opportunities.
• Participate in development of annual sales budget targets. Meet budget objectives and take appropriate action to achieve and/or exceed sales budget targets.

Lead Sales Team: Provide guidance, development, and support to ensure business results.

• Lead, inspire, and coach a diverse team of sales, coffee and customer service professionals, including capability building, succession planning, career planning, performance management and a growth mindset culture.
• Lead Sales team to develop strategic business plans for customers, delivering against key customer strategies and needs.
• Create diverse, inclusive, and engaging team environment to attract and retain the best talent.
• Build strategic selling capabilities within the team by establishing effective individual development plans to increase knowledge and experience.
  
  

Build Customer Relationships: Build strong relationships with new and existing customers.

• Establish Stumptown as a long-term partner by developing, maintaining, and expanding relationships with emphasis on senior-level customer relationships.
• Translate positive customer relationships into increased sales and top line growth.
• Provide “voice of the customer” for internal work streams including product development, marketing, customer service and overall channel strategies.

Collaborate with Cross Functional Teams: Partner across all areas of Stumptown, with key relationships in marketing, product development, operations and finance. Collaborate and align on sales objectives, product positioning, pricing strategies and overall business growth.

• Serve as a key member of Stumptown’s Leadership team.
• Create an inclusive team culture dedicated to achieving Stumptown’s Mission, Vision and Values.
• Participate in the stage gate process to provide customer insights on design and pricing.  
• Lead the progression of key projects ensuring communication flow between customer and operations, and supply chain teams.
  
  

Knowledge of Industry Trends: Stay on top of industry trends, consumer preferences, and market dynamics in the coffee industry. Analyze environment and competitive conditions, customer needs and market trends to influence longer term growth strategies and new business growth opportunities.

QUALIFICATIONS

• 10+ years progressive experience in Sales Leadership in a wholesale business model; Prior premium food experience is required and beverage or coffee experience is strongly preferred.
• Bachelor’s degree in business, communications, or related discipline preferred.
• Exceptional leadership skills with proven experience leading a sales team as a performance coach to develop talent to meet future business needs.
• Results-focused with a track record of exceeding sales budgets.
• Demonstrated ability to solve problems through analytics, experience and influencing.
• Strong organizational skills with a track record of planning, prioritizing, and executing projects.
• Strong business acumen, superior analytical skills, and ability to translate data into actionable insights and initiatives to drive top/bottom line growth.
• Possesses exceptional communication and presentation skills, with the ability to interact with all levels of people within and outside of the organization.
• Expert ability to think strategically and execute tactically while leveraging scrappy budgets.
• Ability to operate strategically, but also to flex into operational and tactical work when needed.
  
  

LOCATION 

• This position is based at our HQ in Portland, Oregon and requires on-site presence 3+ days/week.