Sales Representative

Equal Exchange is the country's leading Fair Trade coffee company.  

Position Overview: 

Equal Exchange is seeking Sales Representatives to join our natural foods and food service teams. This position involves partnering with customers who brew and serve our coffee and are focused on offering products that both taste great and create social change.

Sales reps are expected to excel in building meaningful relationships around fairly traded products - coffee, chocolate, tea and snacks - and in communicating Equal Exchange's unique program, starting with our commitment to sourcing from small farmers. Sales reps are accountable for deepening programs with current customers, as well as securing new customers. Previous experience preferred in some of the following: coffee, sales, co-ops.

• Report to: Sales Manager
• Responsible for: Meeting annual new sales and growth goals as determined by supervisor, participation in strategy and team development, order taking and customer service as needed.

Responsibilities:

Sales and Account Management (30 hours/wk):

• Accountable for individual sales goals as determined by the Sales Manager
• Maintain and deepen relationships with current customers in a defined region
• Deepen customers' understanding of fair trade and Equal Exchange mission
• New Sales development: prospecting, evaluating, negotiating, proposing and closing new accounts
• Develop and pursue network sales
• Communicate the characteristics of Equal Exchange coffee, tea, cocoa and other products
• Communicate, understand and work comfortably with equipment
• Understand customers' needs and problem solve
• Maintain quality standards throughout supply chain to consumers
• Travel 4 to 6 days per month (as determined with supervisor)
• Work with and support regional team
• Design, implementation and evaluation of promotional strategies
• Communicate effectively with customer service team, including maintaining account database
• Work with brokers and other Reps to best serve accounts in region
• Order Taking and Customer Service: answering calls, taking accurate orders, problem solving and responding to customer inquiries

Team Development (5 hours/wk):

• Continual learning and analysis about the market, Equal Exchange's relation to it, and how to market our authentic difference.
• Help develop, implement and refine team strategy and systems
• Support team members as needed or directed
• Some program work as determined by the Sales Manager
• Continuous training in sales, marketing, equipment and product quality

Personnel and Fair Trade Development (5 hours/wk):

• Participate in staff, team, departmental and educational (Exchange Time) meetings
• Develop an understanding of Equal Exchange's producer partners and trading model
• Understand and participate effectively in our worker cooperative model
• Flexibility to engage in other tasks as needed by the organization 

Qualifications:

• Ability to communicate well and problem solve with customers, team members and staff
• Ability to effectively manage time and responsibilities
• Ability to work well with others
• Ability to rebound from rejection
• Ability to work independently and within a team
• Previous sales experience preferred
• Previous Natural Foods or Food Service experience preferred
• Previous experience with progressive business preferred
• Ability & willingness to travel
• Flexible, and willing to continuously learn by experience

Compensation: Full-time regular position, on worker-owner track (40-45 hrs/wk). Benefits: Health/dental/vision insurance coverage, vacation, holidays and sick days, eligibility for worker-ownership

To Apply:

To apply, please email your resume, cover letter, and your answers to the application questions below.

Application questions:

1. Equal Exchange works with small-scale coffee farmers in countries such as Peru and Nicaragua. What do these farmers want from a relationship with Equal Exchange? How can Equal Exchange effectively help them to develop the resources to solve their pressing problems?
2. A new Sales Representative's goal is to sell an additional $120,000 worth of products - or about 17,000 pounds of coffee - in a year. This goal includes sales growth in current customers' coffee programs as well as sales to new customers that the Sales Representative secures. How would you go about reaching this goal? Why should Equal Exchange feel confident that you can reach this goal?
3. What would you do as a Sales Representative in the following situation? You are approaching a Food Co-op that sells and brews coffee from their local roaster. While the buyer believes in Fair Trade, they think that their commitment to a local roaster better serves their community and provides a great avenue to discuss sustainability. How would you convince them to consider Equal Exchange's coffee program?