Counter Culture Coffee logo

Counter Culture Coffee

Western Region- Grocery Sales and Account Manager

GROCERY · Northern , California
Department GROCERY
Employment Type Full-Time
Minimum Experience Mid-level

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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 of

Position: Western Region- Grocery Sales and Account Manager 

FLSA Status: Exempt

Location: Remote, Northern California


Job Description:  Reporting to the National Grocery Sales Manager, the Western Region- Grocery Sales and Account Manager will act as the lead point of contact for all of Counter Culture’s west regional grocery customers.  The sales and account manager will be responsible for building and maintaining positive long term customer relationships as well as selling to independent and regional chains. The ideal candidate will be a creative problem solver, with strong analytical skills, and a passion for providing superior customer service while driving sales and profitability with our customers.  


Job Duties:

Customer Relationship Management:

  • Manage relationships with key decision-makers including retailers, distributors, and brokers

  • Set promotional activities and submit all appropriate paperwork 

  • Lead special projects to drive innovation with customers, including cross-merchandising, displays, contests, etc. 

  • Comfortable delivering presentations containing data, programming, and new item recommendations to retailers

  • Establish trust and credibility with the assigned customer list

  • Schedule regular account visits 

 Market, Channel, & Category Understanding:

  • Identify and communicate category growth opportunities within customer offering

  • Monitor the competitors’ brands and products as well as our market share, competitor market share, and target market share to understand trends and opportunities

  • Work closely with grocery customer service representative on scheduling and driving demos in accounts through the Brand Ambassador program

  • Coordinate all special coffee events with each account in the designated region

 Financial Management:

  • Manage regional P&L to meet company sales and  profitability goals

  • Manage promotional spending budget for Western Region

  • Work with Sales Manager to develop accurate sales forecasts for Operational excellence 

Sales Responsibilities:

  • Lead and manage business, promotions, distribution, and pricing to gain new distribution in independent retailers and chain accounts.

  • Manage sales and execution performance against quarterly and annual goals

  • Conduct meetings with existing buyers to sell-in new products, programs, and promotional activities.

  • Perform additional duties required in role


  • Excellent verbal and written communication skills

  • Proven ability to manage multiple projects simultaneously with attention to detail

  • Self-motivated with a strong work ethic and ability to work independently

  • Effective communications/presentation, follow-through, administrative and organizational skills.

  • Experience with MS Office- with strong excel proficiency

  • 4-6+ years of experience with retail and/or account management- grocery and CPG experience preferred

  • Experience in managing third-party distributor relationships preferred. 

  • Passion for coffee and educating consumers about Counter Culture.

  • Overnight travel required, and work after hours, weekends, or holidays. Travel requirements up to 50%.

  • Must be able to lift 50 lbs. 

Physical Job Requirements

Physical activity: Stooping, kneeling, crouching, reaching, climbing. Standing for sustained periods of time, walking for long distances or from one work site to another. Pushing, pulling, lifting, fingering, grasping, feeling (attributes of objects).

Repetitive motion; talking (expressing or exchanging ideas by means of the spoken word. Those activities in which employee 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).

Physical requirements: intermediate 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). Lifting up to 50 pounds. It requires ability to function in narrow aisles or passageways.

Visual acuity: must have close visual acuity to perform activities, preparing and analyzing data and figures, transcribing, viewing a computer, extensive reading, visual inspection involving small parts, machines and equipment, and determine accuracy, neatness, and thoroughness of the work assigned and/or to make general observations of facilities or structures.

Conditions the worker will be subject to in this position: none.


90-day goals:

  • Strong understanding of Counter Culture’s vision, mission, values, and plan.

  • Understanding of West grocery accounts and distribution methods

  • Create a quarterly promotional plan and spending by account

  • Complete 3 Counter Intelligence Labs and attend 2 catalog cuppings

  • Attend one Brand Ambassador orientation Lab

  • Develop sales pipeline targets for Western Division

  • Understanding of all CCC internal systems and order process 

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. After six months of employment, eligibility for regional incentive pay plan.


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.

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  • Location
    Northern , California
  • Department
  • Employment Type
  • Minimum Experience