Sales Director, Costa Coffee - Office Channel

A Bit About Costa Coffee…

We’re Costa Coffee, masters of our craft since 1971 when the Costa brothers opened their first Roastery in London. A lot has changed since then. As well as being the UK’s Favorite coffee shop for the last 13 years, we are also present in over 40 other countries across EMENA, APAC, and the Americas. We are on a mission like no other to inspire the world to love great coffee.

From our evolving store propositions to our innovative FMCG (Fast Moving Consumer Goods) offering, we’re ambitious, disrupting and owning the coffee technology space, allowing us to provide the best solutions for our customers and partners.

This is all supported by being part of The Coca‑Cola Company. If you love coffee, you’ll love us. This is where tastebuds are brought to life. But it’s not all about the coffee. Joining the Costa family is about loving your chance to do a great job alongside brilliant people who make the hard work worth it. And we promise, we’ll make sure you’re always loving your craft.

A Costa Director of Sales represents the world’s leading self‑serve coffee system and presents one of the most exciting multi‑platform brands in coffee to potential new customers. You are a pioneer and a game changer on a mission to reimagine coffee experiences in the US.

• Build a Costa presence in the Office Coffee space. Negotiate contracts with Compass, Aramark and Sodexo, and their respective GPOs using the Coca‑Cola sales team as partners in the process. Manage against these contracts to deliver sales results that outgrow the category 3x and establish a clear pathway to be the nation's number 2 coffee brand.
• The primary focus is to develop and convert a sales pipeline in the Office Coffee Channel that delivers annual sales and OI targets for Costa US AFH. Ultimately, this role will manage all channels for the Big 3 National Accounts, e.g., Healthcare, Education and Office Coffee as well as the OCS channel.
• Identify and qualify potential distributors for OCS, initially via a geographic‑based test and then rolling out across the US.
• Work with Finance on the commercial deals to unlock these new channels, refining the existing structure to balance profit with pace.
• Build the OCS ‘platform’. Working with the GM, Marketing and Finance and the Distributors you will build out a saleable platform that covers machines, POS and training.
• Accountable for the full sales process—identifying customer targets, making customer contacts, developing tailored customer sales presentations consistent with Costa provided tools, presenting to customers, developing sales proposals and converting qualified targets to customers through the negotiation process; all in line with the budget and business KPIs.
• Lead a team of direct reports who manage geographic regions and represent the brand with regional contacts and large customers. These are your executional experts.
• Responsible for managing new platform pilots and new routes to market for Costa. Involve leading a cross‑functional team. Ensure all pilots, contracts and installations meet Costa requirements related to commercial/financial, brand excellence, quality and safety and adhere to the current delegation of authority.
• Fuel growth for the relevant Costa B2B platforms/propositions by providing specialist commercial and coffee industry expertise to our Coca‑Cola NAOU partners and direct Costa customers in the USA, across the channels.
• Engage with the largest customers in the US, and in some cases the world, and use Coca‑Cola contacts to access C‑suite contacts to influence coffee strategy, resulting in pilots for Costa Coffee platforms. Specifically, Compass, Aramark and Sodexo.
• Leverage relationships, existing and new, to deliver the Costa AFH agenda within the customer and coordinate with the other Costa platforms to ensure the Costa brand is executed to the best possible way in the eyes of both the customer and the consumer.
• Ensure the US Costa business unit meets the ABP targets by managing our partners, customers & distributors, internal and external, to ensure best‑in‑class customer acquisition through SME support,…