Account Executive

Account Executive (US Remote or Bellingham, WA)

About Onyx Coffee:

Founded in 1957, the Martinez family farm, Finca Vista Hermosa, has grounded Onyx Coffee in the deepest appreciation for the challenges, dedication, and resilience that go into producing quality coffee. Today we source and buy green coffee in Guatemala for export worldwide, but primarily import and sell green coffee to coffee roasters in North America.

Onyx is here to Elevate People in Coffee:

• PRODUCERS: We work to provide small producers Access, Voice, and Dignity.
• CUSTOMERS: Create passionate and inspired customers through quality coffee, access to origin, and best-in-class service so they can win with their customers.
• TEAM: Creating a culture of excellence, development, and learning. Pushing to our personal and professional potential.

Onyx Core Values:

• Nurture Relationships
• Humility
• Entrepreneurship
• Discipline
• Tenemos Pilas [Slang Spanish: We have abundant energy/battery]

Job Overview:

Are you a results-oriented, resourceful salesperson able to build a book of business from scratch? Do you love building new relationships? Do you wake up hungry to drive results, take responsibility for your success, and do it for a mission-driven organization? If so, we have an exciting opportunity for you as an Account Executive at Onyx Coffee.

With decades of experience in coffee farming and nurturing relationships with coffee producers, Onyx Coffee is dedicated to delivering the finest Guatemalan green (raw) coffees to the world’s best roasters. Our commitment to relationships, quality, and impact has led us to establish offices in Guatemala City and Bellingham, WA.

As an Account Executive, you will be based out of the US and instrumental in driving revenue generation and nurturing strong customer relationships. Depending on experience, you will inherit a book of business comprising 50-100 customers and look to grow your book by an additional 50-100 customers (Total customer count 125-175 customers). Your mission is twofold:

• Existing customers: you proactively seek opportunities to provide world-class service, look for opportunities to strengthen the relationship, and are entrepreneurial in growing new sales within the existing relationship.
• New customers: You’re driven to find new opportunities in a competitive marketplace. You’re energized to build a network and find new roasters who would benefit from amazing coffees grown by wonderful people. You’re self-starting. You smile at the opportunity to cold call, network, and engage in virtual and in-person visits with the mission to expand the reach of the Guatemalan Coffee Producer.

Exceptional communication and negotiation skills are critical to the role. You will use consultative selling techniques to find growth opportunities and elevate the customer relationship. Your ability to manage multiple conversations simultaneously and respond quickly to customer inquiries will be critical in delivering top-notch service.

You will report to COO/Head of Sales.

Responsibilities include:

• Manage and Grow Book of Business: Take ownership of existing client accounts and develop strategies to expand and grow sales. Actively identify and pursue new business opportunities within the specialty green coffee market. Hit and exceed company quarterly and annual sales goals.
• Prospecting and Lead Generation: Utilize your excellent communication and persuasion skills to engage prospects and convert them into clients effectively. Comfortable making back-to-back video and phone calls, at times exceeding 30+ calls per day. Entrepreneurial in identifying new markets and growth opportunities.
• Relationship Management: Build strong, long-term relationships with clients by providing exceptional customer service. Entrepreneurial in finding new sales opportunities. Serve as the primary point of contact for all client-related inquiries, issues, and requests.
• Sales Negotiation: Conduct negotiations with clients on pricing, contracts, and terms of sale. Use your strong negotiation skills to achieve mutually beneficial outcomes while maximizing profitability.
• Financial Analysis: Demonstrate a basic understanding of Profit & Loss (P&L) statements and cost of goods to communicate the financial benefits of our products and services to clients effectively. Calculate finance and carry charges accurately to provide clients with transparent and accurate pricing information.
• Cross-functional collaboration: Be a leader in great relationship building. Collaborate with international teams, including our sourcing and production teams, to ensure seamless coordination and execution of client orders. Act as a liaison between clients and internal departments to address any issues or concerns.
• Sales Administration: Utilize HubSpot CRM and other relevant tools to manage customer accounts, track sales activities, and generate reports. Maintain accurate and timely client records, contracts, and pricing information.
• Core Values: Live and exemplify the Onyx core values.
• Host and travel: Seasonally provide guidance and tours of coffee farms in sometimes remote and challenging terrain.

Qualifications:

• Proven experience as an Account Manager or similar role, preferably in the specialty coffee industry.
• Strong knowledge and understanding of specialty green coffee, particularly from Guatemala.
• Excellent written and verbal communication skills, with the ability to craft persuasive and informative written communication.
• Strong negotiation skills and the ability to navigate complex sales conversations with multiple stakeholders.
• Basic understanding of financial concepts, including P&L and cost of goods. Proficient mathematical skills in calculating finance and carry charges.
• Experience working with CRM software, preferably HubSpot, and proficiency in using Google Business Products (Docs, Sheets, etc.) and Slack.
• Spanish language skills are appreciated, not required.
• Green Coffee / Q grader knowledge is appreciated, not required.

Availability and Benefits:

Compensation is a base plus commission structure to be determined on experience. The compensation range is $60,000-$100,000 OTE (On target earnings: base will be 50-70% of outlined with commissions attained per targets). Also provided:

• Matching 3% retirement plan upon hire
• Laptop and monitor assigned
• A travel budget

Workload expectations: To hit and exceed targets that may require work outside traditional work hours and days. Travel is estimated at 25-40%. A passport and the ability to travel internationally is required.

Success Expectations:

Within 30 days:

• Acquire a comprehensive understanding of Onyx systems, supply chain, and product offerings.
• Build strong relationships with team members, fostering a collaborative work environment.
• Initiate customer outreach and develop a robust sales pipeline to drive future growth.

Within 60 days:

• Strong ability to tell the Onyx Story. Strong pipeline of prospective business.
• Won 5-10 new accounts and established a forecast of your inherited book of business.
• Traveling to visit roasters in person.

Join our team at Onyx as an Account Executive, and let’s work together to drive outstanding results while making a meaningful impact.

Requirements

All interested applicants must complete the Culture Index Survey to be considered for an interview. Please complete the survey here: https://go.cultureindex.com/p/mYaIlBXd3XH12xhvC

Questions? We’d love to hear from you!

Click “apply to job” – attach your resume and optional cover letter. Please complete aforementioned survey. 

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

Onyx 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.