About Commonwealth Joe
Commonwealth Joe Coffee Roasters (CWJ) is a DMV-based coffee company delivering
award-winning cold brew where people work, live, and play. We have a flagship
cafe located in Arlington,VA, a roastery and brewery located in Beltsville, MD,
and a remote corporate team. At Commonwealth Joe, we are committed to redefining
the coffee experience by delivering award-winning cold brew coffee across the
U.S. Our dedication to innovation and excellence drives us to continually
explore new ways to serve our customers and communities.
At Commonwealth Joe, we believe in making amazing coffee approachable and
accessible to all. We are a group of passionate coffee lovers with diverse
backgrounds and interests. However, one thing we all share in common is our
mission to live out Commonwealth Joe’s company values in every interaction we
have with each other, our customers, and our community. Learn more about our
company values, here.
Commonwealth Joe’s Nitro Cold Brew On Tap Program
Commonwealth Joe offers an all-inclusive, on-tap beverage service that delivers
kegs of nitro cold brew, kombucha, tea, seltzer, and whole bean coffee directly
to offices and wholesalers (e.g., cafes, bakeries, bars, restaurants, and more).
Our customers receive regular keg deliveries, a kegerator (tap) rental, routine
machine maintenance and line cleanings, and a dedicated customer success
partner. CWJ’s on-tap beverage service is directly available in six geographies
across the U.S. – the DMV, Baltimore, Philadelphia, and NYC Metro areas, New
England, and Southern California – and is provided through resellers in 25+
other states with distribution growing rapidly.
Join Our Sales Team
The role of National Accounts Manager within our sales team is critical for
landing new business and for executing our growth strategy in the U.S. market.
We are seeking a sales professional who has experience in selling food &
beverage to customers in the food service channel. The National Accounts Manager
will be instrumental in driving Commonwealth Joe’s growth across major U.S.
metro areas. This role combines strategic account management, innovative sales
programming, and a deep understanding of the food service industry to expand our
market presence, increase sales volumes, and strengthen key account
relationships. The National Accounts Manager will focus on closing five-, six-,
and seven-figure deals with new logos and existing accounts, offices and
resellers, and direct customers and indirect customers in collaboration with our
internal teams and with our U.S. foodservice partners.
ESSENTIAL DUTIES and RESPONSIBILITIES include the following. Other duties may be
assigned.
* Strategic Account Management: Develop and maintain strong relationships with
key accounts and distribution partners including both national food service
organizations and local office coffee service (OCS) companies, utilizing
insights to tailor strategies that meet their unique needs and drive sales.
Identify, develop, and manage an active pipeline of strategic national
targets across channel partners. Land new clients and manage existing clients
to retain, enhance brand awareness, and increase profitable sales by adding
new locations, installations, and SKUs.
* Field and Market Development: Travel as needed to support customer and
employer requirements, including weekend events and travel. Attend periodic
growth meetings, Quarterly Business Reviews (QBRs) and trade shows with
channel partners and drive follow-up action items.
* Pricing, Negotiation and Deal Closing: Providing new deal proposals,
negotiating terms in collaboration with Commonwealth Joe leadership, and
managing approvals of contracts. Track and coordinate new contract pricing
and manage contract renewals.
* Innovative Programming: Design and implement account-specific programs, such
as Limited Time Offers (LTOs) and staff incentives, that drive brand
engagement and sales volume. Run pilots with new partners to create proof
points for deeper collaboration.
* Execution Excellence: Ensure flawless execution of brand standards and
initiatives across accounts, conducting regular audits and leveraging
industry best practices to enhance performance. Work with clients and our
internal team to develop programs suited to customer needs, including
branding/marketing materials, equipment recommendations, and training
guidelines and schedules. Work with clients on all branding/marketing
elements.
* Collaboration and Communication: Work closely with marketing, sales, and
distribution partners to create cohesive and effective sales strategies that
align with Commonwealth Joe’s brand values and goals.
* Data-Driven Decision Making: Utilize data and market insights to influence
sales strategies, optimize resource allocation, and achieve business
objectives.
* Beverage Equipment Expertise: Technical understanding of beverage equipment
as well as how to work both internally with our team and with beverage
equipment companies to develop and support customer equipment programs.
Knowledge of beverage equipment manufacturers for cold brew, drip coffee, and
espresso. Understand how to develop service and preventive maintenance
programs.
* GTM and Distribution Acumen: Knowledge of distribution and distributor
partners within the away-from-home division. Experience calling on national,
multi-unit operators in the office, food service, hospitality, sports &
entertainment, and travel/leisure channels. Existing relationships are a
plus.
* Financial Acumen: Understand how to develop profitable programs to deliver a
return on investment that meets Commonwealth Joe’s guidelines including a
keen understanding of how to read a P&L.
SUPERVISORY RESPONSIBILITY
Initially, there are no supervisory responsibilities for this position. Based on
performance and market needs, there is potential for supervisory
responsibilities and growth within the organization.
COMPETENCIES
To perform the job successfully, an individual should demonstrate the following:
* Determined: Outbound sales can be challenging, but you rise to the challenge,
learning from your mistakes, thinking creatively, and chasing down every new
opportunity.
* Organized: Much of the role is managing a healthy sales funnel. This requires
a high level of organization – setting clear timelines for leads and
maintaining consistent follow-up with prospects.
* Excellent Communicator: It is the sales team’s responsibility to represent
Commonwealth Joe to the general public. You should be able to consistently
produce clear written and oral communication ensuring leads understand the
intricacies and value of Commonwealth Joe’s’s on-tap beverage program.
* Self-Starter: You see the value in Commonwealth Joe’s service and are
intrinsically motivated to help grow the business. You also have a great eye
for opportunities and are ready to explore them as needed. You thrive in
unstructured environments.
* Fast-Learner: Commonwealth Joe is a small company and we’re always adapting
our strategies to ensure we maintain profitability. You should be flexible in
your workflow and can learn new software and system processes when needed.
* Quality Assurance: You demonstrate accuracy and thoroughness. You look for
ways to improve and promote quality. You apply feedback to improve
performance. You monitor your work to ensure quality.
* Written Communication: You write clearly and concisely, mindful of spelling
and grammar. You vary your writing style to meet needs. You present numerical
data effectively. You can read and interpret written information.
* Professionalism: You tactfully approach others, react well under pressure,
and treat others with respect and consideration regardless of their status or
position. You accept responsibility for your actions and follow through on
your commitments.
* Dependability: You follow instructions and respond to management direction.
You take responsibility for your actions. You keep your commitments and can
commit to driving things to completion on tight timelines when needed to
reach goals. You complete tasks on time or notifiy the appropriate person
with an alternate plan.
* Initiative: You volunteer readily. You undertake self-development activities.
You seek increased responsibilities. You take independent actions and
calculated risks. You look for and take advantage of opportunities. You ask
for and offer help when needed.
EDUCATION And EXPERIENCE
* Bachelor’s degree in Business, Marketing, or related field, with 7+ years of
relevant, progressive sales experience in the food & beverage industry
(coffee experience is a plus). Solid knowledge of B2B sales and working
experience using CRMs and office productivity software.
* Proven track record of building strong relationships with key accounts,
successfully implementing sales programs, and meeting/exceeding sales
targets.
* Experience with national Food and Beverage distributors is highly preferred
* Strong analytical skills, with the ability to use data and insights to drive
decisions and strategies.
* Excellent communication and negotiation skills, with fluency in English.
Additional languages are a plus.
* Must be willing to travel 30-40% of the time to meet with clients and
stakeholders.
Physical And Other Demands
While performing the duties of this job, the physical demands of the employee
may include moving, pushing, pulling, lifting, bending, twisting, standing or
sitting for long periods, talking, listening, and screen time.
WORK ENVIRONMENT
The work environment characteristics described here are representative of those
an employee encounters while performing the essential functions of this job. The
noise level in the work environment is usually moderate. This is a
work-from-home and office, hybrid role.
Total Compensation Package
At Commonwealth Joe, we offer a competitive compensation package for the
National Accounts Manager role, designed to reward your expertise in selling our
highly sought-after cold brew and whole-bean coffee.
* Compensation: Competitive base salary commensurate with experience and
qualifications, plus an uncapped variable commission plan tied to sales
performance.
* Benefits: Comprehensive package including health insurance, 401(k), and paid
time off.
* Sales Advantage: As the leading provider of cold brew kegs with an
exceptional Net Promoter Score (NPS) of 90, you’ll be selling a product that
businesses are eager to adopt.
* Earning Potential: Our uncapped commission structure provides significant
income growth opportunities. With dedication, a learning mindset, and a
willingness to implement proven sales strategies, substantial earnings are
well within reach.
Estimated On-Target Earnings (OTE) for this role: $200,000, including base
salary and commission.
This role offers not only immediate financial rewards but also a clear path for
long-term career growth and income expansion.
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