Business Development Manager - Coffee & Tea

Business Development Manager – Coffee & Tea (RTD / RTS / RTM)

Pragmatic Beverage Co.

• U.S. Based (Flexible)
• Reports to: VP of Sales

Position Summary

The Business Development Manager is responsible for cultivating new business for Pragmatic Beverage Co.’s coffee and tea concentrate platform across RTD, RTS, and RTM applications.

This role is a high-ownership, individual contributor position focused on acquiring new customers, building long-term partnerships, and expanding the company’s presence across roasters, multi-unit operators, and beverage brands.

The position requires a consultative sales approach and a strong understanding of how to position full custom programs, white label solutions, and off-the-shelf offerings based on customer needs.

Core Responsibilities

1. New Business Development

• Identify, qualify, and close new opportunities across:
• Coffee roasters
• Multi-unit café chains
• Beverage brands entering RTD / concentrate formats
• Build and maintain a strong pipeline aligned with growth targets
• Own the full sales cycle from initial outreach through deal close

2. Commercial Execution

• Position Pragmatic Beverage as a solutions-based partner
• Sell across three core offerings:
• Full custom programs
• White label solutions
• Off-the-shelf concentrates
• Guide customers to the right solution based on:
• Speed to market
• Operational model
• Cost and margin requirements

3. Consultative Selling

• Understand customer needs across product, operations, and brand positioning
• Translate those needs into scalable production solutions
• Educate customers on:
• Benefits of concentrate platforms (efficiency, consistency, margin)
• Format options (RTD, RTS, RTM, bag-in-box, bottled)
• Collaborate with internal teams to ensure alignment and execution

4. Relationship Management

• Develop long-term relationships with customers and key industry stakeholders
• Leverage and expand existing industry network
• Represent the company at trade shows, events, and customer visits

5. Market Intelligence

• Provide feedback on:
• Customer needs
• Pricing dynamics
• Competitive landscape
• Help inform product development and commercial strategy

Qualifications

• 5+ years of experience in:
• Outside sales
• Business development
• Account acquisition
• Experience in the coffee, tea, or beverage industry required
• Proven ability to:
• Build pipeline
• Close new business
• Operate independently

Preferred Background

Strong preference for candidates from the allied side of the coffee industry, including:

• Ingredient / flavor companies
• Equipment manufacturers
• Packaging suppliers
• Green coffee importers

This background provides:

• Existing relationships
• Industry fluency
• Strategic perspective without direct competitive conflict

Success Profile

The ideal candidate:

• Is a true hunter, not an account manager
• Understands both coffee quality and commercial realities
• Can translate operational capabilities into customer value
• Operates with a high degree of ownership and accountability

Travel Requirements

• Travel required for customer meetings and industry events

Compensation Structure

• Base salary + commission
• Performance-based incentives