Wholesale Sales Representative - Integral Roasting Company

Job Description: Wholesale Sales Representative - Integral Roasting Company

Company Overview

Integral Roasting Company (part of Café Integral) is a vertically integrated specialty coffee roaster focused exclusively on exceptional Nicaraguan coffees. With direct relationships at the origin, small-batch roasting in Brooklyn, and a commitment to quality, sustainability, and education, we supply premium whole-bean coffee, green coffee, and related products to cafés, restaurants, hotels, offices, grocers, and other wholesale partners. We emphasize long-term partnerships, product knowledge, and supporting our customers’ success.

Role Summary

We are seeking a motivated and relationship-oriented Wholesale Sales Representative to drive growth in our wholesale channel. You will prospect and close new business, manage and grow existing accounts, conduct coffee tastings and training, and represent the unique story of our Nicaraguan coffees. This is a key role in expanding our presence in the NYC metro area and beyond, with a focus on hospitality, foodservice, and specialty retail. The position reports to ownership (or Wholesale Manager if applicable) and offers significant earning potential through performance-based compensation.

Key Responsibilities

• Prospect, qualify, and develop new wholesale accounts (cafés, restaurants, hotels, offices, grocers, distributors, etc.) through outbound outreach, networking, referrals, and targeted sales activities.
• Manage the full sales cycle: lead generation, presentations, tastings/cupping sessions, proposals, negotiations, onboarding, and ongoing account management.
• Build and maintain strong, consultative relationships with customers—providing training on brewing, equipment, menu development, and coffee knowledge to drive their success and increase order volume.
• Maintain an accurate sales pipeline and CRM records; track sales performance, forecasts, and customer feedback.
• Collaborate with roasting, production, logistics, and café teams to ensure timely fulfillment, quality consistency, and issue resolution.
• Represent Integral Roasting at industry events, trade shows, and customer site visits.
• Stay knowledgeable about specialty coffee trends, our Nicaraguan origins, processing methods, flavor profiles, and competitive landscape.
• Contribute to pricing strategies, promotional offers, and program development in alignment with company goals.

Qualifications

• 2+ years of B2B sales experience, ideally in specialty coffee, foodservice, beverage, or hospitality wholesale (preferred but not required).
• Passion for specialty coffee, with strong product knowledge or a willingness to learn deeply (cupping, brewing methods, origin stories).
• Proven track record of meeting or exceeding sales targets and building lasting customer relationships.
• Excellent communication, presentation, and interpersonal skills; outgoing, persistent, and consultative.
• Self-motivated with strong organization and time-management abilities.
• Proficiency with CRM tools (e.g., Salesforce or similar), Google Workspace, and basic sales analytics.
• Ability to travel locally (NYC metro) and occasionally regionally; valid driver’s license preferred.
• Alignment with our values: integrity, quality, sustainability, and family-like relationships with partners

What We Offer

• Competitive compensation package.
• Comprehensive benefits.
• Opportunity to work with premium Nicaraguan coffees and a passionate team.
• Professional development in coffee knowledge, sales skills, and industry networking.
• A dynamic, growing business with roots in NYC and origins in Nicaragua.