Massachusetts: Equal Exchange seeks Natural Foods Sales Representative

7 Jul

West Bridgewater, MA
For information on how to apply, please visit:

Job Description

  • Full-time regular position, on worker-owner track (40-45 hrs/wk)
  • Salary: $33,400+ depending on experience
  • Benefits: Health/dental/vision insurance coverage, vacation, holidays and sick days, eligibility for worker-ownership
  • Report to: Natural Foods Manager
  • Responsible for: Meeting annual new sales and growth goals as determined by supervisor, participation in strategy and team development, order taking and customer service as needed


  • Ability to communicate well and problem solve with customers, team members and staff
  • Ability to effectively manage time and responsibilities
  • Ability to work well with others
  • Ability to rebound from rejection
  • Ability to work independently and within a team
  • Previous sales experience preferred
  • Previous Natural Foods experience preferred
  • Previous experience with progressive business preferred
  • Ability & willingness to travel
  • Flexible, and willing to continuously learn by experience


Sales and Account Management (30 hours)

  • Accountable for individual sales goals as determined by the Natural Foods Sales Manager
  • Maintain and deepen relationships with current customers in a defined region
  • Deepen customers’ understanding of fair trade and Equal Exchange mission
  • New Sales development: prospecting, evaluating, negotiating, proposing and closing new accounts
  • Develop and pursue network sales
  • Communicate the characteristics of  Equal Exchange coffee, tea, cocoa and other products
  • Communicate,  understand and work comfortably with equipment
  • Understand customers’ needs and problem solve
  • Maintain quality standards throughout supply chain to consumers
  • Travel 4 to 6 days per month (as determined with supervisor)
  • Work with and support regional team
  • Design, implementation and evaluation of promotional strategies
  • Communicate effectively with customer service team, including maintaining account database
  • Work with brokers and Food Service Sales Reps to best serve accounts in region
  • Order Taking and Customer Service: answering calls, taking accurate orders, problem solving and responding to customer inquiries

Team Development (5 hours/wk)

  • Continual learning and analysis about the market, Equal Exchange’s relation to it, and how to market our authentic difference.
  • Help develop, implement and refine Natural Foods team strategy and systems
  • Support team members as needed or directed
  • Some program work as determined by the Natural Foods Manager
  • Continuous training in sales, marketing, equipment and product quality

Personnel and Fair Trade Development (5 hours)

  • Participate in staff, team, departmental and educational (Exchange Time) meetings
  • Develop and understanding of Equal Exchange’s producer partners and trading model
  • Understand and participate effectively in our worker cooperative model
  • Flexibility to engage in other tasks as needed by the organization


Please submit resume, cover letter, and responses to application questions below by Wednesday, July 27th.  Applications should be submitted to the Natural Foods Hiring Committee Chair by e-mail: or by mail: Equal Exchange, 50 United Drive, West Bridgewater, MA 02379.

Application Questions:
1.      Equal Exchange works with impoverished, small-scale coffee farmers in countries such as Peru and Nicaragua. What do these farmers want from a relationship with Equal Exchange? How can Equal Exchange effectively help them to develop the resources to solve their pressing problems?

2.      A new Sales Representative’s goal is to sell an additional $120,000 worth of products – or about 17,000 pounds of coffee – in a year.  This goal includes sales growth to current customers’ coffee programs as well as sales to new customers that the Sales Representative secures.  How would you go about reaching this goal? Why should Equal Exchange feel confident that you can reach this goal?

3.      What would you do as a Sales Representative in the following situation? You are approaching a Food Co-op that sells and brews coffee from their local roaster.  While the buyer believes in Fair Trade, they think that their commitment to a local roaster better serves their community and provides a great avenue to discuss sustainability.  How would you convince them to consider Equal Exchange’s coffee program?

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