National Account Manager – Ingredient Sales

Position Summary:

You are a proven sales champion in the ingredient sector, a motivated prospector eager to develop and manage your own ingredient sales channel with other businesses. You are well-connected with major food manufacturers, knowing the right doors to knock on and the pitfalls to avoid. Exceptional customer service is your top priority, and you excel in building and maintaining strong relationships. A relentless problem solver, you're accountable for the overall success of customer relationships. As a self-starter and team player with a strong character, you are motivated to contribute to our winning team. You thrive in navigating complex customer relationships, understanding their needs deeply, and translating those needs into innovative and sustainable business opportunities.

Responsibilities:

• Plan, achieve, and exceed annual sales forecasts and profitably plans.

• Maintain relationships with customer key gatekeepers, influencers, and decision-makers to ensure strong relationships, exceeding their needs and that our mutual sales goals and margins are accomplished.

• Align sales/marketing strategies and promotions with the nuances of the account base or market segment.

• Integrate with key customer team members at all levels to align customer opportunities and business objectives, ensuring competitiveness and market share.

• Manage and develop the customer base while identifying, investigating, and approaching new alternative ingredient markets to build sustainable, profitable growth.

• Collaborate with sales management, leaders, and teams to develop overall objectives and growth strategies for current customers, past customers, and potential new prospective customers.

• Gather market intelligence, monitor, and document competitor activities, and report findings.

• Maintain a clear and updated view of your sales pipeline including PO’s, orders, production, shipments, and deliveries.

• Identify opportunities to expand the company’s portfolio within the ingredient segment.

• Develop extensive knowledge of all our salt products and of salt ingredient trends and market projections.

• Drive new business development through lead generation, expand territories, build brand awareness, and increase market share.

• Actively participate in trade shows. (Require 5-10% travel).

• May occasionally work outside the typical office hours of 8:00 AM – 4:30 PM.

• Performs other duties as assigned.

Skills and Abilities:

• Excellent verbal and written communication skills.

• Excellent sales and customer service skills with proven negotiation skills.

• Excellent organizational skills and attention to detail.

• Proficient with Microsoft Office Suite or related software.

• Proven relationship building and ability to influence buying decisions.

• Excellent time management skills and the ability to meet shifting deadlines.

Education and Experience:

• A college degree in business or related field preferred.

• 7+ years of direct B2B and distributor food sales experience, ideally with specialty premium ingredients and retail products.

• Travel required for trade shows, customer meetings, and market research.

• Conceptual strength and ability to navigate complexity and ambiguity.

• Knowledge of the natural/gourmet industry preferred.

• Experience calling on major North American consumer food and beverage and distribution companies.

• Experience working in a collaborative team environment and the ability to work independently.

Work Environment and Physical Requirements:

• Prolonged sitting at a desk and working on a computer.
• Work may be performed in an office and warehouse/production setting.
• Must be able to lift up to 15 pounds at times.