3P Partners

  • Food Ingredients Sales (work remote)

    Job Locations US-CA-Davis
    Job ID
    2019-1631
    Category
    Business Development, Sales and Marketing
    Type
    Full-Time
  • Overview

    Reporting directly to the Chief Commercial Officer, the Food Ingredients Sales Manager will build the commercial sales function on behalf of a specialty seed business that is targeting the pet food and nutritional ingredients industries. 

     

    This is an attractive opportunity for a seasoned ingredients sales executive with a track record of establishing and increasing B2B and direct-to-consumer sales through securing new customers and developing existing customers using advanced value-focused sales techniques. 

    Job Function

    Commercial and Business Acumen

     

    • Understand the regulatory, operational and market dynamics for the food/pet/nutritional ingredients industries and maintain a professional network in the trade and with potential customers.
    • Scan the market and demonstrates deep understanding of key market drivers and emerging trends (technology, ecommerce, pricing, customer needs.) to assist in the development of a strategic and sustainable growth strategy.
    • Create detailed sales plans to target new opportunities.
    • Understand and help to create pricing strategy and manage trade relationships.
    • Facilitate targeted industry trade shows and events.

     

    Customer Management

     

    • Develop understanding of customers by actively gathering and leveraging information on current and emerging customer business priorities, problems, expectations, and needs; seek customer feedback and suggestions for improving products and services.
    • Build a strong network of customers who apply ingredients into food/pet/nutritional ingredients applications.
    • Target key prospect individuals such as R&D formulators, food scientists, product or brand managers, marketing leads and C-level decision makers.
    • Directly represent the Company to current and prospective customers, effectively visiting these customers on a regular cadence as needed via customer visits, trade shows, field or plant visits, phone calls, and e-mails, etc.

     

    Sales Management

     

    • Develop a strong pipeline for near, mid-term, and long-term sales potential with key accounts and prospects.
    • Responsible for the development of fact based, analytical and compelling sales presentations and provide ongoing education to new and existing customers.
    • Identify and resolve customer issues that could impact service or retention.
    • Use negotiation skills and adjust tactics in line with opportunities to increase value in relationships and close business with new and existing partners.
    • Help to develop P&L targets.
    • Provide key inputs and facilitate conversation with internal teams on suggested pricing.
    • Report on sales and marketing data via key metrics and provide recommendations for optimizing performance; Prepare a variety of status reports, including activity, closing, follow-up and adherence to goals.

     

    Planning & Prioritization

     

    • Develop sales forecasts/phasing and budget/gap management.
    • Assists in the demand planning/forecasting process from a sales perspective.
    • Partners cross-functionally with other finance, marketing and supply chain colleagues.

    Job Requirements

    • BA/BS degree preferred in Business, Marketing, Chemistry, Biology or Food Science.
    • Minimum of 6 – 10 years of sales experience within the food/pet/nutritional ingredients business-to-business channels.
    • Formal sales and negotiation training.
    • Sold value-added ingredients for quality or nutritional applications
    • Strong consultative value-based selling, strategic planning, and analytical thinking.
    • Working knowledge of the Consumer-Packaged Goods industry.
    • Experience using CRM systems to track commercial activity.
    • Proficient in MS Office suite (Outlook, Word, Excel, PowerPoint)
    • Ability to travel up to 70% of time

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