West Coast Account Manager- Beverage Ingredients

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COMPANY OVERVIEW:

Balchem Corporation develops, manufactures and markets specialty ingredients that improve and enhance the health and well-being of life on the planet, providing state-of-the-art solutions and the finest quality products for a range of industries worldwide. Our corporate headquarters is located in New Hampton, New York, (Hudson Valley area) and we have a broad network of sales offices, manufacturing sites, and R&D centers, primarily located in the US and Europe. Founded in 1967, Balchem is a publicly traded company (NASDAQ - BCPC) with annual revenues over $700 million and a market cap exceeding $4.0 billion. The company consists of three business segments: Human Nutrition & Health; Animal Nutrition & Health; and Specialty Products. Balchem employs over 1,400 people worldwide who are engaged in diverse activities, committed to developing the company into global market leadership positions. To learn more about our dynamic, stable and growing company, visit www.balchem.com

POSITION SUMMARY:

Territory: CA, WA, OR, CO and AZ. Ideal candidate will reside in CA.

The Balchem Account Manager role is directly responsible for account and territory sales growth within the dairy and dairy-adjacent market segment with an existing customer base in frozen desserts, beverages, cultured dairy and bakery applications, as well as prospecting and growing new customers. This position reports to the Flavors Business Segment within the Human Nutrition & Health Business Unit. The successful candidate will quickly learn a wide portfolio of value and systems-based solutions offerings. Excellent growth potential exists for the individual who can deliver results in a highly dynamic and complex working environment. Experience in value-based solutions is a must for this role, experience in the beverage and/or dairy industry will be an advantage.

The Account Manager will maintain relationships with all levels at their accounts, assess customer product needs & requirements, and achieve sales goals & budget targets for their territory. To achieve strategy & growth objectives they will collaborate with other sales team members as well as develop, introduce, and promote new products. The Account Manager will collaborate with marketing, R&D, and management on product trends and customer preferences in order to proactively deliver market-focused custom solutions.

ESSENTIAL FUNCTIONS:

• Daily contact with customers, types of calls vary between face-to-face and virtual
• Identifies, defines, owns, and executes business development strategies/techniques for territory and target markets
• Identifies new, profitable business prospects for maximum penetration and profitability
• Regularly reviews and updates the strategy while also providing status reports on progress against sales budget
• Exhibits leadership in their territory but parlays learning into strategic direction for the business as a whole
• Advises management through discussions regarding innovation, long term growth plans, and pipeline management
• Collaborates with business unit owners and marketing specialists and then leads design and implementation of these identified areas to increase current and future market share
• Identifies cross-selling opportunities within their core accounts for other business units
• Strategizes with other territory managers within and outside their core business on changing customer demands and key areas of value prop alignment
• Demonstrates a mastery of strategic thinking and Value Based Selling
• Communicates and maintains accurate customer forecasts for product usage
• Independently identifies customer needs and works closely with Marketing, Product Development, Business Unit Management and other staff to deliver marketable products in concert with customer needs; receives limited supervision and direction on territory management

REQUIREMENTS:

• Must be a self-starting strategic thinker
• BS degree required; prefer degree in food science, chemistry, marketing, management, or other related field
• Must have at least 5+ years of hands-on collaborative sales experience involving food ingredients
• The ideal candidate will have strong insights on the North America food, and beverage market, knowledge of beverage and frozen desert is strongly preferred, additional knowledge in the bar or cultured dairy is a plus
• Strong leadership, motivational, organizational, and presentation skills
• Excellent cross-functional and interpersonal skills; able to effectively interact and collaborate with all levels of complex organizations
• Proven evolution from tactical to strategic customer management techniques
• Entrepreneurial approach

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Balchem is committed to a workplace culture that values and promotes diversity, inclusion, equal employment opportunities, and a work environment free of harassment and hostility.

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