Senior Sales Manager

Ideal Candidate Profile

A high-performing sales professional with deep flavor industry expertise, established relationships within the beverage industry, and a consultative approach to selling value-added flavor solutions. The individual is commercially driven, customer-focused, technically knowledgeable, and capable of influencing stakeholders from product developers to C-suite executives.

JOB SUMMARY

The Senior Sales Manager is responsible for driving profitable sales growth, developing strategic customer relationships, and expanding market share for the company's flavor portfolio across key beverage, nutritional, and consumer product segments.

This role leads business development initiatives, manages key accounts, and collaborates with cross-functional teams including R&D, marketing, regulatory, and operations to deliver customized flavor solutions that meet customer needs. The ideal candidate possesses deep knowledge of the flavor industry, strong consultative selling skills, and a proven track record of growing revenue.

The Senior Sales Manager is responsible for driving new sales and business development to meet our agreed upon annual revenue and gross margin (GM) budgets.

MAIN JOB FUNCTIONS

Key Responsibilities

1. Sales & Business Development

• Develop and execute strategic sales plans to achieve and exceed revenue, profitability, and growth objectives.
• Identify and pursue new business opportunities within targeted market segments.
• Build and maintain relationships with decision-makers, including R&D, procurement, marketing, product development, and executive leadership.
• Generate and manage a robust sales pipeline through prospecting, networking, industry events, and market intelligence.
• Lead customer presentations, product demonstrations, and business reviews.

2. Key Account Management

• Hunt for new customers to meet new business revenue & GM budget each year
• Manage a portfolio of strategic accounts and develop long-term growth plans.
• Negotiate pricing, contracts, and commercial agreements.
• Drive customer retention and account expansion through proactive relationship management.
• Serve as the primary commercial contact for key customers.
• Onboard new customers and transition day-to-day support to Account Management Team
• Work with Account Management to provide world-class service to your customers

3. Technical & Solution Selling

• Collaborate with flavorists, application scientists, and technical teams to develop customized flavor solutions.
• Understand customer product development challenges and recommend appropriate flavor technologies.
• Support new product launches from concept through commercialization.

4. Cross-Functional Collaboration

• Partner with R&D, marketing, supply chain, quality, and regulatory functions to ensure successful project execution.
• Coordinate customer projects and ensure timely delivery of samples, quotations, and commercial proposals.
• Participate in strategic planning and forecasting processes.

5. Sales Leadership

• Mentor and support junior sales professionals when applicable.
• Share best practices and contribute to team development.
• Maintain accurate CRM records and provide regular forecast updates.
• Work with the Leadership Team to help shape & execute sales & marketing strategy
• Identify different market segments to expand into

MEASURABLE METRICS

• Achieve yearly revenue and gross margin budget targets
• Achieve high client retention rates (Minimal sales attrition)
• Integrated Partnership Conversion
• New Business Revenue Targets
• Gross profit margin improvement
• New business wins
• Pipeline development and conversion
• Forecast accuracy
• Strategic account growth

EDUCATION

Bachelor’s degree in food science, Business Management, or related Technical Field required.

WORK EXPERIENCE

5+ years of flavor sales experience required.

7+ years account management experience required.

Demonstrated success managing key accounts and exceeding sales targets.

Experience selling custom flavor solutions to food and beverage manufacturers preferred.

REQUIRED COMPETENCIES

Strategic selling and negotiation expertise.

Excellent presentation and communication skills.

Strong business acumen and financial analysis capabilities.

Ability to build relationships at multiple organizational levels.

Project management and organizational skills.

CRM proficiency (Salesforce preferred).

Ability to travel up to 40–60% as required.

Ability to collect and research data

Demonstrates attention to detail

Identifies and resolves problems in a timely manner

Works well in group problem solving situations

Skillfully gathers and analyzes information

Develop project plans and coordinates projects

Manages competing demands

Prioritizes and uses time effectively

Demonstrates knowledge of Microsoft Office Suite

Contributes to building a positive team spirit

Displays professionalism

WORK ENVIRONMENT

This position frequently works in an office environment. Frequent exposure to allergens such as milk, eggs, fish, crustacean shellfish, tree nuts, peanuts, wheat, and soybean

PHYSICAL REQUIREMENTS

This position requires almost constant use of hands, sitting, listening, and talking,. There will be seldom reaching overhead, pulling/pushing, bending/stooping, and lifting up to 50 pounds.