JO 15862 Senior Account Managers


Chicago based† & West Coast CA, OR based (Los Angeles preferred)

Salary Range:

$ six figure base + 20% bonus, car allowance, great company benefits

Reports To:

Corp Sales Director


The Senior Account Manager is responsible building the Companyís Food presence in the (Chicago / Los Angeles) market. The Senior Account Manager is a highly skilled salesperson with over 15 yearsí experience in the Food Ingredient Industry. A natural hunter, the Senior Account Manager has a proven track record of exceeding sales and profit targets as well as growing market presence. This role is responsible for profitable and sustainable growth within the assigned sales territory through new customer acquisition as well as new supplier identification and relationship development.


Major Tasks and


Demonstrates Leadership with the Team

         Develops and implements strategies to grow Company Groupís market presence in the US.

         Develops plans and strategies in coordination with the Commercial Directors for Food Ingredients, to optimize sales potential and profit for all ingredients and suppliers.

         Works with the team to recognize and address product information gaps.

         Searches relentlessly for opportunities to partner specialty supplier offerings with customer needs.

         Participates in Food Industry associations to develop business relationships and stay on top of industry changes.

         Attends (as required) and recommends participation in tradeshows (IFT, other regional and sub-industry focused tradeshows).

         Represents Company as a thought-leader at relevant conferences, industry events and through social media platforms.

         Attends and participates in twice-monthly sales training sessions.


Builds New Sales Territory and Develops New Client Relationships

         Consistently demonstrates ability to grow relationships with customers, while achieving an assigned sales and profit growth goal.

         Focuses on discovering customers with high-value strategic growth opportunities.

         Identifies emerging markets and market shifts while monitoring new products and competition status.

         Identifies potential suppliers to support the Commercial Directorsí growth initiatives.

         Incorporates appropriate sales techniques when prospecting new customers, ensuring effective communication of Company Groupís brand and market position.

         Uses appropriate techniques to develop an in-depth understanding of customersí businesses, and to identify potential needs.

         Secures in-person customer visits with purchasing, R&D, and sales & marketing contacts at potential customers.

         Moves prospects through the sales process to secure new business.

         Submits pre-call plans to Commercial Directors, Product managers and Product & Sales Coordinators.

         Prepares and delivers sales presentations and product demonstrations, where applicable, either face-to-face or through web platforms.

         Addresses customer questions, concerns, and inquiries, with timeliness and accuracy.

         Utilizes the 3-wide, 3-deep strategy to ensure deep engagement with customers.

         Logs call information in standard format within 48 hours of customer interaction.

         Ensures the sales pipeline is up to date with open qualified opportunities using defined sales milestones.

         Participates in weekly one-on-one sessions with Sales Director to discuss existing opportunities and to move opportunities forward to closure.

         Conducts monthly Dashboard review with Commercial Director(s) and Sales Director.


Research and Market Analysis

         Builds on expertise and reputation in Food industry through research and networking.

         Provides market feedback to the company leadership regarding competitive offerings, prospect needs and general product development ideas.

         Uses acquired industry knowledge to provide innovative solutions to customersí ingredient and additive needs.

         Actively participates in supplier training during office visits or via video-conferencing platforms.


Required Knowledge & Skills:


Internal Relationship Management

         Spends 4 hours/week either in-person or via videoconferencing with the office, to discuss priorities and action plans with the Commercial Directors and to increase leadership visibility

         Engages in ongoing communication with Commercial Directors and Sales & Product Coordinators to ensure customer requirements are met.

         Participates in dashboard meetings to discuss key accounts and prioritize activities to maximize territory growth.


         Makes travel arrangements, while working within policy guidelines.

         Completes monthly expense reports as directed by Accounting Department.

         Updates Company with pertinent information based upon corporate guidelines.

         Sends out credit applications to all new customers.

         Sends out quotes to new/existing customers and requests samples, as required.

         Positively impact the culture of the Company Group.

         Ability to develop and execute plans to ensure the business meets the financial and productivity goals of the company.

         The incumbent must provide an example of acting legally and ethically in adherence with the company policies, culture and values.

         Exhibit a priority for safety and regulatory leadership through compliance to policies, reinforcement of exemplary employee behaviors and proactive training.

         Valid Driverís License and evidence of Insurability.

         Fluent in English; a second language would be considered an asset.


Work Environment & Conditions:

         Home office, head office, customer locations, vehicle.

         Business travel as required within USA (and to Canada).



Terri Sherman, Vice President-Industrial Foods, Ingredients & Flavors, Tom Sloan & Associates, tsherman@tsloan.com, 920-261-8890, Cell: 414-530-4171

Please reply to position #15862 when responding to this position.