Benefits:
401(k)
401(k) matching
Bonus based on performance
Dental insurance
Health insurance
Paid time off
Profit sharing
Tuition assistance
Vision insurance
Job Overview We are seeking a motivated and results-driven Outside Sales Representative to join our team and drive growth in the food-ingredient manufacturing sector. In this role you will own and develop a defined territory, manage and grow existing customer accounts, and identify and secure new business opportunities. The ideal candidate will combine strong sales instincts, technical aptitude (for ingredient/formulation support), and the ability to collaborate cross-functionally with New Product Development (NPD), operations, and customer service to deliver value to customers and the company. This position offers autonomy, responsibility, and the chance to make a real impact on our customer base and company growth. The role includes up to 30% travel; travel may include customer visits, trade shows, regional meetings, and industry events.
Job Duties Prospecting & Pipeline Development
Identify, qualify, and pursue new business opportunities within assigned regions.
Build a robust pipeline through targeted outreach, research, networking, and industry intelligence.
Conduct discovery meetings to understand customer needs, product fit, and project feasibility.
Maintain accurate and timely pipeline updates, forecasting, and activity tracking in CRM.
Account Management
Own and manage a defined set of customer accounts, serving as the primary point of contact.
Develop and deliver account strategies that achieve revenue and margin objectives.
Monitor account performance, identify risks or opportunities, and implement action plans to improve results.
Build strong, long-term relationships with key decision-makers across Product Development, procurement, operations, and leadership with independent and multi-national companies, culinary consultants, co-manufacturers and distributors.
Sales Process, Pricing & Agreements
Lead the full sales cycle—from opportunity identification to closing—using a structured and consistent process.
Maintains detailed reports of sales activities in CRM including calls, opportunities, quotes, sales, lost business, and any customer relationship problems.
Present product solutions, value propositions, and technical benefits tailored to customer objectives.
Partner with internal teams to develop pricing strategies aligned with margin targets.
Prepare and negotiate proposals, quotes, and agreements.
Ensure contract compliance and manage renewals or pricing adjustments as needed.
Cross-Functional Collaboration
Work closely with NPD, quality, operations, customer service, and finance to support customer needs.
Facilitate clear communication of customer requirements and coordinate internal alignment on deliverables and timelines.
Support NPD team by providing technical details from customer(s) or prospect(s) discussions.
Partner with internal team members to address service, inventory, or quality issues that impact customers.
Participate in forecast discussions, and business review meetings
Industry Engagement
Represent the company at trade shows, conferences, and industry events.
Support event planning and follow-up by generating leads, networking, and showcasing product capabilities.
Conduct onsite customer visits, plant tours, and joint meetings with internal teams as needed
Job Qualifications Education
Bachelor’s degree (preferably in Business, Marketing, Food Science, or a related field)
Experience
3–5 years of B2B field sales experience (ingredients/flavors preferred)
Proven success of new business wins and account growth
Experience delivering customer-facing support for processing, formulation, or application issues in collaboration with NPD or applications teams.
Familiarity with certifications (SQF, HACCP, SMETA, Non-GMO, Kosher, Halal) (preferred)
Skills
Self-starter with a proven ability to identify opportunities, drive customer growth, and win new business.
Strong organizational skills with high attention to detail.
Strong technical aptitude.
Ability to work independently and effectively in a remote environment.
Collaborative mindset with the ability to work cross-functionally to resolve challenges.
Process-oriented approach with a commitment to following established frameworks and contributing to continuous improvement.
Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm.
Excellent written, verbal, and presentation communication skills, with the ability to work across functions, cultures, and all organizational levels.
Proficiency in Microsoft Office and 365 (Excel, PowerPoint, Word, List, Sharepoint and AI).
Proven capability to navigate extended sales cycles, maintaining engagement and momentum through consistent relationship-building and strategic planning.
Solid analytical and problem-solving skills, including the ability to troubleshoot issues and adapt tactics.
Strong negotiation skills and experience with strategic and large account planning.
Proficiency in Salesforce or similar CRM platforms and other sales-enablement tools.
Ability to quickly learn new software systems.
Familiarity with ERP systems (preferred).
Travel Requirements
Up to 30% travel
Valid Driver's License and Passport
Ability to travel throughout the U.S. and Canada for customer visits, trade shows, and industry events
Physical Requirements
Lift up to 30 pounds occasionally
Sit and stand for extended periods of time
Drive safely
Ability to taste and smell with a degree of discernment on a daily basis
Work in an environment that contains allergens (milk, peanut, tree nuts, sesame, and soy) and sulfites
Salary
$85,000-$100,000 base plus bonus based on sales performance