Our client, a rapidly expanding company in the functional ingredient and wellness sector, is seeking an experienced Sales Manager – Food & Beverage to drive strategic growth across the North American market. This role is ideal for a commercially savvy, technically fluent sales professional who thrives in high-growth environments and is passionate about bringing innovative natural ingredient solutions to the food, beverage, and nutrition industries.

Reporting to the Senior Vice President of Sales, the Sales Manager will be responsible for expanding the company’s footprint in the food and beverage segment through new business development, account management, and strategic customer partnerships. This individual will develop and execute sales plans, identify market opportunities, and build long-term relationships that drive sustainable revenue growth. The ideal candidate brings deep knowledge of the food and beverage ingredients landscape, a consultative sales approach, and the ability to collaborate cross-functionally to deliver outstanding customer experiences.

**This is a Hybrid or Remote position in San Diego, CA.

Key Responsibilities

• Drive revenue growth by identifying, developing, and closing new business opportunities across food and beverage applications.
• Manage and expand relationships with key accounts, distributors, and brand partners in the U.S. and select international markets.
• Develop and execute annual sales plans, forecasts, and budgets aligned with organizational goals.
• Negotiate pricing, contracts, and commercial terms to optimize profitability.
• Collaborate with internal teams (R&D, Marketing, Quality, Production, and Customer Service) to ensure successful customer onboarding and project delivery.
• Represent the company at industry trade shows, conferences, and customer innovation events.
• Maintain a deep understanding of category trends, market data (e.g., SPINS, Innova), and competitive activity to inform sales strategy.
• Deliver quarterly business reviews, performance reports, and strategic recommendations to senior leadership.

Qualifications

• 10+ years of experience in ingredient or food & beverage sales, ideally with a focus on natural, functional, or nutritional ingredients.
• Proven success developing and managing key customer relationships across major brands or CPG accounts.
• Strong commercial acumen with a track record of meeting or exceeding revenue targets.
• Experience in entrepreneurial or high-growth environments, with comfort selling technical or science-driven products.
• Excellent communication and presentation skills, with the ability to engage technical, R&D, and procurement stakeholders.
• Proficiency with Microsoft Office Suite (Excel, PowerPoint, Word, Outlook) and CRM tools.
• Bachelor’s degree in Business, Food Science, or a related discipline preferred.
• Ability to travel up to 30% for customer meetings and trade events.

This is an exceptional opportunity to join a mission-driven organization at the forefront of functional food innovation. You’ll play a key role in shaping go-to-market strategies, expanding brand presence, and introducing cutting-edge natural ingredients to some of the most innovative companies in the food and beverage industry. If you are a results-oriented sales leader who thrives on building relationships, driving growth, and being part of a company redefining wellness through science and nutrition—we’d love to connect with you.

Compensation: $150,000 – $170,000 plus bonus and benefits

If this sounds like the position you have been waiting for, please apply using the online application or the link below - all inquiries are strictly confidential. Our focus is to assist you to make your best next career move, and we will not use your information for any other purpose.

Kalon Search is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

www.KalonSearch.com