Sales Manager

Job ID: 01732613

Location: Los Angeles, CA

Salary: $80000 - $100000


Date Listed: May 27, 2010

Job Type: Full Time


Suggested Degree Level: Bachelor of Science


General Comments:
Manager, Specialty Sales to supervise the Market Development Pipeline, including identification of target customers and account planning, initial customer introductions, presentations and value propositions, leveraging company resources (technical, marketing, regulatory, etc.) to facilitate customer projects, negotiating and finalizing customer contracts, and ensuring customer satisfaction throughout the process. He/She will work with existing and prospective customers in the Food, Beverage and Pharmaceutical industries.

Key Result Areas:

Target Accounts/Prospecting -To support identification of target customers in the designated market segments, as well as qualify the targets and establish plans for attaining business through definition of account specific value propositions. Research new leads; establish appropriate plans and documentation for qualifying, contacting, and converting target customers; communicate Market Development pipeline information to Commercial Team members in support of team goals; and communicate customer information related to base ingredients to respective regional base ingredient salespeople.

Customers - To skillfully and professionally communicate pertinent information about the Company's ingredients to targeted customers. Communicate internally specific and general information as it pertains to overall prospect and customer needs. Develop and maintain effective relationships with prospective and existing customers in order to make recommendations to prospects and existing customers to incorporate new ingredients into new and existing formulations. Provide basic technical assistance and facilitate interactions between target customers and other company resources to ensure customer projects move toward completion in a timely manner.

Market and Competitive Intelligence - To develop and maintain a strong working knowledge of the food and beverage ingredient market and the competitive environment to facilitate Business Development efforts and to keep other Company staff informed of changes and developments in the market. Communicate industry knowledge to other Company staff to facilitate company strategy and develop future Business Development tactics. Recommend Business Development and Market Development tactics, potential pricing strategies, account targets and other information to the Commercial Management Team.

Selling - To professionally and profitably sell company products and services as defined by the Company's goals. Support the customization of the Market Development approach based on needs of target customers and business potential of the target. Include appropriate Technical and Application resources as necessary. Follow-up with all targets in a timely and professional manner.

Interdepartmental Relationships - To maintain a productive and effective relationship with all members of the North American staff, as well as company affiliates, to ensure clear and rapid flow of information and customer and prospect satisfaction. Resolve and provide solutions to target customer issues in a timely and accurate manner with assistance from other team members. Provide input for new marketing materials and existing materials to meet prospect and customer needs. Develop and execute technical Business Development training on Corn Product's products and Business Development strategies.

Administrative and Reporting - To execute administrative activities in a timely and cost efficient manner as it relates to travel, expense reports, general report writing, and other matters. Document and track key activities as required.

Selection Criteria:

1.) Significant experience in food, agribusiness, or specialty ingredients with a preferred minimum of three years Business Development experience calling on major food and beverage companies.
2.) Proven ability to explain and sell specialty ingredients or technical products to multiple contacts (marketing, R&D and purchasing). Successful experience managing an extended Business Development/project process required.
3.) Significant understanding of, and contacts in, food, health and nutrition, and beverage markets.
4.) Demonstrated strategic thinker, capable of contributing to longer term planning as requested by the Commercial Team.
5.) High energy and self motivated with the ability to work in a team environment.
6.) Proven ability to manage multiple projects or tasks at one time.
7.) Excellent oral and written communication skills.
8.) Basic computer skills - Microsoft Office programs.
9.) Ability to travel frequently (50%).
10.) Bachelor's degree in food science, agricultural sciences, business, marketing, nutrition, engineering or related technical field.