Outside Sales Representative

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 cyclefrom opportunity identification to closingusing 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

• Bachelors degree (preferably in Business, Marketing, Food Science, or a related field)

Experience

• 35 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