Protect and grow assigned accounts through consultative and strategic selling techniques and prospecting for new profitable accounts. The main objective is to obtain new sales for Kalsec’s product lines, meeting both face to face and virtually with key buying influencers and demonstrating the value of Kalsec solutions through end use-application presentations and demonstrations as well as negotiating to maintain current and new business with ingredient buyers.
Essential Job Functions:
1. Primary contact for assigned accounts. In essence, the “face” of Kalsec with these accounts. 2. Responsible for sales volume and gross margin growth with each customer on Kalsec products by the development and execution of a strategic business plan for your customers and geography aligned with national initiatives and campaigns. In collaboration with internal and external cross functional team members lead sales efforts to meet or exceed goals. 3. Maintain current customers and develop new customers always striving to increase the quality of communication between Kalsec and assigned customers. Frequent review of contracts, agreements, price quotes, sales revenue and budget vs. actual sales. 4. Maintain professional and technical knowledge by attending educational workshops as assigned, keeping a technical journal, reviewing professional publications, establishing personal networks and participating in professional societies. 5. Proficient in the delivery of customized presentations to key accounts. Responsible for determining the presentation objective and managing the planning of resources needed in collaboration with all stake holders. 6. Strive for greatest possible coverage with assigned accounts by using direct sales contacts and leveraging relationships for new contact introductions. 7. Continually gather and assess information on pricing, product quality, applications, changing trends, economic indicators and competitive activity. 8. Develop annual forecasts for assigned accounts and utilize with supervisor to establish sales objectives to meet individual and company goals. 9. Maintain clear records of activity with each account including projects and their progression, correspondence, contacts and opportunities in Salesforce.com. 10. Actively build sales opportunities pipeline to match assigned budget revenue (or higher) and drive opportunities from initial identification and qualification to sales fruition and closure through all stages in Salesforce.com. Actively communicate progress of projects and changes in demand with the relevant internal contacts. Use your initiative in prospecting activities and work with the marketing team as needed to ensure pipeline growth to meet assigned KPI’s. 11. Monitor, expedite, develop and assist with support functions for customers such as technical and applications information, customer experience, regulatory, QA, accounting, operations, and logistics. 12. Represent Kalsec at tradeshows, meetings and conventions. 13. Work collaboratively with the technical team, marketing and product management to develop strategies for potential new or modified products. 14. Fulfill the duties and responsibilities of the position in a fashion consistent with Kalsec values. 15. Be aware of the company's Q.A. policy and objectives. To observe these policy provisions and fulfill in all respects the requirements of his/her job. Q.A. procedures as defined in the quality manual shall be strictly observed.
Bachelor’s Degree and minimum 5-years of relevant industrial food ingredient selling experience preferably with flavors, flavor extracts, natural colors and other functional ingredients. Technical background and MBA preferred, but not required.
Excellent negotiation and communication skills. Success in building relationships with professionals at all organizational levels with internal and external customers.
Strong team player.
Intermediate level or greater experience in MS Excel, MS Word, MS PowerPoint, MS Team, Zoom, Salesforce (SFDC), LinkedIn.
Foreign languages not required, but Spanish desired as a second language
About Kalsec, Inc
Kalsec® is the leading global producer of natural spice and herb flavor extracts, natural colors, natural antioxidants and advanced hop products that help food and beverage companies make their products look better, taste better and last longer...naturally. For over 50 years, we have added value to our Customer’s brands by providing safe, reliable, innovative natural solutions while respecting the people and planet in which we interact.
Why Kalsec®?We offer outstanding career opportunities for those striving to develop their talents in a family owned, globally focused company. We nurture a culture driven by creativity and innovation, while respecting an employee’s desire for stability and a strong work/life balance.Founded in Kalamazoo, Michigan, Kalsec® has delivered a brand built on honesty, integrity and trust that will keep us sustainable for the next 100 years. Continued growth of our business has resulted in offices worldwide including Asia, Europe, Mexico and North America.