COMPANY OVERVIEW:
Balchem is committed to making the world a healthier place by delivering trusted, innovative, and science-based solutions for the health and nutritional needs of the world. Balchem employs approximately 1,400 employees worldwide who provide the service, quality, and technology that enables our customers to win with their customers. We have built a reputation for delivering results to all of our stakeholders. Founded in 1967, Balchem, a Maryland corporation, became a publicly-traded company in 1970 and is listed on Nasdaq under the symbol BCPC. Our corporate headquarters is located in Montvale, New Jersey, and we have a broad network of sales offices, manufacturing sites, and R&D centers, primarily located in the U.S. and Europe. The Company consists of three business segments: Human Nutrition and Health, Animal Nutrition and Health, and Specialty Products.
POSITION SUMMARY:
The Sales Manager, Flavor Systems leads commercial execution for the Flavor Systems business in partnership with the Director of Sales. This role owns the strategic direction, revenue growth, and profitability of the U.S. beverage and frozen dessert ingredient platform; directly manages Midwest accounts and prospects; and drives regional performance through direct reports across the U.S. The ideal candidate will be based near a major airport in the central U.S. to support efficient customer travel and team engagement.
The role is accountable for developing and executing category strategies that deliver profitable growth. The Sales Manager will grow assigned accounts and prospects while coaching Account Managers, setting clear performance expectations, and holding the team accountable for pipeline development, customer engagement, and sales results.
Success requires strong commercial acumen, consultative selling capability, and demonstrated experience developing value-based ingredient solutions. Experience in beverage contract manufacturing, operations, or engineering is a bonus. The Sales Manager will partner closely with Marketing, R&D, and business leadership to interpret market trends, identify customer needs, and advance innovative, commercially viable solutions.
ESSENTIAL FUNCTIONS:
- Manage and grow direct accounts and prospects within the assigned territory.
- Develop Account Managers by coaching performance, supporting customer engagement, and reinforcing accountability for results.
- Set clear sales expectations for Account Managers, including sales call activity, reporting discipline, prospecting, and new account development.
- Manage day-to-day Account Manager activities to ensure alignment with business unit priorities and growth objectives.
- Drive category growth by developing and executing comprehensive strategies across targeted beverage and frozen dessert segments.
- Use market intelligence to anticipate customer needs and partner with Marketing, Product Development, and cross-functional teams to deliver innovative, value-driven solutions.
- Shape and execute national sales strategies that align territory plans with long-term growth objectives and market trends.
- Lead strategic account engagement across the U.S., building executive-level relationships and positioning Balchem solutions across retail branded, co-packer, private label, QSR, and industrial channels.
- Identify customer needs and collaborate with Marketing, Product Development, and other internal partners to deliver marketable solutions aligned with customer priorities.
- Foster a culture of curiosity and innovation by proactively identifying market-focused opportunities that strengthen Balchems competitive position.
- Plan, schedule, conduct, and document regular sales calls in Salesforce.com in a timely manner.
REQUIREMENTS:
- 710 years of experience in B2B food and beverage sales.
- A minimum of 3 years experience managing direct reports.
- Demonstrate a proactive, growth-oriented mindset with a proven ability to identify new business opportunities and expand market presence.
- Apply strategic thinking and an entrepreneurial approach to shaping business development initiatives and long-term growth strategies.
- Demonstrate expertise in consultative, solutions-driven selling and stakeholder influence across organizational levels.
- Possess strong commercial acumen, negotiation skills, and executive presence, with the ability to lead cross-functional teams through influence.
- Show a proven track record of winning complex commercial deals and growing strategic accounts.
- Hold a bachelors degree; preferred fields include Food Science, Chemistry, Marketing, Management, or related disciplines.
- Travel approximately 50% for customer visits, trade shows, and plant tours.
CORE COMPENTANCIES:
- Customer-Centric Selling: Applies a consultative sales approach and clearly articulates value to customers.
- Technical Savvy: Translates technical capabilities into customer-relevant business opportunities.
- Strategic Thinking: Aligns business development initiatives with long-term corporate strategy.
- Collaboration: Works effectively with R&D, Operations, Quality, Regulatory, and Marketing partners.
- Negotiation: Manages complexity to achieve mutually beneficial outcomes.
- Ownership & Drive: Demonstrates accountability and persistence in achieving results.
- Communication: Communicates with clarity, persuasion, and effective storytelling across verbal, written, and visual formats.
Balchem is committed to a workplace culture that values and promotes diversity, inclusion, equal employment opportunities, and a work environment free of harassment and hostility