West Coast Territory Account Manager

Commerce, CA

Posted: 08/06/2018 Industry: Laboratory - Food & Beverage Job Number: 341.18MR Pay Rate: 130,000 - 190,000

West Coast Territory Account Manager

The West Coast Territory Account Manager is responsible for maximizing specialty starch sales and related commercial business activity by delivering new products or applications to existing customers, existing products or services to new customers, and new products or services to new customers.  Will serve as the Commercial Lead on key specialty starch projects.  This position reports to the Director of Starch Sales.

  • Serve as the Commercial Lead on multiple key specialty starch projects with responsibilities to lead and develop the business case for each project including identifying targets, key applications, customers, volumes, pricing, and margins for new specialty starch portfolio expansions
  • Identify Target Accounts/Prospecting: Clearly understand value propositions of company’s specialty starch ingredient portfolio.  Identify target customers for company’s products and partner with the sales teams to qualify targets and establish plans for attaining business with identified target customers
  • Develop specialty starch trading business in which includes but is not limited to, managing leads throughout sales development cycle, setting up and managing 3rd party manufacturers
  • Recommend to national and regional account customers “value-added” solutions, including effective introduction of new products, technologies, and processes, to strengthen obtain new business in support of segment growth targets and plans
  • Initiated, in conjunction with their sales personnel, technology-based discussions with customers, primarily with the R&D, technology and marketing groups, leading to sales of assigned products
  • Monitor and support sales efforts to implement account plans, make initial customer contacts, make initial presentations and establish bona fide projects with target customers
  • Partner with marketing, R&D, and technical service to drive business objectives
  • Identify, initiate, lead, negotiate, and cultivate partnerships with potential third parties that will assist in their specialty starch rapid portfolio expansion
  • Partner with functional teams including sales, technical and marketing to execute market introduction and initial market/sales development for new products, processes, and services to national and regional account customers
  • Work with inside and outside marketing to position new products into the market place with the proper marketing plan and branding
  • Provide technical understanding of products and the product value proposition to the sales team and support initial sales activity with the goal of meeting short and long-term targets for revenue, profitability and market share
  • Support the sales team in negotiating contracts for new products and services
  • Market and Competitive Intelligence: Develop and maintain a strong working knowledge of the market and the competitive environment to facilitate sales development efforts
  • Network at trade shows and other technical venues to build knowledge and identify new prospects
  • Analyze the current national and regional accounts, determine which are most suitable to incorporate into new product offerings, and communicate these needs to the commercial team
  • Pro-actively provide market and competitive intelligence to appropriate sales, marketing, product management and technical personnel
  • New Product Champion: Champions introductions of new technologies / products to meet business objectives.  Navigates complexity of diverse markets to generate value for the customer and company
  • Maintain a productive and effective relationship with all members of the team as well as company affiliates, to ensure clear rapid flow of information and customer and prospect satisfaction
  • Ensure close alignment with Marketing and coordination with the overall Marketing team with regards to business plans including campaigns and market development opportunities
  • Resolve and provide solutions to target customer issues in a timely and accurate manner with assistance from other team members

**If you’d like to hear more about this opportunity and others we are currently working on, please contact Mary Rias at maryr@cps4jobs.com.

JO:  341.18MR


  • Bachelors’ Degree in relevant scientific, engineering, or business discipline. Additionally, an MBA is a plus
  • Experience in specialty starch or other specialty food ingredients business, ideally including business development, marketing, or sales experience. Experience working in the food industry required
  • Significant direct and practical experience in food or specialty ingredient ideally including business development, marketing, sales and technical experience
  • Experience with proven value selling approaches and techniques. Focus efforts to prove the value of an ingredients’ functionality vs. its per unit cost
  • Demonstrated analytical and problem-solving skills required with experience in problem solving and creative thinking
  • Strong leadership skills, and flexible interpersonal skills, with the ability to interact effectively with all levels of the organization and in a variety of cultures – both internal and external
  • Excellent presentation and communication skills, both in creation and execution
  • Available to travel domestically and internationally (30-40%)
  • Proactively builds a good understanding of the customer to ensure own work is responsive to customer needs
  • Consistently focuses on achieving strong results, despite balancing multiple complex demands
  • Regularly identifies areas that can be improved and constructively proposes new solutions that increase value and improve business performance
  • Proactively helps others and responds to their business needs to build strong working relationships
  • Seeks opportunities (training, projects, etc.) that develop knowledge and skills to become a stronger contributor
  • Well known in the industry of specialized ingredients
  • Possesses vision and able to execute a plan
  • Fosters solid relationships
  • Self-starter and able to motivate and influence others

**If you’d like to hear more about this opportunity and others we are currently working on, please contact Mary Rias at maryr@cps4jobs.com.

JO:  341.18MR


Mary Rigas
Section Manager/ Sr. Technical Recruiter

I specialize in connecting talent within the Food and Beverage Industry and proud to be part of CPS, Inc., which is on Forbes Top 20 Recruiting Firms list for 2017.

Being a manager and senior recruiter in the Food & Beverage group, our specialties include product development, quality, nutrition, regulatory, sensory, flavor development and application from entry level to executive.

I am part of a team of seven which provides more positions for candidates to consider and more candidates for client companies to consider.  We pride ourselves in building long lasting relationships and assisting both candidates and client companies in achieving their goals.

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