COMPANY OVERVIEW:
Balchem Corporation develops, manufactures, and markets specialty ingredients that improve and enhance the health and well-being of life on the planet, providing state-of-the-art solutions and the finest quality products for a range of industries worldwide. 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 US and Europe. Founded in 1967, Balchem is a publicly traded company (NASDAQ – BCPC) with annual revenues over $900 million and a market cap exceeding $4.0 billion. The company consists of three business segments: Human Nutrition & Health; Animal Nutrition & Health; and Specialty Products. Balchem employs over 1,300 people worldwide who are engaged in diverse activities, committed to developing the company into global market leadership positions. To learn more about our dynamic, stable and growing company, visit www.balchem.com.
We are currently expanding internationally and looking for a dynamic sales leader to develop our business in the APAC region!
POSITION SUMMARY:
The Sales Director, M&N, coordinates the sales activities of the Minerals & Nutrients (M&N) Business Unit, working directly with the Vice President Sales and Product Management, Product Manager, Marketing, Supply Chain and Research & Development teams. This role will be responsible for execution and development of the commercial strategy in support of the overall business plan for the APACME region. In addition, the Sales Director will be responsible for setting the sales account strategies to deliver budget and grow existing business. The Sales Director will be actively involved in customer accounts, maintaining close relationships with strategic customers and directing the overall activities of our account managers and distribution partners.
ESSENTIAL FUNCTIONS:
• Build and execute commercial strategy to deliver short- and long-term financial targets.
• Establish the pillars of commercial excellence in the region: BPS training, Cross Selling
Supply Agreements, Trade Mark Acceptance, use of CRM for lead management and opportunity assessment.
• Construct annual sales budget for each of the six product lines; Implement Regular review and provides status reports on progress against sales budget.
• Responsible for the execution of commercial strategy via the distribution network and Account Managers
• Management of the two Account Managers, New Zealand and India and eventually hiring a representative for South East Asia.
• Responsible to identify and manage a group of key accounts until such time that an account representative is hired in Southeast Asia.
• Develop strong strategic relationships within Key Customers and Distributors R&D, Marketing and Sourcing and foster counterpart relationships within organization
• Drive Account Managers to prospect and close new business opportunities through standard product, custom product and integrated solution selling utilizing Balchem Professional Selling Tools
• Participates and Executes contract negotiations for the region.
• Creates and Implements compelling, viable commercial proposals for potential clients.
• Develop and oversee target account plans for key customers with Account Managers
• Prospect and close new business opportunities through standard product, custom product and integrated solution selling at assigned accounts in Southeast Asia.
• Drive sales expectation of Distributors and Account Managers in terms of number of sales calls, reporting, prospecting, and new account development
• Manage day-to-day activities of assigned Account Managers
• Plans, schedules, and makes sales calls to assigned accounts and territory prospects
• Arranges meetings for various company professionals to provide multi-level support and relationships
• Coordinates sales efforts for the M&N Business to ensure effective sales service, customer relations, and administrative needs
• Planning and forecasting - provide up to date and accurate forecasting for the business
• Drives Account Managers to maintain account information and pipeline activity in Salesforce.com, including call reports, opportunities, price requests, etc.
• Collaborates in commercial project development with project manager and Applications/R&D
• Collects and analyzes competitive market intelligence and provides recommendations to senior management to remain competitive.
• Coordinates with Customer Service to provide excellent service levels to customers.
• Coordinates with other support functions as necessary
• Must comply with all policies and procedures of the corporation.
• Oversees performance of the distributor network. two (2 account managers
• Act as the company's representative at major industry events, conferences and tradeshows
• Perform other duties as required.
REQUIREMENTS:
• Bachelor's degree required in either food science, chemistry, or nutrition
• Must have polished customer relations, sales skills, and ability to manage a team
• Ability to coordinate the efforts of company and customer teams and establish strong working relationships
• Excellent follow-up and organizational skills
• Must have good working knowledge of food ingredients, ideally Dietary Supplements industry.
• 5- 10 years of experience in nutraceutical or food ingredient sales.
WORKING CONDITIONS:
• Travel: minimum of 50% of travel required
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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.
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