Purpose

The Primary responsibility is to drive profitable sales growth within an assigned territory. Growth success is measured not only in total revenue and profit growth versus prior year and budget, with a focus on specialty and select commodity ingredients sourced from defined contract partner suppliers. To ensure this growth remains consistent and compensates for the cyclical, seasonal nature of the fermented beverage business, you will continuously develop Beverage prospects throughout the year.

Areas of Responsibility / Tasks

Performance must reflect appropriate level of expertise and achievement of the desired results for the items listed below.

• Achieve profitable revenue growth through new business development and retention of existing accounts.

• Build and manage relationships with both current and prospective customers in the fermented beverage segment, including wineries, breweries, and distilleries.

         • Identify and pursue opportunities with the beverage industry prospects.

• Conduct regular site visits to customer facilities, including beverage manufacturers, to understand operational needs and  explore ingredients solutions.

• Meet or exceed gross margin targets via strategic pricing and product mix optimization.

• Develop, execute, and manage sales plans, budgets, and expense forecasts.

• Lead prospecting efforts focused on specialty products and high-growth applications.

• Establish, track, and close new business opportunities aligned with long-term growth goals, documented in CRM.

• Maintain strong customer and supplier relationships, including regular meetings, training sessions, and participation in industry events.

• Collaborate with channel partners to meet customer purchasing requirements.

• Maintain accurate CRM data including sales calls, pipelines, contacts, joint projects, and competitive pricing.

• Work cross-functionally with Segment Manager, Customer Service, and Supplier Partners to ensure customer satisfaction.

• Conduct technical presentations and demonstrations, effectively communicating product features and benefits.

• Provide technical support and respond to customer inquiries regarding product application and troubleshooting.

• Stay current on industry trends, technologies, and competitor offerings.

• Travel throughout the assigned territory to meet with customers and attend industry events.

This Job Description supersedes entirely any and all other written or verbally expressed understandings, agreements, offer letters, and SOP’s. The company reserves the right to amend all aspects of the job up to and including the essential duties, educational training requirements, and performance standards of the job and/or terms and conditions of employment at any time.

Competencies; Knowledge, Skills, Abilities (KSA)

To perform this role successfully, an individual must have experience achieving desired result(s) in their areas of responsibility. The requirements listed below are representative of observable behaviors and essential knowledge, skill, and abilities required of a successful incumbent within our culture.

1. Ideal candidate will have experience in formulation and/or sales across a broad range of applications.
2. Complex thinking skills in translating customer needs into solutions – and solutions into commercial sales.
3. Demonstrated past success with developmental/R&D sales for new customer projects, as well as success with market share shift (tactical selling) through customer Purchasing team to replace competitive business across various accounts and applications.
4. Technical aptitude and problem-solving skills.
5. Broad knowledge of solutions, materials and processing across applications and market segments.
6. Minimal training and oversight required. Self-motivated and able to work autonomously on a day to day basis.
7. Team player, both internally and externally.
8. Strong interpersonal, communication and organizational skills.
9. Able to travel 30% - 50% (depending on where candidate resides).
10. Good computer skills, proficiency with PowerPoint, Excel, Word and Outlook and CRM.
11. Professional presence, including: excellent verbal and written communication and presentation skills; professional entertainment with customers and suppliers; professional participation in industry associations and/or networking events.

Minimum Qualifications/ Education / Experience / Certifications

1. Education
   1. Bachelor’s Degree in Chemistry, Chemical Engineering, Biology, Microbiology, Viticulture, Food Science, Oenology, Business or related field preferred.
   2. Minimum of 5 years of technical sales experience in the wine industry.
   3. Equivalent experience may be considered in lieu of degree.
   4. Proven track record of exceeding sales targets.
   5. Strong understanding of the winemaking process and technical challenges faced by the industry.
   6. Valid driver’s license.
2. Systems Experience:
   1. Microsoft suite: PowerPoint, Outlook, Excel and Word
   2. CRM
3. Skills
   1. Strong technical aptitude and problem-solving skills.
   2. Ability to translate customer needs into commercial solutions.
   3. Success in R&D-driven and tactical selling environments.

       d.    Self-motivated and able to work independently with minimal oversight.

       e.    Team player with strong interpersonal, organizational, and communication skills.

       f.     Professional presence in customer interactions and industry networking.

Work Environment / Conditions

The work environment/conditions described herein are representative of those that an incumbent may experience.

• This job primarily operates remotely.
• Must be comfortable working in a shared space, with constant noise, with/or without the use of a private office.
• Schedules may vary from week to week based on business demands in excess of 40 hours with or without notice.

Physical Requirements / Demands

The physical demands described herein are representative of those that must be met by an incumbent to successfully perform the essential functions of this job. *Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions & physical demands of this role.

1. A variety of standing, sitting and walking throughout the day is required.
2. While performing the duties of this job, the incumbent is regularly required to communicate verbally, listen, read and comprehend information, and type on a consistent and daily basis.