[Hiring] Sales Account Manager II @Thatcher Company

Role Description

The Dairy Account Manager is responsible for managing current customers and growing business with the Food and Dairy segments. The role is an individual contributor role and focuses on sales and account management activities.

• Own a portfolio of medium-to-large customers within key industry segments.
• Establish high-value customer partnerships and drive sustainable revenue growth through executive level penetration initiatives and advanced referral networks.
• Develop and execute account plans to achieve sales growth and margin targets.
• Own portfolio level retention strategy that protects revenue, strengthens partnerships, to achieve near-zero attrition targets.
• Conduct regular customer visits, technical discussions, pricing reviews, and negotiations.
• Champion a safety-first culture across all client engagements and operational safety standards, integrating risk mitigation principles.
• Identify and secure upsell, cross-sell, and new application opportunities.
• Provide consultative support on chemical applications, product selection, and performance.
• Track market trends and competitive activity; recommend pricing strategies.
• Collaborate with operations, supply chain, and quality teams to resolve service issues.
• Prepare forecasts, pipeline updates, and business reports for leadership.
• Maintain accurate CRM information and manage contract renewals.
• Support launch of new products and programs in target industries.

Qualifications

• Bachelor’s degree in Chemistry or a related field, with 8–10+ years of relevant experience; or
• Master’s degree or equivalent in Chemistry or a related field, with 7+ years of relevant experience; or
• Ph.D. or equivalent in Chemistry or a related field, with 5+ years of relevant experience.

Preferred Qualifications

• Experience selling to food, beverage, and/or dairy processing facilities.
• Knowledge of customer procurement processes and contract structures.

Knowledge, Skills, & Abilities

• Strong understanding of market economics, industry trends, and chemical product applications.
• Excellent negotiation, communication, and consultative selling skills.
• Ability to independently develop account and industry growth strategies.
• Ability to translate customer needs into actionable technical requirements.
• Proficiency with CRM systems, forecasting, and data analytics.

Work Environment

This position is regularly performed in an in-person or remote office environment, which means the physical surroundings are generally pleasant and comfortable with minimal exposure to injury or other hazards, with a moderate level of noise. Prolonged periods of sitting and looking at a computer screen with freedom of movement on a regular basis is expected. Minimal physical effort is required but could include: repetitive motion of wrists and fingers; talking and hearing; and handling of light materials and supplies. Regular visits to processing facilities or dairy barns is required (how often is based on customer needs). This position will require travel by planes, trains, auto (auto rental), internationally and overnight up to about 50%.

Equal Employment Opportunity

It is the policy of this organization to provide equal employment opportunity to all qualified applicants for employment without regard to age 40 and over, color, disability, gender identity, genetic information, military or veteran status, national origin, race, religion, sex, sexual orientation or any other applicable status protected by state or local law. As an affirmative action employer under E.O. 11246, we invite all applicants to identify themselves on the following page.

AN EQUAL OPPORTUNITY EMPLOYER