Sales Manager – Flavor Systems

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.

About the 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.
• Drives regional performance through direct reports across the U.S.

Responsibilities

• 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 Balchem’s competitive position.
• Plan, schedule, conduct, and document regular sales calls in Salesforce.com in a timely manner.

Requirements

• 7–10 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 bachelor’s degree; preferred fields include Food Science, Chemistry, Marketing, Management, or related disciplines.
• Travel approximately 50% for customer visits, trade shows, and plant tours.

Core Competencies

• 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.